Low-Asking Heightens Demand and High-Asking Lowers Demand

Zoe Lu, University of Wisconsin - Madison, USA
Christopher Hsee, University of Chicago, USA
A series of experiments demonstrate that asking buyers to think about their consumption quantity in a short period increases purchase quantity, whereas asking them to think about it in a long period decreases it. The research also identifies the theoretical boundary between this effect and the standard anchoring effect.
[ to cite ]:
Zoe Lu and Christopher Hsee (2015) ,"Low-Asking Heightens Demand and High-Asking Lowers Demand", in NA - Advances in Consumer Research Volume 43, eds. Kristin Diehl and Carolyn Yoon, Duluth, MN : Association for Consumer Research, Pages: 90-94.