{"id":"https://openalex.org/W4386517420","doi":"https://doi.org/10.1111/joie.12341","title":"Pricing and Product Positioning with Relative Consumer Preferences","display_name":"Pricing and Product Positioning with Relative Consumer Preferences","publication_year":2020,"publication_date":"2020-01-01","ids":{"openalex":"https://openalex.org/W4386517420","doi":"https://doi.org/10.1111/joie.12341"},"language":"en","primary_location":{"id":"doi:10.1111/joie.12341","doi":"https://doi.org/10.1111/joie.12341","is_oa":true,"landing_page_url":"https://doi.org/10.1111/joie.12341","pdf_url":"https://onlinelibrary.wiley.com/doi/pdfdirect/10.1111/joie.12341","source":{"id":"https://openalex.org/S99067594","display_name":"Journal of Industrial Economics","issn_l":"0022-1821","issn":["0022-1821","1467-6451"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-3","jufo-2","norway-2","poland-100","russia-white-list-2","vabb-shw"],"host_organization":"https://openalex.org/P4310320595","host_organization_name":"Wiley","host_organization_lineage":["https://openalex.org/P4310320595"],"host_organization_lineage_names":["Wiley"],"type":"journal"},"license":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"The Journal of Industrial Economics","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":true,"oa_status":"hybrid","oa_url":"https://onlinelibrary.wiley.com/doi/pdfdirect/10.1111/joie.12341","any_repository_has_fulltext":true},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5034114136","display_name":"Roman Inderst","orcid":"https://orcid.org/0000-0002-1076-9927","observed_orcids":["https://orcid.org/0000-0002-1076-9927"]},"institutions":[{"id":"https://openalex.org/I114090438","display_name":"Goethe University Frankfurt","ror":"https://ror.org/04cvxnb49","country_code":"DE","type":"education","lineage":["https://openalex.org/I114090438"]}],"countries":["DE"],"is_corresponding":true,"raw_author_name":"Roman Inderst","raw_affiliation_strings":["Department of Finance, Goethe University Frankfurt, Frankfurt, Germany"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Department of Finance, Goethe University Frankfurt, Frankfurt, Germany","institution_ids":["https://openalex.org/I114090438"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5033616467","display_name":"Martin Obradovits","orcid":"https://orcid.org/0000-0002-0813-7058","observed_orcids":["https://orcid.org/0000-0002-0813-7058"]},"institutions":[{"id":"https://openalex.org/I190249584","display_name":"Universit\u00e4t Innsbruck","ror":"https://ror.org/054pv6659","country_code":"AT","type":"education","lineage":["https://openalex.org/I190249584"]}],"countries":["AT"],"is_corresponding":true,"raw_author_name":"Martin Obradovits","raw_affiliation_strings":["Department of Economics, University of Innsbruck, Innsbruck, Austria"],"raw_orcid":"https://orcid.org/0000-0002-0813-7058","affiliations":[{"raw_affiliation_string":"Department of Economics, University of Innsbruck, Innsbruck, Austria","institution_ids":["https://openalex.org/I190249584"]}]}],"institutions":[],"countries_distinct_count":2,"institutions_distinct_count":2,"corresponding_author_ids":["https://openalex.org/A5033616467","https://openalex.org/A5034114136"],"corresponding_institution_ids":["https://openalex.org/I114090438","https://openalex.org/I190249584"],"apc_list":{"value":2900,"currency":"USD","value_usd":2900},"apc_paid":{"value":2900,"currency":"USD","value_usd":2900},"fwci":0.7744,"has_fulltext":true,"cited_by_count":8,"citation_normalized_percentile":{"value":0.82828963,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":{"min":88,"max":96},"biblio":{"volume":"71","issue":"3","first_page":"924","last_page":"960"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T11161","display_name":"Consumer