An Anchoring and Adjustment Model of Purchase Quantity Decisions

Behavioral Decision Research: A Constructive Processing Perspective

1992 • 1,428 citations

Time-inconsistent Preferences and Consumer Self-Control

1991 • 1,360 citations

Impact of Sales Promotions on when, what, and how Much to Buy

1988 • 983 citations

Shelf management and space elasticity

1994 • 643 citations

The mindlessness of ostensibly thoughtful action: The role of "placebic" information in interpersonal interaction.

1978 • 513 citations

Promotion Signal: Proxy for a Price Cut?

1990 • 484 citations

Consumer Promotions and the Acceleration of Product Purchases

1985 • 419 citations

Framing the Deal: The Role of Restrictions in Accentuating Deal Value

1997 • 395 citations

Can Package Size Accelerate Usage Volume?

1996 • 394 citations

Investigating Purchase Incidence, Brand Choice and Purchase Quantity Decisions of Households

1993 • 356 citations

EDLP, Hi-Lo, and Margin Arithmetic

1994 • 338 citations

A Two-State Model of Purchase Incidence and Brand Choice

1991 • 303 citations

Promotional Elasticities and Category Characteristics

1996 • 298 citations

Scarcity and preference: An experiment on unavailability and product evaluation

1994 • 289 citations

A Model of Brand Choice and Purchase Quantity Price Sensitivities

1988 • 278 citations

A Simultaneous Approach to the Whether, What and How Much to Buy Questions

1991 • 270 citations

Scarcity's Enhancement of Desirability: The Role of Naive Economic Theories

1992 • 170 citations

Advertising Strategies to Increase Usage Frequency

1996 • 166 citations

Exploiting the installed base using cross-merchandising and category destination programs

1998 • 151 citations

Dealing-Temporary Price Cuts-By Seller as a Buyer Discrimination Mechanism

1985 • 134 citations

Cue Compatibility and Framing in Advertising

1991 • 121 citations

Price Discrimination using in-Store Merchandising

1996 • 116 citations

Do Household Scanner Data Provide Representative Inferences from Brand Choices: A Comparison with Store Data

1996 • 115 citations

The Optimality of Consumer Stockpiling Strategies

1990 • 100 citations

The Impact of Dealing Patterns on Purchase Behavior

1994 • 95 citations

?Out of sight, out of mind?: Pantry stockpiling and brand-usage frequency

1994 • 84 citations

Advertising's Impact on Category Substitution

1994 • 58 citations

The effect of limits in retail advertisements: A reactance theory perspective

1988 • 49 citations