Using consumer-perceived risks to set optimal discount levels

Managing revenue includes setting the lowest discounts necessary to achieve the desired boost in unit sales and profits. This study systematically examines how four risk types; financial, performance, social/psychological and physical, relate to the optimal discount selected by consumers in 12 product categories. Higher priced products had the highest perceived financial risk; performance and physical risk was highest for tyres; and social/psychological risk was highest for shirt/blouse. Two of the risk factors, social/psychological and physical, were found to be predictive of optimal discount levels. The revenue management implications of setting discount levels in different product categories are discussed.revenue management; risk perceptions; risk types; pricing; discounting; price perceptions; consumer preceptions; optimal discounts; discount levels.

Relationships among Perceived Organizational Core Values, Corporate Social Responsibility, Ethics, and Organizational Performance Outcomes: An Empirical Study of Information Technology Professionals

organic and mechanistic organizational core values, organizational ethics, Corporate Social Responsibility, organizational performance, information technology professionals,