Article ID | Journal | Published Year | Pages | File Type |
---|---|---|---|---|
886572 | Journal of Retailing | 2009 | 14 Pages |
Abstract
Consumers often face situations in which information about soldout products is still present in the decision context. This paper demonstrates that the presence of soldout products in the decision environment can prompt consumers to purchase available options and decrease choice deferral. This effect can be explained by two underlying decision processes. First, soldout products may create a sense of urgency for consumers to expedite their purchases, which the authors call an immediacy effect. Second, soldout products may enhance the perceived attractiveness of products similar to the soldout products, which the authors refer to as an informational cascades effect.
Related Topics
Social Sciences and Humanities
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Marketing
Authors
Xin Ge, Paul R. Messinger, Jin Li,