Building trust to increase purchase intentions: The signaling impact of low pricing policies

Journal of Consumer Psychology · 2012 · Volume 22 · Issue 3

DOI: 10.1016/j.jcps.2011.09.003

Abstract

We examine the differential signaling impact of two low pricing policies, Price Matching Guarantees and Everyday Low Prices, on consumers' trusting beliefs and purchase intentions. We demonstrate that both PMG and EDLP pricing policies signal stores' ability to offer lower prices. However, whether these sellers were perceived as benevolent, and—consequently—consumers' purchase intentions, varied critically depending upon price uncertainty. Perceived benevolence and purchase intentions were significantly higher [lower] for sellers offering PMG than EDLP when price dispersion was high [low]. Our findings offer insights into whether and under what conditions firms should adopt these low pricing policies.

Keywords

Consumer trust, Pricing perceptions, Pricing policies

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