The effects of product scarcity on consumer behavior: a meta-analysis
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| Format: | Thesis Book |
| Language: | English German |
| Published: |
2015
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| Online Access: | Volltext Inhaltsverzeichnis |
| Item Description: | Zsfassung in Dt. |
| Physical Description: | XV, 223 S. graph. Darst. |
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Record in the Search Index
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| adam_text | Titel: The effects of product scarcity on consumer behavior
Autor: Oruc, Ruziye
Jahr: 2015
___________________________________________________________________vn
Table of Contents
Zusammenfassung.......................................................................................................II
Abstract......................................................................................................................IV
Acknowledgements...................................................................................................VI
Table of Contents......................................................................................................VII
ListofTables.............................................................................................................XI
List ofFigures...........................................................................................................XII
Listof Abbreviations...............................................................................................XIV
List of Symbols.........................................................................................................XV
1. Introduction..............................................................................................................1
1.1 Research Problem and Research Questions.....................................................1
1.2 Justification for the Research..........................................................................1
1.3 Methodology....................................................................................................2
1.4 Working Definitions........................................................................................3
1.5 Organization ofthe Dissertation......................................................................4
1.6 Delimitations of Scope....................................................................................4
1.7 Chapter Summary............................................................................................5
2 Conceptual Background.........................................................................................6
2.1 Definition of Scarcity......................................................................................6
2.1.1 Etymological Origin ofthe Word Scarcity...............................................6
2.1.2 Lexical Definitions of Scarcity.................................................................6
2.1.3 Terminological Distinctions.....................................................................7
2.2 Contextual Definitions and Uses ofthe Term Scarcity in Social Sciences.....8
2.2.1 Scarcity in Economics..............................................................................8
2.2.2 Scarcity in Other Social Sciences...........................................................11
2.3 Discussion......................................................................................................11
3 The Concept of Scarcity in Marketing Context....................................................12
3.1 Disentangling the Scarcity Concept from Unavailability..............................12
________________________________________vni_
3.1.1 Brock s (1968) View of Unavailability within the Commodity Theory
Framework..........................................................................................................12
3.1.2 Verhallen and Robben s (1995) Classification of (Un)Availability.......13
3.1.3 Phantom Alternatives and Scarcity.........................................................16
3.1.4 Discussion...............................................................................................16
3.2 Scarcity Principle in Consumer Behavior.....................................................18
3.2.1 Cialdini s (1984) View ofthe Scarcity Principle...................................18
3.2.2 Scarcity Principle in Marketing Practice................................................19
3.3 Types of Scarcity...........................................................................................28
3.3.1 Types of Scarcity by Cause....................................................................29
3.3.2 Limited Number Versus Deadline Tactics.............................................30
3.3.3 Distinctiveness Scarcity Versus Limited Opportunity Scarcity.............31
3.3.4 Specific Versus Nonspecific Scarcity Appeals......................................32
3.3.5 Scarcity Categories of Luxury Products.................................................32
3.4 Discussion......................................................................................................33
4 Theoretical Background.......................................................................................38
4.1 Generalization of Economic Principles.........................................................38
4.2 Scarcity s Enhancement of Desirability Model.............................................39
4.3 Motivational Accounts..................................................................................42
4.3.1 Commodity Theory.................................................................................42
4.3.2 Liberalization of Commodity Theory.....................................................42
4.3.3 Reactance Theory...................................................................................45
4.3.4 Frustration Theory..................................................................................46
4.3.5 Energization Theory of Motivation........................................................46
4.3.6 Bandwagon, Snob, and Veblen Effects..................................................47
4.3.7 Need for Uniqueness Theory..................................................................49
4.4 Cognitive Accounts.......................................................................................50
4.4.1 Scarcity as aHeuristic Cue.....................................................................51
4.4.2 Rumination Theory.................................................................................53
4.4.3 Persuasion Knowledge and Scarcity Appeal Persuasiveness.................53
4.5 Discussion......................................................................................................56
5 Responsesto Scarcity...........................................................................................57
5.1 Dependent Variables......................................................................................57
_______________________________________________________________________________________IX
5.1.1 Assumed Expensiveness.........................................................................57
5.1.2 Attitüde towards the Deal.......................................................................57
5.1.3 Attitüde towards the Product..................................................................58
5.1.4 Consumer Competitive Arousal.............................................................58
