Incorporating a “Better” Behavioral Bias for Both Consumers and Firms in Rebate Programs

References

• Amaldoss W, Jain S (2005a) Conspicuous consumption and sophisticated thinking. Management Sci. 51(10):1449–1466.Link, Google Scholar
• Amaldoss W, Jain S (2005b) Pricing of conspicuous goods: A competitive analysis of social effects. J. Marketing Res. 42(1):30–42.Crossref, Google Scholar
• Amaldoss W, Jain S (2008) Research note—Trading up: A strategic analysis of reference group effects. Marketing Sci. 27(5):932–942.Link, Google Scholar
• Arellano M, Bond S (1991) Some tests of specification for panel data: Monte Carlo evidence and an application to employment equations. Rev. Econom. Stud. 58(2):277–297.Crossref, Google Scholar
• Bhattacharyya A, Pattanaik P, Xu Y (2011) Choice, internal consistency and rationality. Econom. Philos. 27(2):123–149.Crossref, Google Scholar
• Chan T (2006) Commentary on structural modeling in marketing: Review and assessment. Marketing Sci. 25(6):633–634.Link, Google Scholar
• Chief Marketer Staff (2006) Senator Schumer asks FTC to standardize rebates. Chief Marketer (January 4), http://www.chiefmarketer.com/senator-schumer-asks-ftc-to-standardize-rebates.Google Scholar
• Chintagunta P, Erdem T, Rossi P, Wedel M (2006) Structural modeling in marketing: Review and assessment. Marketing Sci. 25(6):604–616.Link, Google Scholar
• Dhar SK, Morrison DG, Raju JS (1996) The effect of package coupons on brand choice: An epilogue on profits. Marketing Sci. 15(2):192–203.Link, Google Scholar
• Epley N, Gneezy A (2007) The framing of financial windfalls and implications for public policy. J. Socio-Econom. 36(1):36–47.Crossref, Google Scholar
• Federal Trade Commission (2017) FTC consumer information rebate. (January), http://www.consumer.ftc.gov/articles/0096-rebates.Google Scholar
• Fehr E, Goette L, Zehnder C (2009) A behavioral account of the labor market: The role of fairness concerns. Annual Rev. Econom. 1 355–384.Crossref, Google Scholar
• Feldman NE (2010) Mental accounting effects of income tax shifting. Rev. Econom. Statist. 92(1):70–86.Crossref, Google Scholar
• Goette L, Fehr E, Huffman D (2004) Loss aversion and labor supply. J. Eur. Econom. Assoc. 2(2–3):216–228.Crossref, Google Scholar
• Gourville J (1998) Pennies-a-day: The effect of temporal reframing on transaction evaluation. J. Consumer Res. 24(4):395–403.Crossref, Google Scholar
• Gourville J, Soman D (1998) Payment depreciation: The behavioral effects of temporally separating payments from consumption. J. Consumer Res. 24(2):160–174.Crossref, Google Scholar
• Gourville J, Soman D (2011) The consumer psychology of mail-in rebates. J. Product Brand Management 20(2):147–157.Crossref, Google Scholar
• Hastings J, Shapiro JM (2013) Fungibility and consumer choice: Evidence from commodity price shocks. Quart. J. Econom. 128(4):1449–1498.Crossref, Google Scholar
• Ho T-H, Zhang J (2008) Designing pricing contracts for boundedly rational customers: Does the framing of the fixed fee matter? Management Sci. 54(4):686–700.Link, Google Scholar
• Ho T-H, Lim N, Camerer C (2006a) How ”psychological” should economic and marketing models be? J. Marketing Res. 43(3):341–344.Crossref, Google Scholar
• Ho T-H, Lim N, Camerer C (2006b) Modeling the psychology of consumer and firm behavior with behavioral economics. J. Marketing Res. 43(3):307–331.Crossref, Google Scholar
• Ho T-H, Png I, Reza S (2017) Sunk cost fallacy in driving the world’s costliest cars. Management Sci. 64(4):1761–1778.Link, Google Scholar
• Kahneman D, Tversky A (1984) Choices, values and frames. Amer. Psych. 39(4):341–350.Crossref, Google Scholar
• Milkman K, Beshears J (2009) Mental accounting and small windfalls: Evidence from an online grocer. J. Econom. Behav. Organ. 72(2):384–394.Crossref, Google Scholar
• Palmer K (2008) Why shoppers love to hate rebates: Complaints soar as consumers face rejections and often fail to follow through on filing claims. U.S. News World Report (January 8), http://money.usnews.com/money/personal-finance/articles/2008/01/18/why-shoppers-love-to-hate-rebates.Google Scholar
• Puto C (1987) The framing of buying decisions. J. Consumer Res. 14(3):301–315.Crossref, Google Scholar
• Raju JS, Dhar SK, Morrison DG (1994), The effect of package coupons on brand choice. Marketing Sci. 13(2):145–164.Link, Google Scholar
• Read D, Loewenstein G, Rabin M (1999) Choice bracketing. J. Risk Uncertainty 19(1–3):171–197.Crossref, Google Scholar
• Rust J (1987) Optimal replacement of GMC bus engines: An empirical model of Harold Zurcher. Econometrica 55(5):999–1033.Crossref, Google Scholar
• Sen A (1993) Internal consistency of choice. Econometrica 61(3):495–521.Crossref, Google Scholar
• Soman D, Ahn H-K 2011 Perspectives on Framing: Mental Accounting and Individual Welfare (Taylor and Francis Group, New York).Google Scholar
• Thaler R (1985) Mental accounting and consumer choice. Marketing Sci. 4(3):199–214.Link, Google Scholar
• Thaler R (1999) Mental accounting matters. J. Behavioral Decision Making 12(3):183–206.Crossref, Google Scholar
• Thomadsen R, Rooderkerk R, Amir O, Arora N, Bollinger B, Hansen K, John L, et al. (2018) How context affects choice. Customer Needs Solutions 5(1–2):3–14.Crossref, Google Scholar
• Vana P, Lambrecht A, Bertini M (2017) Cashback is cash forward: Delaying a discount to increase future spending. Working paper, Tuck School of Business, Dartmouth College, Hanover, NH.Google Scholar