Scarcity Messages

Aggarwal, Praveen; Jun, Sung Youl; Huh, Jong Ho

doi:10.2753/joa0091-3367400302

Cited by 257 publications

(232 citation statements)

References 36 publications

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“…Earlier studies support buying limitation as instructive signals to the consumer [33,59]. A number of SC websites such as Groupon already use scarcity as a conditional instrument to enhance the manifestation of impulse buying behavior.…”

Section: The Relationship Between Scarcity and Online Impulse Buyingmentioning

confidence: 99%

Factors Affecting Online Impulse Buying: Evidence from Chinese Social Commerce Environment

et al. 2018

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First, the purpose of this study is to examine the impact of situational variables, scarcity and serendipity, on online impulse buying (OIB) in Chinese social commerce (SC) environment. Second, the study further assesses the moderating role of five dimensions of hedonic shopping value. Data were gathered from 671 online shoppers who come from two metropolitan cities of China, Beijing, and Shanghai. Structure equation modeling utilized was generated by AMOS 23 version to test the study hypotheses. The results confirm that situational factors positively influence the online impulse buying among Chinese online shoppers in SC environment. Four dimensions of hedonic shopping value (social shopping, relaxation shopping, adventure shopping and idea shopping) positively moderate the relationship between serendipity and OIB; value shopping is insignificant with moderation effect. The finding is helpful to the online retailers and SC web developers by recommending them to take the scarcity and serendipity in their consideration. These factors have the potential to motivate the consumers to initiate the hedonic shopping aptitude to urge to buy impulsively. Unlike the previous work which remained unsuccessful in incorporating all factors into one study, this study has incorporated irrational and unplanned consumption along with rational and planned one in the same research.

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Section: The Relationship Between Scarcity and Online Impulse Buyingmentioning

confidence: 99%

Factors Affecting Online Impulse Buying: Evidence from Chinese Social Commerce Environment

et al. 2018

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“…It is possible that customers feel an implicit time limitation of the competition they perceive with other buyers. While Aggarwal et al (2011) argued that consumers' responses have stronger effect by the limited-quantity than limited-time. The impact of search costs and perceived risk on purchase intention under no manipulation and different moderation effect on rarity are shown in Figure 10 and Figure 11.…”

Section: The Moderator Effect Of Raritymentioning

confidence: 99%

Under Interruptive Effects of Rarity and Mental Accounting, Whether the Online Purchase Intention Can Still Be Enhanced Even with Higher Search Costs and Perceived Risk

Liaw¹,

Le²

2017

IJBM

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The purpose of this study was to explore the impact of search costs and perceived risk to online buying intention under the moderators of rarity and mental accounting in marketing practices. In this study, four types of online products food, toys, travelling and clothing were divided into pre-test and post-test to observe the rarity and mental accounting conditions. To investigate this study a survey was conducted with a sample size of 473 college students. The results found that (1) without moderators, search costs and perceived risk had no significant effects on purchase intention but had a positive significant effect on purchase intention under the interruptive effects of rarity and mental accounting. (2) In rarity moderator, online customers are more sensitive to limited time than limited quantity. (3) In mental accounting interruption, pay less and get more had significant moderating effects. (4) Limited time and get more had the highest contribution to an improvement in purchase intention. Contributions of this study provide to relevant businesses or network operators considerations of rarity and mental accounting in online promotion strategy implementation.

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“…Scarcity induces compliance because people feel their freedom of choice is being threatened [50]. The feeling is that if they do not act now, they will lose the opportunity to do so [15].…”

Section: The Principle Of Scarcitymentioning

confidence: 99%

Broadening the Influence of Asset Managers Through the Six Principles of Persuasion

Swart

Vlok

Jooste

2016

SAJIE

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Asset managers (AMRs) have long struggled to influence others within their organisations to support Asset Management (AM) practices. This dilemma was further highlighted with the issuance of the AM suite of standards, ISO 55000. This paper explores an alternative approach to existing influence and change management approaches. Social psychology, and more specifically Robert Cialdini's 'six principles of persuasion', have benefited advertisers, lawyers, and even waiters in their respective professions, by helping them to influence others and induce compliance. Fortunately, AMRs can now do the same. Implementing these principles offers numerous advantages and requires small, practical, and often costless changes that can make a large difference to their ability to influence and persuade others in an ethical way. OPSOMMINGBatebestuurders (BBs) sukkel reeds lank om ander mense binne hulle organisasies te beïnvloed om batebestuurspraktyke te ondersteun. Hierdie dilemma is verder beklemtoon met die uitreiking van die versamelde Batebestuur (BB) standaarde, ISO 55000. Hierdie studie ondersoek 'n alternatiewe benadering tot bestaande invloed-en veranderingsbestuursbenaderings. Sosiale sielkunde, en meer spesifiek Robert Cialdini se ses beginsels van oorreding, het al adverteerders, prokureurs en selfs kelners in hulle onderskeie beroepe bevoordeel. Dit het hulle gehelp om ander mense te beïnvloed en toegeeflikheid te verseker. Gelukkig kan BBs nou die selfde doen. Die implementering van hierdie beginsels bied verskeie voordele en vereis slegs klein, praktiese en meestal kostelose veranderinge wat kan lei tot groot verskille in hulle vermoë om ander mense op 'n etiese manier te beïnvloed en te oorreed.

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Scarcity Messages

Cited by 257 publications

References 36 publications

Factors Affecting Online Impulse Buying: Evidence from Chinese Social Commerce Environment

Factors Affecting Online Impulse Buying: Evidence from Chinese Social Commerce Environment

Under Interruptive Effects of Rarity and Mental Accounting, Whether the Online Purchase Intention Can Still Be Enhanced Even with Higher Search Costs and Perceived Risk

Broadening the Influence of Asset Managers Through the Six Principles of Persuasion

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