Busy or poor: How time or money scarcity cues differentially impact purchase decisions regarding service firms

Malika, Malika; Maheswaran, Durairaj

doi:10.1007/s11747-022-00922-2

Cited by 5 publications

(5 citation statements)

References 65 publications

(114 reference statements)

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“…As previous research has shown, people often neglect the perspectives of others when communicating their own success and thereby undermine positive impression management (Scopelliti et al., 2015). The current findings show a similar pattern when communicating failures, as people overly focus on time as an excuse, presumably because this higher status and higher competence excuse (Bellezza et al., 2017; Malika & Maheswaran, 2023) seems more beneficial to themselves. Although previous work has shown that the communication of success can be suboptimal because people overly focus on communicating competence (Steinmetz, 2018), the present work shows that the communication of failure might be affected by the same bias.…”

Section: Discussionsupporting

confidence: 67%

“…Accordingly, appeals to motivate individuals (e.g., to stop smoking) have varied whether such appeals use time versus money as motivators (Nobel, 2023). Similarly, charity appeals commonly focus on these two central resources and ask donors for contributions of time or money (W. Liu & Aaker, 2008: Malika et al., 2023; Xu et al., 2023).…”

Section: Theoretical Developmentmentioning

confidence: 99%

“…This would mean that people will use excuses that are more controllable in case they afford status over excuses that are less controllable and that would allow them to maintain an image of having good self‐control. Research has demonstrated that lack of time conveys higher status and greater competence than lack of money (Bellezza et al., 2017; Malika & Maheswaran, 2023). Thus, when communicating their own self‐control failures, I expect that people will choose the higher in status excuse of lack of time over lack of money because they focus on status and neglect that an uncontrollable excuse would be more effective in maintaining an image of having good self‐control.…”

Section: Theoretical Developmentmentioning

confidence: 99%

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Too little money or time? Using justifications to maintain a positive image after self‐control failure

Steinmetz

2023

Euro J Social Psych

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Research has shown that people frequently fail at exerting self‐control. Yet, having good self‐control is essential for being trusted and relied on. In this research, I test which common and frequent excuses for self‐control failures (i.e., resulting from lack of time vs. money) allow people to maintain an image of good self‐control despite failure. In six studies (five pre‐registered), using different types of self‐control domains, I show that participants perceived someone who failed at a resolution to nevertheless have good self‐control if they failed because they lacked money (vs. time) to follow through (Study 1). This effect was due to the mediated (Study 2a) and manipulated (Study 2b) perceived controllability of the excuse. This effect had downstream consequences for participants’ hypothetical and real behaviour toward the individual when their outcomes were interdependent (Studies 3 and 4). Finally, participants lacked insight into these patterns when communicating their own self‐control failures, which they attributed to a lack of time over money (Study 5).

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Section: Discussionsupporting

confidence: 67%

Section: Theoretical Developmentmentioning

confidence: 99%

Section: Theoretical Developmentmentioning

confidence: 99%

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Too little money or time? Using justifications to maintain a positive image after self‐control failure

Steinmetz

2023

Euro J Social Psych

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“…The theory is based on Malika's theory. Based on this theory, Malika's empirical analysis demonstrates that consumers' purchase preferences for scarce goods are influenced by inferences about others' purchase preferences and by the selection of useful information (Malika & Maheswaran, 2023). In the case of marketing strategies, manufacturers use a variety of methods.…”

Section: Literature Reviewmentioning

confidence: 99%

Factors that Influence the Mechanism of Panic Buying: The Moderating Role of Personal Cognition

Lianjie¹,

Ahmad²,

Kassim³

2023

J. Professional Business Review

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Purpose: The main aim of this research is to analyse the factors that contribute to panic buying behaviour and to give recommendations on government control tactics that might be used in similar situations. Theoretical framework: Scarcity is the theoretical basis of current research in the context of COVID-19 in Quanzhou, Fujian Province, China. Collect and review previous relevant studies by theme to understand the latest literature trends of scarcity, anxiety and panic buying. Method: This research takes 213 clients from Quanzhou City in Fujian Province, China. Using SPSS 27 for regression analysis and PROCESS 3.4.1 for testing the moderating effect and to investigate the status of panic buying. Findings: The problem of panic buying during public crisis circumstances, such as the COVID-19, was explored and solved in this study, it was discovered that: (1) group factors and anxiety have a significant positive impact on panic buying; (2) scarcity and government control have no significant impact on panic buying; and (3) there is no significant moderating effect of personal cognition between the two. Research, practical & social implications: Research has found that scarcity has a significant positive correlation with panic buying and anxiety; Scarcity has a significant impact on panic buying through the mediating effect of individual anxiety. Personal cognition has a significant moderating effect on scarcity on panic buying and anxiety on panic buying. Originality: The research problem addressed in this study is the phenomenon of panic buying during public crisis events such as the COVID-19 pandemic. this study proposes ideas for guiding government control in public crisis events.

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Section: The Relationship Between Scarcity and Panic Buyingmentioning

confidence: 99%

Impact of Scarcity on Panic Buying: Assessing the Mediating Role of Anxiety and the Moderating Role of Event Perception

Lianjie¹,

Ahmad²,

Kassim³

2023

J. Professional Business Review

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Purpose: The main aim of this research is to explore the factors that contribute to panic buying behavior and to propose ideas for government control in such events. Theoretical framework: scarcity is the theoretical basis of current research in the context of COVID-19 in Quanzhou, Fujian Province, China. Collect and review previous relevant studies by theme to understand the latest literature trends of scarcity, anxiety and panic buying. Method: This research takes 213 customers from Quanzhou City, Fujian Province, China as a sample, and uses SPSS and AMOS questionnaires to investigate the status of panic buying. Findings: This research uses questionnaire data, through empirical research, to explore the important role of anxiety as a mediating variable in panic buying in the COVID-19 epidemic. Research, Practical & Social implications: Research has found that scarcity has a significant positive correlation with panic buying and anxiety; Scarcity has a significant impact on panic buying through the mediating effect of individual anxiety. Personal cognition has a significant moderating effect on scarcity on panic buying and anxiety on panic buying. Originality: The research problem addressed in this study is the phenomenon of panic buying during public crisis events such as the COVID-19 pandemic. this study proposes ideas for guiding government control in public crisis events.

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Busy or poor: How time or money scarcity cues differentially impact purchase decisions regarding service firms

Cited by 5 publications

References 65 publications

Too little money or time? Using justifications to maintain a positive image after self‐control failure

Too little money or time? Using justifications to maintain a positive image after self‐control failure

Factors that Influence the Mechanism of Panic Buying: The Moderating Role of Personal Cognition

Impact of Scarcity on Panic Buying: Assessing the Mediating Role of Anxiety and the Moderating Role of Event Perception

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