The Babson Retail Supply Chain Institute presents:
RETAIL PRICING IN A GLOBAL MARKETPLACE
August 11-13, 2010
Babson College’s Executive Conference Center
Babson Park, MA
Conference Chairs:
Dhruv Grewal, Babson College
Larry Compeau, Clarkson University
Wednesday, August 11
Anne Roggeveen, Babson College
Michael Levy, Babson College
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4:00pm – 6:00pm
Conference Registration and Hotel Check-in
Executive Conference Center
6:00pm --7:00pm
Welcome Dinner
Sorenson Commons
Continental Breakfast
Olin Auditorium+
Thursday, August 12
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8:00 am – 9:00 am
(FULL BREAKFAST AVAIL FROM 7AM IN SORENSON DINING COMMONS)
9:00 am – 10:30 am
Strategic Pricing Insights from Leading Industry Experts (Session 1)
Olin Auditorium+
10:30 am – 10:45 am
Break
Olin Auditorium+
10:45 am – 12:15 pm
Strategic Pricing Insights from Leading Industry Experts (Session 2)
Olin Auditorium+
12:30 pm – 1:30 pm
Lunch (Walk back to Executive Conference Center)
Sorenson Commons
1:30 pm – 3:15 pm
Academic Presentations (Session 3)
Mystic Room A
3:15 pm – 3:30 pm
Break
3:30 pm – 5:30 pm
Academic Presentations (Session 4)
Mystic Room A
6:15 pm – 8:00 pm
Dinner
Sorenson Commons
7:00 am – 8:30 am
Breakfast
Sorenson Commons
8:30 am – 10:15 am
Academic Presentations (Session 5 & 6)
Mystic Rooms A & Thames
10:15 am – 10:30 am
Break
10:30 am – 12:15 pm
Academic Presentations (Session 7 & 8)
Mystic Rooms A & Thames
12:15 pm – 1: 30 pm
Lunch
Sorenson Commons
1:30 pm – 3:15 pm
Academic Presentations (Session 9 & 10)
Mystic Rooms A & Thames
3:30pm
Bus to Boston for Summer AMA
Lobby
Friday, August 13
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All events will be held in the Babson Executive Center except where noted by ‘+’.
+ Event Held in Olin Hall.
*Attending the conference.
Conference Sponsored by:
Glavin Center at Babson College and Clarkson University School of Business
Thursday, August 12
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Thursday August 12 : 9:00 am – 10:30 am
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Session 1
Olin Auditorium
Session 1. Strategic Pricing Insights from Leading Industry Experts
Session Chairs:
Michael Levy, Charles Clarke Reynolds Chair, Babson College
Larry Compeau, Clarkson University
Presentations:
Bryan Gildenberg, Chief Knowledge Officer, Kantar Retail
Christine Neppl, EVP Merchandising and Logistics, BJ’s Wholesale Club
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Coffee Break
Olin Auditorium
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Session 2
Olin Auditorium
Thursday August 12 : 10:30 am – 10:45 pm
Thursday August 12 : 10:45 am – 12:15 pm
Session 2. Strategic Pricing Insights from Leading Industry Experts
Session Chairs:
Dhruv Grewal, Toyota Chair of Commerce & Electronic Business, Babson College
Anne Roggeveen, Lyle Howland Term Chair in Marketing, Babson College
Presentations:
Mark Mettler, SVP/GMM Merchandising, Staples
Thomas G. Jacobson, Managing Director –Operating Strategy and Pricing, Accenture
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Lunch
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Session 3
Thursday August 12 : 12:30pm – 1:30 pm
Thursday August 12 : 1:30pm – 3:15pm
Babson Executive Center Sorenson Commons
Session 3. Behavioral Pricing
Session Chair: Michael Levy
Mystic Room A
Retailers’ Merchandise Organization and Price Perceptions
Rajneesh Suri,* Drexel University; Jane Cai,* University of Rhode Island; Kent Monroe,* University of Richmond; Mrugank
Thankor, Concordia University
The Impact of Price Information Before and After Experiencing a Product
Keith Wilcox, Babson College; Anne Roggeveen,* Babson College; Dhruv Grewal,* Babson College
The Effect of Shipping Fee Structure on Consumer Evaluations of Online Offers
Nevena Koukova,* Lehigh University; Joydeep Srivistava,* University of Maryland; Martina Steul-Fischer, University of ErlangenNuremberg
