Marketing Letters

, Volume 5, Issue 1, pp 31–42 | Cite as

A replication and extension of the Dickson and Sawyer price-awareness study

  • John Le Boutillier
  • Susanna Shore Le Boutillier
  • Scott A Neslin
Article

Abstract

This research presents a replication and extension of the Dickson and Sawyer study (1986, 1990) of point-of-purchase price recall. We study the coffee and soda categories and estimate a multivariate model of the determinants of price recall. We find, as did Dickson and Sawyer, that consumers spend an apparently short time at the point of purchase and that in the coffee category only roughly half of purchasers can recall the exact price of the item they have purchased only seconds after having purchased it. However, we also find, differently than Dickson and Sawyer, that price-recall accuracy is significantly related to promotion status of the brand and category purchase frequency of the consumer. In addition, we find that recall accuracy is related to consumer self-report of price-comparison activity and is not related to time spent at the point of purchase or to a behavioral measure of brand loyalty. We interpret these findings and discuss the implications for future research and for managers.

Key words

price recall sales promotion shopping behaviour 

Preview

Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.

References

  1. Blattberg, Robert C., and Scott A. Neslin. (1989). “Sales Promotion: The Long and the Short of It,”Marketing Letters 1 (Winter), 81–97.Google Scholar
  2. Blattberg, Robert C., and Scott A. Neslin. (1990).Sales Promotion: Concepts, Methods, and Strategies. Englewood Cliffs, NJ: Prentice-Hall.Google Scholar
  3. Dickson, Peter R., and Alan G. Sawyer. (1986). “Point-of-Purchase Behavior and Price Perceptions of Supermarket Shoppers.” Report 86-102. Cambridge, MA: Marketing Science Institute.Google Scholar
  4. Dickson, Peter R., and Alan G. Sawyer. (1990). “The Price Knowledge and Search of Supermarket Shoppers,”Journal of Marketing 54 (July), 42–53.Google Scholar
  5. Engel, James F., Roger D. Blackwell, and Paul W. Miniard. (1990).Consumer Behavior (6th ed.). Chicago: Dryden Press.Google Scholar
  6. Inman, J. Jeffrey, Leigh McAlister, and Wayne D. Hoyer. (1991). “Promotion Signal: Proxy for a Price Cut?,”Journal of Consumer Research 17 (June), 74–81.Google Scholar
  7. Lichtenstein, Donald R., Richard G. Netemeyer, and Scott Burton. (1990). “Distinguishing Coupon Proneness from Value Consciousness: An Acquisition-Transition Utility Theory Perspective,”Journal of Marketing 54 (July), 68–81.Google Scholar

Copyright information

© Kluwer Academic Publishers 1994

Authors and Affiliations

  • John Le Boutillier
    • 1
  • Susanna Shore Le Boutillier
    • 2
  • Scott A Neslin
    • 3
  1. 1.General Foods CorporationWhite Plains
  2. 2.Colgate-Palmolive CorporationNew York
  3. 3.Amos Tuck School of Business AdministrationDartmouth CollegeHanover

Personalised recommendations