Decision-contextual and individual influences on scarcity effects

European Journal of Marketing

Volumn 47, Issue 8, 2013, Pages 1314-1332

  Ku, Hsuan Hsuan ^a   Kuo, Chien Chih ^b   Yang, Yi Ting ^c   Chung, Tzu Shao ^d  

^a SOOCHOW UNIVERSITY   (Taiwan)

^b CHUNG YUAN CHRISTIAN UNIVERSITY   (Taiwan)

^c Advanced Product Sourcing hTC   (Taiwan)

^d Logistic Support hTC   (Taiwan)

Author keywords

Buying behaviour; Demand management; Product planning; Public versus private consumption; Scarcity effects; Self monitoring; Utilitarian and hedonic products

Indexed keywords

EID: 84880602366     PISSN: 03090566     EISSN: None     Source Type: Journal    
DOI: 10.1108/03090561311324345     Document Type: Article

References (50)

1. Aggarwal, P., Jun, S.Y., Huh, J.H. (2011), "Scarcity messages: a consumer competition perspective" in Journal of Advertising, Vol. 40, No. 3, pp. 19-30.
2. Babin, B.J., Babin, L. (2001), "Seeing something different? A model of schema typicality, consumer affect, purchase intentions and perceived shopping value" in Journal of Business Research, Vol. 54, No. 2, pp. 89-96.
3. Babin, B.J., Darden, W.R. (1995), "Consumer self-regulation in a retail environment" in Journal of Retailing, Vol. 71, No. 1, pp. 47-71.
4. Babin, B.J., Darden, W.R., Griffin, M. (1994), "Work and/or fun: measuring hedonic and utilitarian shopping value" in Journal of Consumer Research, Vol. 20, No. 4, pp. 644-656.
5. Batra, R., Ahtola, O.T. (1990), "Measuring the hedonic and utilitarian sources of consumer attitudes" in Marketing Letters, Vol. 2, No. 2, pp. 159-170.
6. Bearden, W.O., Netemeyer, R.G., Teel, J.E. (1989), "Measurement of consumer susceptibility to interpersonal influence" in Journal of Consumer Research, Vol. 15, No. 4, pp. 473-481.
7. Berger, J., Heath, C. (2007), "Where consumers diverge from others: identity signaling and product domains" in Journal of Consumer Research, Vol. 34, No. 2, pp. 121-134.
8. Chernev, A. (2004), "Goal-attribute compatibility in consumer choice" in Journal of Consumer Psychology, Vol. 14, Nos 1/2, pp. 141-150.
9. Cialdini, R.B. (1993), Influence: The Psychology of Persuasion, William Morrow, New York, NY.
10. Cialdini, R.B., Goldstein, N.J. (2004), "Social influence: conformity and compliance" in Annual Review of Psychology, Vol. 55, pp. 591-621.
11. DeBono, K.G. (2000), "Attitude functions and consumer psychology: understanding perceptions of product quality" in Olson, G.M. and Maio, J.M. (Eds.), Why We Evaluate: Functions of Attitudes, Lawrence Erlbaum, Mahwah, NJ, pp. 195-221.
12. Dhar, R., Wertenbroch, K. (2000), "Consumer choice between hedonic and utilitarian goods" in Journal of Marketing Research, Vol. 37, No. 1, pp. 60-71.
13. Dodds, W.B., Monroe, K.B., Grewal, D. (1991), "The effects of price, brand, and store information on buyers' product evaluations" in Journal of Marketing Research, Vol. 28, No. 3, pp. 307-319.
14. Drolet, A., Williams, P., Lau-Gesk, L. (2007), "Age-related differences in responses to affective vs rational ads for hedonic vs utilitarian products" in Marketing Letters, Vol. 18, No. 4, pp. 211-221.
15. Eisend, M. (2008), "Explaining the impact of scarcity appeals in advertising" in Journal of Advertising, Vol. 37, No. 3, pp. 33-40.
16. Fuller, J.B., Barnett, T., Hester, K., Relyes, C., Frey, L. (2007), "An exploratory examination of voice behavior from an impression management perspective" in Journal of Management Issues, Vol. 19, No. 1, pp. 134-151.
17. Gangestad, S.W., Snyder, M. (2000), "Self-monitoring: appraisal and reappraisal" in Psychological Bulletin, Vol. 126, No. 4, pp. 530-555.
18. Gierl, H., Huettl, V. (2010), "Are scarce products always more attractive? The interaction of different types of scarcity signals with products' suitability for conspicuous consumption" in International Journal of Research in Marketing, Vol. 27, No. 3, pp. 225-235.
19. Gierl, H., Plantsch, M., Schweidler, J. (2008), "Scarcity effects on sales volume in retail" in The International Review of Retail, Distribution and Consumer Research, Vol. 18, No. 1, pp. 45-61.
20. Graeff, T. (1996), "Image congruence effects on product evaluations: the role of self-monitoring and public/private consumption" in Psychology and Marketing, Vol. 13, No. 5, pp. 481-499.
21. Harnish, R.J., Bridges, K.R. (2006), "Social influence: the role of self-monitoring when making social comparisons" in Psychology and Marketing, Vol. 23, No. 11, pp. 961-973.
22. Hirschman, E.C., Holbrook, M.B. (1982), "Hedonic consumption: emerging concepts, methods and propositions" in Journal of Marketing, Vol. 46, No. 3, pp. 92-101.
23. Johar, J.S., Sirgy, M.J. (1991), "Value-expressive versus utilitarian advertising appeals: when and why to use which appeal" in Journal of Advertising, Vol. 20, No. 3, pp. 23-33.
24. Jung, J.M., Kellaris, J.J. (2004), "Cross-national differences in proneness to scarcity effects: the moderating roles of familiarity, uncertainty avoidance, and need for cognitive closure" in Psychology and Marketing, Vol. 21, No. 9, pp. 739-753.
