Reference Price Conceptualisations: An Integrative Framework of Analysis

Research output: Contribution to journalArticlepeer-review


The notion of reference price is becoming more popular in modelling price effects on consumers' purchasing behaviour. In order to understand the formation of reference price, an integrative analysis of the different concepts of reference price is proposed here. We present a classification of some twenty-six different concepts of reference price, based on an analysis of the different cognitive processes involved in the different conceptualisations. In addition, similarities and differences between the different concepts are examined. Finally, we consider utilization of particular reference price concepts in reference price modelling as well as in managerial decisions pertinent to various market situations.
Original languageEnglish GB
Pages (from-to)145-171
Number of pages27
JournalJournal of Marketing Management
Issue number1-2
StatePublished - 1 Feb 2002


  • Reference pricing
  • Price regulation
  • Marketing management
  • Management science
  • Manufactured products
  • Pricing
  • Consumer preferences
  • Consumer behavior research
  • Context effects (Psychology)
  • Economic aspects of decision making
  • Choice (Psychology)
  • Cognition
  • pricing
  • reference price


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