An Investigation of the Relationship between Price, Brand, and Green strategies on Perceived Quality, Perceived Value and
Willingness to Buy
Norm Borin, Cal-Poly State University; R. Krishnan,* University of Miami; Joan Lindsey-Mullikin,* Cal-Poly State University
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Coffee Break
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Session 4
Thursday August 12 : 3:15 pm – 3:30 pm
Thursday August 12 : 3:30 pm –5:30 pm
Session 4. Deals
Session Chair: Larry Compeau
Mystic Room A
Do Loss Leader Promotions Impact Store Profits? : An Empirical Investigation for Grocery Industry
Dinesh Gauri,* Syracuse University; Debabrata Talukdar, SUNY, Buffalo, Brian Ratchford, University of Texas-Dallas
Differential effects of value consciousness and coupon proneness on consumers’ persuasion knowledge of pricing tactics
Kishore Gopalakrishana Pillai,* University of Leeds; V. Kumar, Georgia State University
Do Consumers Really Save in “Name Your Own Price” Auctions? Roles of Haggling and Bidding Strategies
Mingyu Joo,* Syracuse University; Tridib Mazumdar,* Syracuse University; S.P. Raj, Syracuse University
Price Awareness And Consumers’ Use Of Deals In Brand Choice
B.P.S Murthi,* University of Texas – Dallas; Ram Rao,* University of Texas – Dallas
Consumers’ Use of an Expected Future Price as Reference Price: An Investigation of the Psychological and Contextual
Antecedents – Winner of the Fordham Pricing Center Dissertation Competition
Atul Kulkarni,* University of Illinois at Urbana-Champaign; Kent B. Monroe,* University of Richmond and University of Illinois at
Urbana-Champaign
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Thursday August 12 : 6:15 pm – 8:00 pm
Dinner
Friday, August 13
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Friday, August 13 : 7:00 am – 8:30 am
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Sorenson Commons
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Breakfast
Friday August 13 : 8:30am – 10:15 am
Sessions 5 & 6
Session 5. Odd/Even Pricing
Session Chair: Robert Schindler
Sorenson Commons
Mystic A
Consumer’s sensitivity to 99-ending price: Evidence from a choice-based conjoint analysis
Charlotte Gaston Breton,* University Paris Nanterre
Just-below Pricing Overused? A Theory-Driven Framework for Managerial Decision-Making
Traci Freling, University of Texas at Arlington; Leslie Vincent, University of Kentucky; Robert Schindler,* Rutgers UniversityCamden; David Hardesty, University of Kentucky; Jason Rowe, University of Kentucky
Children facing round and odd prices
Coralie Damay,* Rouen Business School, Nathalie Guichard, Pantheon-Sorbonne University; Amelie Clauzel, Universite d’Evry Val
d’Essonne
To Punish or to Forgive: Examining the Effects of Consumer Penalties on Perceptions and Behavioral Intentions towards the
Service Provider
Lan Xia,*Bentley University, Monika Kukar Kinney, University of Richmond
Session 6. Experiential Issues
Session Chair: K. Sivakumar
Pricing of Experience Products under Consumer Heterogeneity
Atanu Adhikari, Asia Graduate School of Business, Amiya Basu,* Syracuse University, S.P. Raj, Syracuse University
Thames
Consumer Responses to Time Varying Prices in the Electricity Industry
John Williams, University of Otago; Rob Lawson,* University of Otago; Paul Thorsnes, University of Otago
Factors Moderating Inter-Tier Price Competition
K. Sivakumar,* Lehigh University
Premiums and Opportunism in Pay-What-You-Want Pricing
Rajesh Bhargave,* University of Texas- San Antonio; Abhijit Guha*, Wayne State University
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Friday, August 13 : 10:15 am – 10:30 am
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Break
Friday August 13 : 10:30 am – 12:15 pm
Sessions 7 & 8
Session 7. Value
Session Chair: Rajneesh Suri
Mystic A
Judging Perceptions of Quality Versus Perceptions of Sacrifice: Equally Difficult or Easy?
