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Table Figure 1 Go-to-market & pricing

The synthetic price-fairness record

A price change needs a named reference, entitlement, explanation, process, treatment, and later observation before fairness can be reviewed.

IDChange contextBuyer referenceSeller explanationProcess stateLater observation
F-01Supplier cost increasePrior contract priceCost pass-through and date disclosedConsistent rule; notice sentAcceptance to observe
F-02Demand surgePrior normal priceScarcity claim without cost evidenceException not explainedFairness concern to observe
F-03Service reductionSame price and prior serviceNo explanation for unchanged priceProcess review requiredRenewal behavior unknown
F-04Segment-specific increaseComparable account termsSegment rule and value difference documentedAuthority and exception namedCompare response by segment
F-05Temporary discount expiryDiscounted invoice priceExpiry date stated at entryReference conflict recordedRequote or churn to observe
F-06Cost decreaseCurrent price and lower input costNo pass-through rule declaredHold for policy reviewBuyer response unknown

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Reference & Evidence

Source: Author's synthetic fairness record grounded in Kahneman, Knetsch and Thaler (1986), Urbany, Madden and Dickson (1989), and Bolton, Warlop and Alba (2003). References, explanations, process states, and responses are illustrative, not legal findings or observed customer data.

Each line is a claim from the register this journal publishes against, resolved from the register at build time.

  • A "it is acceptable for a firm to raise prices or cut wages when profits are threatened and to maintain prices when costs diminish it is unfair to exploit shifts in demand by raising prices or cutting wages" kahneman-knetsch-thaler-1986-fairness · KKT86-C1
  • A Dual entitlement, defined: "transactors have an entitlement to the terms of the reference transaction and firms are entitled to their reference profit" kahneman-knetsch-thaler-1986-fairness · KKT86-C2
  • A The Okun lineage is explicit: "arthur okun 1981 went further in arguing that fairness also alters the outcomes in what he called customer markets" kahneman-knetsch-thaler-1986-fairness · KKT86-C7
  • A The KKT prediction held: "we obtain empirical support for kkt s prediction that unjustified price increases are perceived as unfair while cost justification legitimates a price increase in consumers eyes" urbany-madden-dickson-1989-dual-entitlement · URB89-C1
  • A And the part usually dropped: "we also find however that fairness perceptions are not significantly related to behavioral intentions as the theory would suggest" urbany-madden-dickson-1989-dual-entitlement · URB89-C2
  • A Three specific errors, verbatim: buyers "underestimate the effects of inflation overattribute price differences to profit and fail to take into account the full range of vendor costs" bolton-warlop-alba-2003-price-unfairness · BWA03-C1
  • B Price fairness is a judgment about an exchange relative to a reference, outcome, procedure, or comparison group Author framework grounded in KKT86-C1, KKT86-C2, and URB89-C1 · T04-OWN-C1
  • B Distributive fairness, procedural fairness, interactional treatment, and price realization are different objects Author taxonomy · T04-OWN-C2
  • B The same price can be judged differently when the reference price, reason, process, or comparison changes Author framework grounded in KKT86-C7 and URB89-C2 · T04-OWN-C4
  • B A lower price is not automatically fair, and a higher price is not automatically unfair without the relevant reference and process Author negative boundary · T04-OWN-C5

Grades: A, verified against the printed page of the primary source · B, primary source, text layer only · C, authoritative secondary · D, reported.

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