Market Behavior and Pricing","score":0.9878000020980835,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T11161","display_name":"Consumer Market Behavior and Pricing","score":0.9878000020980835,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11043","display_name":"Merger and Competition Analysis","score":0.01080000028014183,"subfield":{"id":"https://openalex.org/subfields/2002","display_name":"Economics and Econometrics"},"field":{"id":"https://openalex.org/fields/20","display_name":"Economics, Econometrics and Finance"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10328","display_name":"Supply Chain and Inventory Management","score":0.0005000000237487257,"subfield":{"id":"https://openalex.org/subfields/1404","display_name":"Management Information Systems"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/relative-thinking","display_name":"relative thinking","score":0.6850000023841858},{"id":"https://openalex.org/keywords/consumer-preferences","display_name":"consumer preferences","score":0.734000027179718},{"id":"https://openalex.org/keywords/price-promotions","display_name":"price promotions","score":0.6890000104904175},{"id":"https://openalex.org/keywords/sales","display_name":"sales","score":0.5389999747276306},{"id":"https://openalex.org/keywords/product-positioning","display_name":"product positioning","score":0.7860000133514404},{"id":"https://openalex.org/keywords/vertical-product-differentiation","display_name":"vertical differentiation","score":0.9179999828338623},{"id":"https://openalex.org/keywords/consideration-sets","display_name":"consideration sets","score":0.8619999885559082},{"id":"https://openalex.org/keywords/customer-loyalty","display_name":"customer loyalty","score":0.8389999866485596},{"id":"https://openalex.org/keywords/pricing-strategy","display_name":"pricing strategy","score":0.6520000100135803}],"concepts":[{"id":"https://openalex.org/C90673727","wikidata":"https://www.wikidata.org/wiki/Q901718","display_name":"Product (mathematics)","level":2,"score":0.7612280249595642},{"id":"https://openalex.org/C2780719617","wikidata":"https://www.wikidata.org/wiki/Q1030752","display_name":"Salient","level":2,"score":0.6619973182678223},{"id":"https://openalex.org/C2779530757","wikidata":"https://www.wikidata.org/wiki/Q1207505","display_name":"Quality (philosophy)","level":2,"score":0.6140739917755127},{"id":"https://openalex.org/C2778572836","wikidata":"https://www.wikidata.org/wiki/Q380933","display_name":"Space (punctuation)","level":2,"score":0.586669921875},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.5618044137954712},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.5226026177406311},{"id":"https://openalex.org/C192209626","wikidata":"https://www.wikidata.org/wiki/Q190909","display_name":"Focus (optics)","level":2,"score":0.46534571051597595},{"id":"https://openalex.org/C112698675","wikidata":"https://www.wikidata.org/wiki/Q37038","display_name":"Advertising","level":1,"score":0.4608452320098877},{"id":"https://openalex.org/C33556415","wikidata":"https://www.wikidata.org/wiki/Q1200129","display_name":"Product differentiation","level":3,"score":0.45642632246017456},{"id":"https://openalex.org/C175444787","wikidata":"https://www.wikidata.org/wiki/Q39072","display_name":"Microeconomics","level":1,"score":0.41230252385139465},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.38253581523895264},{"id":"https://openalex.org/C40700","wikidata":"https://www.wikidata.org/wiki/Q1411783","display_name":"Industrial