Amra Kramo, University of Richmond and University of Sarajevo; Rajneesh Suri,* Drexel University; Kent Monroe,* University of
Richmond
Managing Regret through Retail Price Refunds: Does it Work?
Sujay Dutta,* Wayne State University; Abhijit Biswas, Wayne State University
Price Discount Perception: The Influence of Abstract Semantic Price Phrases on Discount Interpretation
Patricia Norberg,* Quinnipiac University; Albert Della Bitta,* University of Rhode Island
On reference price formation during the buying process: a simulated exp.
Manu Carricano,* EADA Business School; Juan-Antonio Mondejar, Universidad de Castilla-La-Mancha
Session 8. Individual Differences
Session Chair: Rajiv Vaidyanathan
Thames
The Impact of Perceived Fairness of Dynamic Pricing and Its Impact on Satisfaction and Behavioral Intentions: A Conceptual
Framework
Bo Dai,* Auburn University; Sandra Forsythe, Auburn University
Gender Differences in the Processing of Price Information in Ads
Rajiv Vaidyanathan,* University of Minnesota Duluth; Ruwan Adikaram, University of Minnesota Duluth
Work Hard, Pay More? The Impact of Effort on Consumers’ Willingness-to-Pay
Yuhuang Zheng,* Tsinghua University, Lyqiong Tong, Tsinghua University
Understanding Cultural Influence on Price Perception: Empirical Insights From an SEM Applications
Gloria Meng,* Minnesota State University
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Friday, August 13 : 12:15 – 1:30
Lunch
Sorenson Commons
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Friday August 13 : 1:30 pm – 3:15 pm
Sessions 9 & 10
Session 9. Price Search
Session Chair: Troels Troelsen
Mystic A
Supermarket Shoppers’ Deal Knowledge During Grocery Shopping
Birger Boutroup Jensen,* Aarhus University
Online Price Dispersion –More than Imperfect Information
Maria Petrescu,* Florida Atlantic University
On the Growth of Online Price Dispersion over Time: Evidences from France and Italy
Fabio Ancarani, SDA Bocconi School of Management; Frederic Jallat,* ESCP Europe; Silvia Vianello, SDA Bocconi School of
Management
The Impact of Overall Store Price Image on Price Perceptions – an Experimental Analysis in Due Consideration of the
Moderating Role of Price Knowledge
Helmut Schneider, Steinbeis Univerisity, Gulpinar Schneider, Marmara University, Alexa Luksch,* Steinbeis University
Session 10. Societal Factors
Session Chair: Sarah Maxwell
Thames
The Impact of Stackable Discounts on Retail Price Image
Jane Cai,* University of Rhode Island; Shan Feng, Drexel University
’Geiz ist Geil!’ - Societal Consequences of Consumers’ Price Perceptions in the German Retail Market
Mark Wendlandt, Gesellschaft fuer Konsumforschung (GfK); Dirk Moosmayer,* RWTH Aachen University
The Impact of Counterfeit Goods on Preferences for Higher Priced Goods
Kashef Majid,*George Washington University; Johny Johansson, Georgetown University; Vanessa Perry, George Washington
University; Pradeep Rau,* George Washington University
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Friday August 13 : 3:30 pm
Other Attendees:
Keith Coulter
John McGrath
Jane Christensen
Scott Motyka
Guo Wei
Sangeeta Singh
Lizzie Bell
Supreet Sodhi
Ayesha Ahmed
Bus departs for AMA Conference Hotel in Boston
Lobby