Matches in SemOpenAlex for { <https://semopenalex.org/work/W2298522097> ?p ?o ?g. }
Showing items 1 to 97 of
97
with 100 items per page.
- W2298522097 abstract "The paper examines the underlying theoretical explanation for a common persuasion technique commonly used in marketing called thats-not-all (TNA). The TNA technique is a communication method where a sales pitch is followed by a bonus offer with a time delay, which is more effective than presenting the main item and the bonus simultaneously. Previous research in psychology proposed two competing explanations for its effectivenessnorm of reciprocity and the anchor adjustment heuristicwith mixed results. To test these competing explanations for the TNA technique, a 2x2 factorial experiment is designed with the use of TNA and the net attractiveness of the deal as independent variables. The result found norm of reciprocity as the dominant cognitive process behind the technique, while anchor adjustment heuristic failed to explain the effectiveness of the technique. It also provides an important marketing implication that TNA can be effective only when the net value of the deal including both the main and bonus items is below the reservation price of the consumers." @default.
- W2298522097 created "2016-06-24" @default.
- W2298522097 creator A5079996694 @default.
- W2298522097 date "2012-02-15" @default.
- W2298522097 modified "2023-09-28" @default.
- W2298522097 title "When And Why Does The Thats-Not-All Compliance Technique Work?" @default.
- W2298522097 cites W1999618698 @default.
- W2298522097 cites W2008073538 @default.
- W2298522097 cites W2010689478 @default.
- W2298522097 cites W2041548413 @default.
- W2298522097 cites W2110735430 @default.
- W2298522097 cites W2120779670 @default.
- W2298522097 cites W2123435593 @default.
- W2298522097 cites W2135630262 @default.
- W2298522097 cites W2136650861 @default.
- W2298522097 cites W2162380352 @default.
- W2298522097 cites W2319064941 @default.
- W2298522097 cites W2322488772 @default.
- W2298522097 cites W2324453880 @default.
- W2298522097 cites W2325370491 @default.
- W2298522097 cites W2326189454 @default.
- W2298522097 cites W2331559789 @default.
- W2298522097 cites W2755523914 @default.
- W2298522097 cites W618793479 @default.
- W2298522097 doi "https://doi.org/10.19030/jber.v10i3.6857" @default.
- W2298522097 hasPublicationYear "2012" @default.
- W2298522097 type Work @default.
- W2298522097 sameAs 2298522097 @default.
- W2298522097 citedByCount "0" @default.
- W2298522097 crossrefType "journal-article" @default.
- W2298522097 hasAuthorship W2298522097A5079996694 @default.
- W2298522097 hasBestOaLocation W22985220971 @default.
- W2298522097 hasConcept C11171543 @default.
- W2298522097 hasConcept C144133560 @default.
- W2298522097 hasConcept C149782125 @default.
- W2298522097 hasConcept C154945302 @default.
- W2298522097 hasConcept C15744967 @default.
- W2298522097 hasConcept C162324750 @default.
- W2298522097 hasConcept C162853370 @default.
- W2298522097 hasConcept C169903001 @default.
- W2298522097 hasConcept C173801870 @default.
- W2298522097 hasConcept C175444787 @default.
- W2298522097 hasConcept C17744445 @default.
- W2298522097 hasConcept C191795146 @default.
- W2298522097 hasConcept C199539241 @default.
- W2298522097 hasConcept C2777632111 @default.
- W2298522097 hasConcept C2781310500 @default.
- W2298522097 hasConcept C31173074 @default.
- W2298522097 hasConcept C31258907 @default.
- W2298522097 hasConcept C41008148 @default.
- W2298522097 hasConcept C77805123 @default.
- W2298522097 hasConceptScore W2298522097C11171543 @default.
- W2298522097 hasConceptScore W2298522097C144133560 @default.
- W2298522097 hasConceptScore W2298522097C149782125 @default.
- W2298522097 hasConceptScore W2298522097C154945302 @default.
- W2298522097 hasConceptScore W2298522097C15744967 @default.
- W2298522097 hasConceptScore W2298522097C162324750 @default.
- W2298522097 hasConceptScore W2298522097C162853370 @default.
- W2298522097 hasConceptScore W2298522097C169903001 @default.
- W2298522097 hasConceptScore W2298522097C173801870 @default.
- W2298522097 hasConceptScore W2298522097C175444787 @default.
- W2298522097 hasConceptScore W2298522097C17744445 @default.
- W2298522097 hasConceptScore W2298522097C191795146 @default.
- W2298522097 hasConceptScore W2298522097C199539241 @default.
- W2298522097 hasConceptScore W2298522097C2777632111 @default.
- W2298522097 hasConceptScore W2298522097C2781310500 @default.
- W2298522097 hasConceptScore W2298522097C31173074 @default.
- W2298522097 hasConceptScore W2298522097C31258907 @default.
- W2298522097 hasConceptScore W2298522097C41008148 @default.
- W2298522097 hasConceptScore W2298522097C77805123 @default.
- W2298522097 hasLocation W22985220971 @default.
- W2298522097 hasOpenAccess W2298522097 @default.
- W2298522097 hasPrimaryLocation W22985220971 @default.
- W2298522097 hasRelatedWork W1417250616 @default.
- W2298522097 hasRelatedWork W1497658836 @default.
- W2298522097 hasRelatedWork W1512758851 @default.
- W2298522097 hasRelatedWork W151296681 @default.
- W2298522097 hasRelatedWork W1578983588 @default.
- W2298522097 hasRelatedWork W1589604069 @default.
- W2298522097 hasRelatedWork W1965080917 @default.
- W2298522097 hasRelatedWork W1985499299 @default.
- W2298522097 hasRelatedWork W1987360242 @default.
- W2298522097 hasRelatedWork W2007083034 @default.
- W2298522097 hasRelatedWork W2081645102 @default.
- W2298522097 hasRelatedWork W2100303834 @default.
- W2298522097 hasRelatedWork W2101119165 @default.
- W2298522097 hasRelatedWork W2126091547 @default.
- W2298522097 hasRelatedWork W2151582340 @default.
- W2298522097 hasRelatedWork W2152415714 @default.
- W2298522097 hasRelatedWork W2436194166 @default.
- W2298522097 hasRelatedWork W3024051710 @default.
- W2298522097 hasRelatedWork W3122092750 @default.
- W2298522097 hasRelatedWork W3123712331 @default.
- W2298522097 isParatext "false" @default.
- W2298522097 isRetracted "false" @default.
- W2298522097 magId "2298522097" @default.
- W2298522097 workType "article" @default.