The satiating effect of pricing: The influence of price on enjoyment over time

Kelly L. Haws, Brent McFerran, Joseph P Redden

Research output: Contribution to journalArticlepeer-review

2 Scopus citations

Abstract

Prices are typically critical to consumption decisions, but can the presence of price impact enjoyment over the course of an experience? We examine the effect of price on consumers' satisfaction over the course of consumption. We find that, compared to when no pricing information is available, the presence of prices accelerates satiation (i.e., enjoyment declines faster). Preliminary evidence suggests that price increases satiation by making the experience seem like less of a relaxing break and something to financially monitor. We rule out several alternative explanations for this effect and discuss important implications for marketers and consumer researchers.

Original languageEnglish (US)
Pages (from-to)341-346
Number of pages6
JournalJournal of Consumer Psychology
Volume27
Issue number3
DOIs
StatePublished - Jul 2017

Keywords

  • Consumption experiences
  • Enjoyment
  • Pricing
  • Satiation

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