organization","level":1,"score":0.34633076190948486},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.12617415189743042},{"id":"https://openalex.org/C33923547","wikidata":"https://www.wikidata.org/wiki/Q395","display_name":"Mathematics","level":0,"score":0.08693718910217285},{"id":"https://openalex.org/C121332964","wikidata":"https://www.wikidata.org/wiki/Q413","display_name":"Physics","level":0,"score":0.0},{"id":"https://openalex.org/C2524010","wikidata":"https://www.wikidata.org/wiki/Q8087","display_name":"Geometry","level":1,"score":0.0},{"id":"https://openalex.org/C138885662","wikidata":"https://www.wikidata.org/wiki/Q5891","display_name":"Philosophy","level":0,"score":0.0},{"id":"https://openalex.org/C154945302","wikidata":"https://www.wikidata.org/wiki/Q11660","display_name":"Artificial intelligence","level":1,"score":0.0},{"id":"https://openalex.org/C120665830","wikidata":"https://www.wikidata.org/wiki/Q14620","display_name":"Optics","level":1,"score":0.0},{"id":"https://openalex.org/C16520705","wikidata":"https://www.wikidata.org/wiki/Q601799","display_name":"Cournot competition","level":2,"score":0.0},{"id":"https://openalex.org/C111472728","wikidata":"https://www.wikidata.org/wiki/Q9471","display_name":"Epistemology","level":1,"score":0.0},{"id":"https://openalex.org/C111919701","wikidata":"https://www.wikidata.org/wiki/Q9135","display_name":"Operating system","level":1,"score":0.0}],"mesh":[],"locations_count":2,"locations":[{"id":"doi:10.1111/joie.12341","doi":"https://doi.org/10.1111/joie.12341","is_oa":true,"landing_page_url":"https://doi.org/10.1111/joie.12341","pdf_url":"https://onlinelibrary.wiley.com/doi/pdfdirect/10.1111/joie.12341","source":{"id":"https://openalex.org/S99067594","display_name":"Journal of Industrial Economics","issn_l":"0022-1821","issn":["0022-1821","1467-6451"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-3","jufo-2","norway-2","poland-100","russia-white-list-2","vabb-shw"],"host_organization":"https://openalex.org/P4310320595","host_organization_name":"Wiley","host_organization_lineage":["https://openalex.org/P4310320595"],"host_organization_lineage_names":["Wiley"],"type":"journal"},"license":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"The Journal of Industrial Economics","raw_type":"journal-article"},{"id":"doi:10.2139/ssrn.4006097","doi":"https://doi.org/10.2139/ssrn.4006097","is_oa":true,"landing_page_url":"https://doi.org/10.2139/ssrn.4006097","pdf_url":null,"source":{"id":"https://openalex.org/S4210172589","display_name":"SSRN Electronic Journal","issn_l":"1556-5068","issn":["1556-5068"],"is_oa":true,"is_in_doaj":false,"is_core":false,"listed_in":[],"host_organization":"https://openalex.org/I1318003438","host_organization_name":"RELX Group (Netherlands)","host_organization_lineage":["https://openalex.org/I1318003438"],"host_organization_lineage_names":[],"type":"repository"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"SSRN Electronic Journal","raw_type":"journal-article"}],"best_oa_location":{"id":"doi:10.1111/joie.12341","doi":"https://doi.org/10.1111/joie.12341","is_oa":true,"landing_page_url":"https://doi.org/10.1111/joie.12341","pdf_url":"https://onlinelibrary.wiley.com/doi/pdfdirect/10.1111/joie.12341","source":{"id":"https://openalex.org/S99067594","display_name":"Journal of Industrial Economics","issn_l":"0022-1821","issn":["0022-1821","1467-6451"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a-star","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-3","jufo-2","norway-2","poland-100","russia-white-list-2","vabb-shw"],"host_organization":"https://openalex.org/P4310320595","host_organization_name":"Wiley","host_organization_lineage":["https://openalex.org/P4310320595"],"host_organization_lineage_names":["Wiley"],"type":"journal"},"license":"cc-by","license_id":"https://openalex.org/licenses/cc-by","version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"The Journal of