Consumer price effects: Loss aversion in value vs. in demand

Markku Kallio, Merja Halme, Jaakko Aspara

Forskningsoutput: TidskriftsbidragArtikelVetenskapligPeer review

2 Citeringar (Scopus)


It has been established that consumers are often loss averse in the sense that perceived value decreases to a greater extent as a result of a price increase than what it increases as a result of an equal price decrease. We examine a previously scarcely studied question: how is the change in a product’s perceived value following a price change reflected in the product’s market demand? To complement the notion of loss averse (vs. gain seeking) price behaviour in perceived value, we provide a definition for loss averse (vs. gain seeking) price behaviour in demand. We discover that loss aversion in value does not necessarily lead to loss averse market demand, but can also lead to market demand being gain-seeking. We examine the boundary conditions for loss averse vs. gain seeking demand. Assuming that consumer preferences are given by a random utility model and the choice model is McFadden’s conditional logit, we develop a simple formula to check the character of the price behaviour. This provides novel insights by revealing an unexpected key determinant: the market share of the product under consideration. Finally, we consider the optimal price changes and what kind of consumer behaviour in demand they are related to.
Referentgranskad vetenskaplig tidskriftJournal of the Operational Research Society
Antal sidor9
StatusPublicerad - 25.07.2019
MoE-publikationstypA1 Originalartikel i en vetenskaplig tidskrift


  • Marketing Effectiveness and Profitability
  • 512 Företagsekonomi


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