The present research investigates how purchase motives (hedonic vs. utilitarian) influence
the effectiveness of partitioned versus combined pricing. Across four studies, we find that …

This paper examines how odd-ending pricing influences consumption of hedonic and
utilitarian products. Four studies test the hypothesis that the discount image associated with …

Evidence of the impact of partitioned pricing is contradictory. Research indicates that
partitioning a price into multiple components can result in more favorable preferences, due …

The widespread use of partitioned pricing by marketers may be the result of perceptions that
it enhances the perceived value of the offer. This research identifies boundary conditions for …

Payment formats have many important influences on consumer behavior. However, few
studies have examined how the payment format affects hedonic consumption. This study …

In the past two decades, pricing research has paid increasing attention to instances where a
product's price is divided into a base price and one or more mandatory surcharges, a …

Firms often use a pricing strategy in which the total price of a product and/or service is
partitioned into two or more mandatory components. Whereas previous research has …

Partitioned pricing charges a base price and a surcharge instead of an equivalent all‐
inclusive price. In contrast, a bundling strategy offers a bundled price instead of separate …

Because it is harder to justify hedonic purchases than utilitarian purchases, it is proposed
that promotions will have a stronger positive effect on the purchase likelihood of hedonic …

Firms often partition a product's price into two mandatory parts (eg, the base price of a mail-
order DVD and the surcharge for shipping and handling) instead of charging one all …