Browsing Thesis and Dissertations by Author "Sahay, Arvind"
Now showing items 1-14 of 14
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Do price promotions lead to lost customers? the impact of perceived control, psychological ownership, and psychological distance on promotional credit
Raghuram, R (Indian Institute of Management Ahmedabad, 2024)Promotional credit is a unique price promotion that requires more than one purchase to realize savings and is valid until redemption or expiry of credit. This thesis focuses on the impact of (a) restrictions on promotional ... -
Essays on consumers’ responses to retail promotions
Kumari, Rashmi (Indian Institute of Management Ahmedabad, 2021-09-24)How do consumers respond to innovative forms of promotional strategies employed by retailers? This thesis attempts to answer this question across two essays, using experiments as a primary method of inquiry. In Essay 1, ... -
An experimental investigation of advertising effectiveness in roadblock advertising
Parida, Biswajita (Indian Institute of Management Ahmedabad, 2018)Recent years have seen growing use of ‗Roadblock Advertising‘ by media planners to enhance advertising effectiveness. Many companies (Hutch, Aircel, ITC, Viacom 18, Nestle, Nokia, Volkswagon, Real fire extinguisher, Vodafone, ... -
‘Gaining clarity on ambiguity’: vague versus precise temporal framing in marketing communications
Sekhri, Sukriti (Indian Institute of Management Ahmedabad, 2023)Extant research based on temporal construal theory has employed only specifically defined time frames for near versus distant future but has not examined the case where a future event’s time of occurrence is stated in a ... -
Impact Of Bundle Forms On Change In Consumers’ Internal Reference Price (IRP) Of Bundle Components
Banerjee, Prantosh J. (2016)Consumers’ internal reference price (IRP) is an internal standard against which observed prices are compared. Promotions on individual products lead to change (reduction) in consumers’ IRP leading to lower purchase of ... -
The impact of non-volitional interferences on product evaluation and choice
Kapoor, Ankur (Indian Institute of Management Ahmedabad, 2019)The integration of our lives with internet, smartphones and wearable devices has made interferences (such as interruptions and distractions) pervasive. This research investigates the impact of such interferences on information ... -
Impact of order of presentation and prominent presentation of brand and attribute on consumers’ willingness to pay
Narayanan, Priya (Indian Institute of Management Ahmedabad, 2020)How does differential presentation of the components of a product – brand and attribute(s) – impact consumers’ willingness to pay (WTP) for the product? In this thesis, we attempt to answer this question through two essays. ... -
Impact of Overlapping Price Ranges on Psychological Price Perception: Revisiting The Range Theory of Pricing
Jaikumar, Saravana (2016)The context in which a product is seen has an impact on the behavior of consumers. Specifically the impact of the context provided by the most and least extreme values, i.e., the range of stimuli presented has been well ... -
Impact of perceived overqualification on salesperson performance
Basant, Purohit (Indian Institute of Management Ahmedabad, 2013)Salesperson performance is a key indicator of organizational performance. We know that many different factors such as qualification level, selling skills, organizational culture, reward systems etc. influence salesperson ... -
Individual choice decisions for joint consumption in close relationships: the roles of attachment security and relationship power
Kumar, Atul (Indian Institute of Management Ahmedabad, 2021-07-30)Consumers are part of multiple relationships which directly or indirectly influence their consumption decisions. We examine a set of consumer decisions in close relationships where they face the conflict of choosing ... -
Novel cognitive consequences of product anthropomorphism on consumer judgment and decision making
Kumbargeri, Amogh (Indian Institute of Management Ahmedabad, 2022)Consumers frequently come across anthropomorphic products, i.e., products imbued with human-like features. Marketers may anthropomorphize products by designing them to visually resemble human physical features (e.g., a ... -
The role of haptic touch on product evaluation in different shopping situations
Abhishek (2011)Human beings are credited with five senses i.e. vision, audition, smell, taste, and touch. The sensory evaluation process, the evaluation process involving senses, (Martinez, 2007) is utilized by us for evaluation and usage ... -
Toward a better understanding of negation and brand recall memory
Mandal, Sudipta (Indian Institute of Management Ahmedabad, 2019)Consumers rely heavily on their memories during decision-making. Consequently, the ability of consumers to recall brand-related information plays a vital role in their purchasing decisions. In this context, our research ... -
Trust and shopper patronage intentions: impact of congruity in store-shopper relationships
Kaul, Subhashini (2007)This study develops a Value-Congruity model of Trust for understanding how shopper trust builds in a store and how shopper patronage intentions are impacted at different levels of store-shopper relationship quality. The ...