When Deal Depth Doesn't Matter: How Handedness Consistency Influences Consumer Response to Horizontal versus Vertical Price Comparisons

Marketing Letters, January 2015

21 Pages Posted: 3 Jan 2015

See all articles by Michael Barone

Michael Barone

University of Louisville - Department of Marketing

Keith Lyle

University of Louisville

Karen Page Winterich

Pennsylvania State University - Mary Jean and Frank P. Smeal College of Business Administration

Date Written: January 2, 2015

Abstract

The current research introduces a new moderator to the price comparison literature by considering how the processing of regular and sale price information may be grounded in the degree to which consumers are consistent-handed (CHs) or inconsistent-handed (ICHs) in performing manual tasks. Because vertically presenting regular and sale price information facilitates calculation of savings, vertical price comparisons should be processed more fluently than horizontal comparisons. However, this fluency difference should asymmetrically affect ICHs and CHs. Prior research has indicated that ICHs are more cognitively flexible than CHs. Here, ICHs expressed more favorable purchase intentions with greater deal depth for both vertical and horizontal price comparisons, possibly because their greater cognitive flexibility enabled them to process price comparisons effectively regardless of presentation layout. Conversely, possibly due to lower cognitive flexibility, CHs exhibited purchase intentions that were sensitive to differences in deal depth when presented with more fluent vertical price comparisons, but not less fluent horizontal comparisons. These findings are replicated across two experiments relying on different participant populations.

Keywords: price promotions; handedness consistency; cognitive flexibility; price comparisons; deal depth; embodied cognition

Suggested Citation

Barone, Michael and Lyle, Keith and Winterich, Karen Page, When Deal Depth Doesn't Matter: How Handedness Consistency Influences Consumer Response to Horizontal versus Vertical Price Comparisons (January 2, 2015). Marketing Letters, January 2015. Available at SSRN: https://ssrn.com/abstract=2544665

Michael Barone

University of Louisville - Department of Marketing ( email )

United States

Keith Lyle

University of Louisville ( email )

Louisville, KY 40292
United States

Karen Page Winterich (Contact Author)

Pennsylvania State University - Mary Jean and Frank P. Smeal College of Business Administration ( email )

University Park, PA 16802
United States

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