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https://doi.org/10.31234/osf.i...
Article . 2019 . Peer-reviewed
License: CC BY
Data sources: Crossref
PsyArXiv
Preprint . 2019
Data sources: PsyArXiv
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Perceived Exploitation in Quality Discrimination

Authors: Evers , Ellen; Inbar , Yoel; Baum, Stephen;

Perceived Exploitation in Quality Discrimination

Abstract

The proliferation of software and firmware-based technologies has made it easier than ever for firms to modify existing products and sell these modified products at different prices. One such production method—downward quality discrimination—involves a firm disabling certain features of a product that they produce and selling that product with disabled features as a cheaper, standalone product. For example, the (less expensive) GoPro Hero 2018 consists of the same hardware as the (more expensive) GoPro Hero 5, but includes firmware that limits the quality of the camera. Seven experiments demonstrate that consumers find firms’ downward quality discrimination less acceptable than alternative production processes. Experiments 1-2 establish this effect, while also ruling out artifactual and competing theoretical explanations. Experiments 3a-3c provide complementary and convergent evidence—via mediation and moderation—that this effect is driven by the perception that firms’ downward quality discrimination represents an attempt to exploit consumers. Two final experiments offer practical insights for marketing managers: How consumers’ disapproval of downward quality discrimination can lead to (1) decreased willingness to pay in a real, incentive-compatible online market (Experiment 4), and (2) negative word-of-mouth (WOM) and public evaluations of a firm (Experiment 5).

Keywords

PsyArXiv|Social and Behavioral Sciences, bepress|Social and Behavioral Sciences, PsyArXiv|Social and Behavioral Sciences|Consumer Psychology, PsyArXiv|Social and Behavioral Sciences|Consumer Psychology|Consumer Decision Making

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selected citations
These citations are derived from selected sources.
This is an alternative to the "Influence" indicator, which also reflects the overall/total impact of an article in the research community at large, based on the underlying citation network (diachronically).
BIP!Citations provided by BIP!
popularity
This indicator reflects the "current" impact/attention (the "hype") of an article in the research community at large, based on the underlying citation network.
BIP!Popularity provided by BIP!
influence
This indicator reflects the overall/total impact of an article in the research community at large, based on the underlying citation network (diachronically).
BIP!Influence provided by BIP!
impulse
This indicator reflects the initial momentum of an article directly after its publication, based on the underlying citation network.
BIP!Impulse provided by BIP!
0
Average
Average
Average
hybrid