Price presentation effects in purchases involving trade-ins, Research Matters, Monash University

Date:	Tuesday 25 August
Time:	3.30 - 5 pm
Venue:	Building S, Room 230 (Link Theatre) Monash University Caulfield campus

Professor Joydeep Srivastava from the University of Maryland, currently a visiting academic in the Monash Department of Marketing, will present his latest research findings into the motivating factors for customer decision making and purchase behaviour when a trade-in is involved. The findings include four studies which examine how alternative price presentations for a transaction can influence the evaluation of an otherwise equivalent overall exchange.

Speaker

Professor Joydeep Srivastava, Robert H Smith School of Business, University of Maryland, United States.

Joydeep Srivastava holds a PhD from the University of Arizona. His research addresses issues in managerial and consumer decision making. He examines: issues in bargaining and auctions; strategy variables such as warranties and price-matching guarantees; pricing and the psychology of money. His recent work examines bargaining in marketing distribution channels, consumer reactions to partitioned prices, people's valuation of products in foreign currencies, and people's spending and saving decisions as a function of payment mode (eg. credit card versus cash) and denomination of money. He has published articles in the leading journals in marketing and related fields including Journal of Consumer Psychology, Journal of Consumer Research, Journal of Experimental Psychology: Applied, Journal of Marketing Research, Journal of Retailing, Marketing Science, Marketing Letters, and Organizational Behavior and Human Decision Processes.