Industrial Economics","raw_type":"journal-article"},"sustainable_development_goals":[],"study_designs":[],"awards":[{"id":"https://openalex.org/G1272511408","display_name":null,"funder_award_id":"SFB-F63","funder_id":"https://openalex.org/F4320321181","funder_display_name":"Austrian Science Fund"}],"funders":[{"id":"https://openalex.org/F4320321181","display_name":"Austrian Science Fund","ror":"https://ror.org/013tf3c58"}],"has_content":{"grobid_xml":true,"pdf":true},"content_urls":{"pdf":"https://content.openalex.org/works/W4386517420.pdf","grobid_xml":"https://content.openalex.org/works/W4386517420.grobid-xml"},"referenced_works_count":34,"referenced_works":["https://openalex.org/W1248328800","https://openalex.org/W1535465927","https://openalex.org/W1927552443","https://openalex.org/W1986162131","https://openalex.org/W2000006871","https://openalex.org/W2001311610","https://openalex.org/W2020336942","https://openalex.org/W2036114930","https://openalex.org/W2054254976","https://openalex.org/W2056527570","https://openalex.org/W2081031629","https://openalex.org/W2082710482","https://openalex.org/W2096452841","https://openalex.org/W2117503214","https://openalex.org/W2119406282","https://openalex.org/W2128335127","https://openalex.org/W2155459423","https://openalex.org/W2167321295","https://openalex.org/W2170212736","https://openalex.org/W2179284849","https://openalex.org/W2188494490","https://openalex.org/W2565854338","https://openalex.org/W2890020870","https://openalex.org/W2890475528","https://openalex.org/W2902225836","https://openalex.org/W2997960800","https://openalex.org/W3011865677","https://openalex.org/W3011942072","https://openalex.org/W3016932590","https://openalex.org/W3021406403","https://openalex.org/W3045029853","https://openalex.org/W3124228181","https://openalex.org/W4233030511","https://openalex.org/W6629854991"],"related_works":["https://openalex.org/W3041326905","https://openalex.org/W3048044602","https://openalex.org/W2102773696","https://openalex.org/W2034520792","https://openalex.org/W3126133274","https://openalex.org/W7071762734","https://openalex.org/W1520378370","https://openalex.org/W3190476956","https://openalex.org/W2892801134","https://openalex.org/W4383058268"],"abstract_inverted_index":{"Especially":[0],"in":[1,58],"markets":[2],"with":[3,46,85],"frequent":[4],"price":[5],"promotions,":[6],"where":[7],"consumers":[8],"constantly":[9],"have":[10],"to":[11,43,56,68],"form":[12],"preferences":[13],"over":[14],"changing":[15],"offers,":[16],"product":[17],"choice":[18],"may":[19,64],"depend":[20],"on":[21],"a":[22,44,78,86],"relative":[23],"assessment":[24],"of":[25,73,89],"prices":[26],"and":[27,39,62],"qualities.":[28],"We":[29],"show":[30],"how":[31],"such":[32],"\u201crelative":[33],"thinking\u201d":[34],"profoundly":[35],"influences":[36],"firms\u2019":[37],"pricing":[38],"product-positioning":[40],"strategies,":[41],"compared":[42],"benchmark":[45],"standard":[47],"preferences.":[48],"When":[49],"competition":[50],"is":[51],"sufficiently":[52],"intense,":[53],"firms":[54,84],"want":[55],"differentiate":[57],"the":[59,70,74],"quality":[60,75],"space,":[61],"they":[63],"find":[65],"it":[66],"advantageous":[67],"occupy":[69],"lower":[71],"end":[72],"spectrum.":[76],"Such":[77],"strategy":[79],"pays":[80],"off":[81],"particularly":[82],"for":[83,97],"small":[87],"base":[88],"loyal":[90],"customers,":[91],"which":[92],"then":[93],"compete":[94],"more":[95],"aggressively":[96],"shoppers.":[98]},"counts_by_year":[{"year":2025,"cited_by_count":2},{"year":2024,"cited_by_count":2},{"year":2022,"cited_by_count":2},{"year":2021,"cited_by_count":1},{"year":2016,"cited_by_count":1}],"updated_date":"2026-10-30T12:39:25.321706","created_date":"2023-09-08T00:00:00"}