Research Article
Loss > Gain?
Published: January 2001 · Vol. 30, No. 1 · pp. 213-231
Full Text
Abstract
This paper theoretically and empirically investigates asymmetric response tendencies to prices across the brand hierarchy, grounded in Prospect Theory. Loss aversion, as proposed in Prospect Theory (Kahneman & Tversky, 1979), demonstrates that perceived losses have a greater impact on consumer decision-making than perceived gains of equal magnitude, and this has been empirically verified by numerous researchers across various contexts. However, a substantial number of empirical studies yielding results contrary to the predictions of loss aversion also exist. This study proposes a theoretical framework to reconcile these contradictory empirical findings and seeks to extend loss aversion to a broader range of cases through empirical analysis. By introducing the concept of brand hierarchy, this study demonstrates the influence of brand hierarchy on perceived losses and gains. Price-related loss aversion occurs only when a brand is positioned low in the brand hierarchy, and does not manifest in the opposite case. This is because consumers find it "surprising" when a brand positioned low in the hierarchy is priced higher than expected, or when a brand positioned high in the hierarchy is priced lower than expected. Consumer expectations are explained through asymmetric expected price distributions according to brand hierarchy. Additionally, consumer confidence was introduced as a moderating variable.
