Transaction utility effects when quality is uncertain

Joel E. Urbany, William O. Bearden, Ajit Kaicker, Melinda Smith-de Borrero

Journal of the Academy of Marketing Science · 1997 · Volume 25 · Issue 1

Abstract

The existing literature finds that price discrepancy, which represents the difference between expected and observed price, helps explain brand choice and purchase intention. This effect is often attributed to transaction utility, that is, the incremental utility associated with the surprise of observing a price lower or higher than expected. This research considers the possibility, however, that transaction utility is a less important determinant of choice when quality is uncertain. We propose and find that acquisition utility (perceived value for the money) tends to dominate the explanation of purchase intention, but transaction utility is significant only when consumers are more certain about quality. Our discussion considers the relative role of transaction utility in explaining consumer decision making and how the informative and allocative roles of price might be distinguished.

Keywords

Purchase Intention, Consumer Research, Reference Price, Price Discrepancy, American Market Association

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