Differential Effects of Value Consciousness and Coupon Proneness on Consumers’ Persuasion Knowledge of Pricing Tactics

Pricing tactics persuasion knowledge (PTPK) is a relatively new concept that seeks to extend the research on persuasion knowledge to the pricing domain. Pricing tactics persuasion knowledge refers to the persuasion knowledge of consumers about marketers’ pricing tactics. Employing an acquisition–transaction utility theoretic perspective, this study examines the differential effects of value consciousness and coupon proneness on the accuracy, confidence, and calibration of consumers’ pricing tactics persuasion knowledge. The study finds that coupon proneness is negatively related to accuracy, confidence, and calibration of PTPK, while value consciousness is positively related to accuracy, confidence, and calibration of PTPK. The implications of the study are outlined.

Graphical abstractFigure optionsDownload full-size imageDownload as PowerPoint slideHighlights► Study on the effects of value consciousness (VC) and coupon proneness (CP) on PTPK. ► PTPK refers to consumers’ persuasion knowledge of pricing tactics. ► VC is positively related to accuracy, confidence, and calibration of PTPK. ► CP is negatively related to accuracy, confidence, and calibration of PTPK.