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008			250303b |||||||| |||| 00| 0 eng d
022			_a00935301
040			_aMSU _bEnglish _cMSU _erda
050	0	0	_aHF5415.3 JOU
100	1		_aCoulter, Keith S. _eauthor
245	1	0	_aSmall sounds, big deals : _bphonetic symbolism effects in pricing / _ccreated by Keith S. Coulter and Robin A. Coulter
264	1		_aOxford : _bOxford University Press, _c2013.
336			_2rdacontent _atext _btxt
337			_2rdamedia _aunmediated _bn
338			_2rdacarrier _avolume _bnc
440			_aJournal of consumer research _vVolume 40, number ,
520	3		_aStudies suggest that certain vowel and consonant sounds (or phonemes) can be associated with perceptions of large and small size. Mental rehearsal of prices containing numbers with small phonemes results in overestimation of price discounts, whereas mental rehearsal of prices containing numbers with large phonemes results in underestimation. Mental rehearsal of the same sale prices characterized by small phonemes in one language and large phonemes in another language can yield differential effects. For example, when sale prices are rehearsed in English, an | $$ 11.00-$ 7.88$ | (28.4%) discount is perceived as greater than a | $$ 10.00-$ 7.01$ | (29.9%) discount; however, when these same prices are rehearsed in Chinese, the latter discount is perceived as greater. Non-price-related phonemes do not yield these same discount distortions. Collectively, findings indicate that the mere sounds of numbers can nonconsciously affect and distort numerical magnitude perceptions.
650			_aComparative advertising _vPrice _xAdvertising effects
700	1		_aCoulter, Robin A. _eco author
856			_uhttps://doi.org/10.1086/651241
942			_2lcc _cJA
999			_c169083 _d169083