Bundling and Consumer Evaluations of Individual Bundle Components

Drawing from mental accounting, reference price, attribution and categorization theories, we propose that bundle price discounts will influence perceived prices and quality of the individual bundle components, thus influence purchase intentions. Meanwhile, we investigate how these bundling effects interplay with the forms of bundling, complementarity and brand images of bundle components. The empirical results indicate that the impact of bundle price discount on evaluations of individual bundle components varies across bundling forms. In a mixed-joint bundle, the price discount increases consumer perceptions of the regular price of bundle components, but does not change quality perceptions. In a mixed-leader bundle, the price discount hurt consumer price and quality evaluations of the discounted product, but increased the undiscounted product's perceived quality. These effects are moderated by complementarity and the brand images of bundle components. Implications of these findings for marketing researchers and managers are presented along with suggestions for further research.

Name thesis:degree_name

Ph. D.

Level thesis:degree_level

doctoral

Discipline thesis:degree_discipline

Marketing

Department dc:contributor.department

Marketing

Grantor dc:publisher

Virginia Tech

Year dc:date.issued

2004

Author dc:creator

• Sheng, Shibin

Chairs dc:contributor.committeechair

• Parker, Andrew M.
• Nakamoto, Kent

Committee members dc:contributor.committeemember

• Klein, Noreen M.
• Coupey, Eloise
• Poppo, Laura

• Bundling Product Evaluation
• Brand Image
• Mental Accounting

Statement dc:rights

• In Copyright

Licence dc:rights.uri

• http://rightsstatements.org/vocab/InC/1.0/

Dc Identifier Other

etd-04292004-222257

OAI identifier oai:identifier

oai:vtechworks.lib.vt.edu:10919/11163