25. Kaltcheva, V.D., Weitz, B.A. (2006), "When should a retailer create an exciting store environment?" in Journal of Marketing, Vol. 70, No. 1, pp. 107-118.
26. Kavak, B., Gürel, E., Eryiǧit, C., Tektaş, Ö.Ö. (2009), "Examining the effects of moral development level, self-concept, and self-monitoring on consumers' ethical attitudes" in Journal of Business Ethics, Vol. 88, No. 1, pp. 115-135.
27. Kuhl, J. (1981), "Motivational and functional helplessness: the moderating effect of state vs action orientation" in Journal of Personality and Social Psychology, Vol. 40, No. 1, pp. 155-170.
28. Kulviwat, S., Bruner, G.C. II, Al-Shuridah, O. (2009), "The role of social influence on adoption of high tech innovations: the moderating effect of public/private consumption" in Journal of Business Research, Vol. 62, No. 7, pp. 706-712.
29. Lynn, M. (1991), "Scarcity effects on value: a quantitative review of the commodity theory literature" in Psychology and Marketing, Vol. 8, No. 1, pp. 43-57.
30. Lynn, M. (1992), "The psychology of unavailability: explaining scarcity and cost effects on value" in Basic and Applied Social Psychology, Vol. 13, No. 1, pp. 3-7.
31. Micu, C.C., Chowdhury, T.G. (2010), "The effect of message's regulatory focus and product type on persuasion" in Journal of Marketing Theory and Practice, Vol. 18, No. 2, pp. 181-190.
32. Park, C.W., Moon, B.J. (2003), "The relationship between product involvement and product knowledge: moderating roles of product type and product knowledge type" in Psychology and Marketing, Vol. 20, No. 11, pp. 977-997.
33. Pham, M.T., Avnet, T. (2004), "Ideals and oughts and the reliance on affect versus substance in persuasion" in Journal of Consumer Research, Vol. 30, No. 4, pp. 503-518.
34. Puccinelli, N.M., Deshpande, R., Isen, A.M. (2007), "Should I stay or should I go? Mood congruity, self-monitoring and retail context preference" in Journal of Business Research, Vol. 60, No. 6, pp. 640-648.
35. Ratner, R.K., Kahn, B.E. (2002), "The impact of private versus public consumption on variety-seeking behavior" in Journal of Consumer Research, Vol. 29, No. 2, pp. 246-257.
36. Rossiter, J.R., Percy, L., Donovan, R.J. (1991), "A better advertising planning grid" in Journal of Advertising Research, Vol. 31, No. 5, pp. 11-21.
37. Ryu, G., Park, J., Feick, L. (2006), "The role of product type and country-of-origin in decisions about choice of endorser ethnicity in advertising" in Psychology and Marketing, Vol. 23, No. 6, pp. 487-513.
38. Slama, M., Celuch, K. (1995), "Self presentation and consumer interaction styles" in Journal of Business and Psychology, Vol. 10, No. 1, pp. 19-30.
39. Snyder, C.R. (1992), "Product scarcity by need for uniqueness interaction: a consumer Catch-22 carousel?" in Basic and Applied Social Psychology, Vol. 13, No. 1, pp. 9-24.
40. Snyder, M. (1974), "Self-monitoring of expressive behavior" in Journal of Personality and Social Psychology, Vol. 30, No. 4, pp. 526-537.
41. Snyder, M., DeBono, K.G. (1985), "Appeals to image and claims about quality: understanding the psychology of advertising" in Journal of Personality and Social Psychology, Vol. 49, No. 3, pp. 586-597.
42. Snyder, M., Gangestad, S. (1986), "On the nature of self-monitoring: matters of assessment, matters of validity" in Journal of Personality and Social Psychology, Vol. 51, No. 1, pp. 125-139.
43. Strahilevitz, M.A., Myers, J.G. (1998), "Donations to charity as purchase incentives: how well they work may depend on what you are trying on sell" in Journal of Consumer Research, Vol. 24, No. 4, pp. 434-446.
44. Van Herpen, E., Pieters, R., Zeelenberg, M. (2005), "How product scarcity impacts on choice: Snob and bandwagon effects" in Menon, G. and Rao, A.R. (Eds.), Advances in Consumer Research, Vol. 32, Association for Consumer Research, Provo, UT, pp. 623-624.
45. Van Herpen, E., Pieters, R., Zeelenberg, M. (2009), "When demand accelerates demand: trailing the bandwagon" in Journal of Consumer Psychology, Vol. 19, No. 3, pp. 302-312.
46. Vaughn, R. (1986), "How advertising works: a planning model revisited" in Journal of Advertising Research, Vol. 26, No. 1, pp. 57-66.
47. Verhallen, T.M.M., Robben, S.J. (1994), "Scarcity and preference: an experiment on unavailability and product evaluation" in Journal of Economic Psychology, Vol. 15, No. 2, pp. 315-331.
48. Worchel, S. (1992), "Beyond a commodity theory analysis of censorship: when abundance and personalism enhance scarcity effects" in Basic and Applied Social Psychology, Vol. 13, No. 1, pp. 79-92.
49. Worchel, S., Lee, J., Adewole, A. (1975), "Effects of supply and demand on ratings of object value" in Journal of Personality and Social Psychology, Vol. 32, No. 5, pp. 906-914.
50. Zhou, R., Pham, M.T. (2004), "Promotion and prevention across mental accounts: when financial products dictate consumers' investment goals" in Journal of Consumer Research, Vol. 31, No. 1, pp. 125-135.