Title page for ETD etd-04292004-222257

Type of Document Dissertation
Author Sheng, Shibin
Author's Email Address ssheng@vt.edu
URN etd-04292004-222257
Title Bundling and Consumer Evaluations of Individual Bundle Components
Degree PhD
Department Marketing
Advisory Committee
Advisor Name Title
Nakamoto, Kent Committee Co-Chair
Parker, Andrew M. Committee Co-Chair
Coupey, Eloise Committee Member
Klein, Noreen M. Committee Member
Poppo, Laura Committee Member
  • Bundling Product Evaluation
  • Brand Image
  • Mental Accounting
Date of Defense 2004-04-26
Availability unrestricted
Drawing from mental accounting, reference price, attribution and categorization theories, we propose that bundle price discounts will influence perceived prices and quality of the individual bundle components, thus influence purchase intentions. Meanwhile, we investigate how these bundling effects interplay with the forms of bundling, complementarity and brand images of bundle components. The empirical results indicate that the impact of bundle price discount on evaluations of individual bundle components varies across bundling forms. In a mixed-joint bundle, the price discount increases consumer perceptions of the regular price of bundle components, but does not change quality perceptions. In a mixed-leader bundle, the price discount hurt consumer price and quality evaluations of the discounted product, but increased the undiscounted product’s perceived quality. These effects are moderated by complementarity and the brand images of bundle components. Implications of these findings for marketing researchers and managers are presented along with suggestions for further research.
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