When less sells more or less: The scarcity principle in wine choice

Food Quality and Preference

Volumn 36, Issue , 2014, Pages 153-160

  Van Herpen, Erica ^a   Pieters, Rik ^b   Zeelenberg, Marcel ^b  

^a WAGENINGEN UNIVERSITY   (Netherlands)

^b TILBURG UNIVERSITY   (Netherlands)

Author keywords

Conformity; Involvement; Scarcity; Uniqueness; Wine

Indexed keywords

EID: 84899839858     PISSN: 09503293     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.foodqual.2014.04.004     Document Type: Article

References (39)

1. Amaldoss W., Jain S. Pricing of conspicuous goods: A competitive analysis of social effects. Journal of Marketing Research 2005, 42:30-42.
2. Audrain-Pontevia A.-F., N'Goala G., Poncin I. A good deal online: The impacts of acquisition and transaction value on E-satisfaction and E-loyalty. Journal of Retailing and Consumer Services 2013, 20:445-452.
3. Balestrini P., Gamble P. Country-of-origin effects on Chinese wine consumers. British Food Journal 2006, 108:396-412.
4. Bearden W.O., Rose R.L. Attention to social comparison information: An individual difference factor affecting consumer conformity. Journal of Consumer Research 1990, 16:461-471.
5. Berger J., Heath C. Where consumers diverse from others: Identity signaling and product domains. Journal of Consumer Research 2007, 34:121-134.
6. Brewer M.B. The social self. On being the same and different at the same time, Personality and Social Psychology Bulletin 1991, 17:475-482.
7. Brock T.C. Implications of commodity theory for value change. Psychological foundations of attitudes 1968, 243-275. Academic Press, New York. A.G. Greenwald, T.C. Brock, T.M. Ostrom (Eds.).
8. Carver C.S. How should multifaceted personality constructs be tested? Issues illustrated by self-monitoring, attributional style, and hardiness. Journal of Personality and Social Psychology 1989, 56:577-585.
9. Cialdini R.B. Influence; science and practice 2001, Allyn and Bacon, Boston, MA.
10. Deval H., Mantel S.P., Kardes F.R., Posavac S.S. How naive theories drive opposing inferences from the same information. Journal of Consumer Research 2012, 39:1185-1201.
11. Escalas J.E., Bettman J.R. Self-construal, reference groups, and brand meaning. Journal of Consumer Research 2005, 32:378-389.
12. Fitzsimons G.J. Editorial. Death to dichotomizing. Journal of Consumer Research 2008, 35:5-8.
13. Fromkin H.L. Effects of experimentally aroused feelings of undistinctiveness upon valuation of scarce and novel experiences. Journal of Personality and Social Psychology 1970, 16:521-529.
14. Gierl H., Huettl V. Are scarce product always more attractive? The interaction of different types of scarcity signals with products' suitability for conspicuous consumption. International Journal of Research in Marketing 2010, 27:225-235.
15. Goldsmith R.E., Clark R.A., Goldsmith E.B. Extending the psychological profile of market mavenism. Journal of Consumer Behavior 2006, 5:411-419.
16. Griskevicius V., Goldstein N.J., Mortensen C.R., Sundie J.M., Cialdini R.B., Kenrick D.T. Fear and loving in Las Vegas: Evolution, emotion, and persuasion. Journal of Marketing Research 2009, 46:384-395.
17. Hornsey M.J., Jetten J. The individual within the group: Balancing the need to belong with the need to be different. Personality and Social Psychology Review 2004, 8:248-264.
18. Inman J.J., Peter A.C., Raghubir P. Framing the deal: The role of restrictions in accentuating deal value. Journal of Consumer Research 1997, 24:68-79.
19. Jeong H.J., Kwon K.-N. The effectiveness of two online persuasion claims: Limited product availability and product popularity. Journal of Promotion Management 2012, 18:83-99.
20. Jung J.M., Kellaris J.J. Cross-national differences in proneness to scarcity effects: The moderating roles of familiarity, uncertainty avoidance, and need for cognitive closure. Psychology & Marketing 2004, 21:739-753.
21. Kemp S., Bolle F. Preferences in distributing scarce goods. Journal of Economic Psychology 1999, 20:105-120.
22. Ku H.-H., Kuo C.-C., Yang Y.-T., Chung T.-S. Decision-contextual and individual influences on scarcity effects. European Journal of Marketing 2013, 47:1314-1332.
23. Leonardelli G.J., Pickett C.L., Brewer M.B. Optimal distinctiveness theory. A framework for social identity, social cognition, and intergroup relations, Advances in Experimental Social Psychology 2010, 43:63-113.
24. List J.A., Gallet C.A. What experimental protocol influence disparities between actual and hypothetical stated values?. Environmental and Resource Economics 2001, 20:241-254.
25. Lynn M. Scarcity effects on desirability: Mediated by assumed expensiveness?. Journal of Economic Psychology 1989, 10:257-274.
26. Lynn M. Scarcity effects on value: A quantitative review of the commodity theory literature. Psychology & Marketing 1991, 8:43-57.
27. Lynn M. Scarcity's enhancement of desirability: The role of naïve economic theories. Basic and Applied Social Psychology 1992, 13:67-78.
28. Panzone L.A. Why are discounted prices presented with full prices? The role of external price information on consumers' likelihood to purchase. Food Quality and Preference 2014, 31:69-80.
29. Parker J.R., Lehmann D.R. When shelf-based scarcity impacts consumer preferences. Journal of Retailing 2011, 87:142-156.
30. Pieters R., Robben H. Consumer evaluation of money as a gift: A two-utility model and an empirical test. Kyklos 1999, 52:173-200.
31. Piquearas-Fiszman B., Spence C. The weight of the bottle as a possible extrinsic cue with which to estimate the price (and quality) of the wine? Observed correlations. Food Quality and Preference 2012, 25:41-45.
32. Quan, K. (2013). 'Cronut' craze creates black market for tasty new treat. Time NewsFeed. Accessed 06.18.13. http://newsfeed.time.com/2013/06/03/cronut-craze-creates-black-market-for-tasty-new-treat/.
33. Sáenz-Navajas M., Campo E., Sutan A., Ballester J., Valentin D. Perceptions of wine quality according to extrinsic cues: The case of Burgundy wine consumers. Food Quality and Preference 2013, 27:44-53.
34. Terrien C., Steichen D. Accounting for social taste. Application to the demand for wine. International Journal of Wine Business Research 2008, 20:260-275.
35. Thaler R. Mental accounting and consumer choice. Marketing Science 1985, 4:199-214.
36. Tian K.T., Bearden W.O., Hunter G.L. Consumers' need for uniqueness: Scale development and validation. Journal of Consumer Research 2001, 28:50-66.
37. Van Herpen E., Pieters R., Zeelenberg M. When demand accelerates demand: Trailing the bandwagon. Journal of Consumer Psychology 2009, 19:302-312.
38. Verhallen Th.M.M., Robben H.S.J. Scarcity and preference. An experiment on unavailability and product evaluation. Journal of Economic Psychology 1994, 15:315-331.
39. Worchel S., Lee J., Adewole A. Effects of supply and demand on ratings of object value. Journal of Personality and Social Psychology 1975, 32:906-914.