Research Note: Attention Arousal Through Price Partitioning
Bertini first author. Four experiments support a mechanism by which splitting a price changes how much attention a buyer pays to the secondary attributes tagged with the separate components. Because of that, the perceived value, relative importance and evaluability of those attributes determine whether partitioning stimulates demand or hinders it. The abstract gives no sample sizes.
Bertini first author. Four experiments support a mechanism by which splitting a price changes how much attention a buyer pays to the secondary attributes tagged with the separate components. Because of that, the perceived value, relative importance and evaluability of those attributes determine whether partitioning stimulates demand or hinders it. The abstract gives no sample sizes.
Written from the abstract read 2026-10-18.
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Bertini, M., & Wathieu, L. (2008). Research Note: Attention Arousal Through Price Partitioning. Marketing Science, 27(2), 236-246. doi:10.1287/mksc.1070.0295.