5.1.5 Deal Intention.........................................................................................59
5.1.6 Elaborated Thoughts...............................................................................59
5.1.7 Impulse Buying.......................................................................................59
5.1.8 Perceived Exclusiveness.........................................................................59
5.1.9 Perceived Popularity...............................................................................59
5.1.10 Perceived Quality.................................................................................60
5.1.11 Perceived Sacrifice...............................................................................60
5.1.12 Purchase Behavior................................................................................60
5.1.13 Purchase Intention................................................................................61
5.1.14 Quantity Consumed..............................................................................61
5.1.15 Perceived Value....................................................................................62
5.1.16 Valence of Thoughts.............................................................................64
5.1.17 Willingness-to-pay................................................................................64
5.2 Moderators of Scarcity..................................................................................64
5.2.1 Moderators Related to Type of Scarcity Appeal....................................65
5.2.2 Moderators Related to Message Characteristics.....................................69
5.2.3 Moderators Related to Product Attributes..............................................72
5.2.4 Moderators Related to Store Attributes..................................................78
5.2.5 Moderators Related to Participant Attributes.........................................79
5.2.6 Situational Moderators...........................................................................85
5.2.7 Other Moderators....................................................................................88
5.3 Discussion......................................................................................................89
6 Empirical Research...............................................................................................92
6.1 Literature Search and Selection of Studies....................................................92
6.2 Effect Size Procedure....................................................................................93
6.2.1 Effect Size Calculation...........................................................................93
6.2.2 Effect Size Integration............................................................................93
6.2.3 AssessmentofPublicationBias..............................................................94
6.2.4 Special Issues..........................................................................................95
________________________________________________________________________________X
6.3 Coding Scheme and Dependent Variables....................................................97
6.4 Data Analysis andResults.............................................................................97
6.4.1 Source of Manuscripts Used in the Meta-Analysis................................97
6.4.2 Effect Size Integration and Homogeneity Tests...................................101
6.4.3 Findings................................................................................................120
6.4.4 Overviewof Findings...........................................................................158
6.5 Discussion....................................................................................................161
6.5.1 Discussion of Findings about Perceived Scarcity.................................161
6.5.2 Discussion of Findings about Attitüde towards the Product................163
6.5.3 Discussion of Findings about Purchase Intention.................................164
6.5.4 Discussion of Findings about Purchase Behavior................................164
6.5.5 Discussion of Findings about Perceived Value....................................165
7 General Discussion.............................................................................................166
7.1 Summary ofthe Research............................................................................166
7.2 Theoretical Implications..............................................................................168
7.3 Managerial Implications..............................................................................169
7.4 Limitations and Suggestions for Further Research......................................171
References................................................................................................................172
Appendices...............................................................................................................182
Appendix A. List of Manuscripts Included in the Meta-Analysis........................182
Appendix B. Overview of Retrieved Manuscripts, Decision to Include in the Meta-
Analysis, and i.a. Reasons forExclusion..............................................................186
Appendix C. Coding Scheme...............................................................................201
Appendix D. SPSS Syntax for Effect Size Calculation........................................217
Appendix E. R Code for Effect Size Integration, Forest Plots, and Funnel Plots 221
Statement of Originality...........................................................................................222
Vita...........................................................................................................................223
_________________________________________________________________________________________IX
5.1.1 Assumed Expensiveness.........................................................................57
5.1.2 Attitüde towards the Deal.......................................................................57
5.1.3 Attitüde towards the Product..................................................................58
5.1.4 Consumer Competitive Arousal.............................................................58
5.1.5 Deal Intention.........................................................................................59
5.1.6 Elaborated Thoughts...............................................................................59
5.1.7 Impulse Buying.......................................................................................59
5.1.8 Perceived Exclusiveness.........................................................................59
5.1.9 Perceived Popularity...............................................................................59
5.1.10 Perceived Quality.................................................................................60
5.1.11 Perceived Sacrifice...............................................................................60
5.1.12 Purchase Behavior................................................................................60
5.1.13 Purchase Intention................................................................................61
5.1.14 Quantity Consumed..............................................................................61
5.1.15 Perceived Value....................................................................................62
5.1.16 Valence of Thoughts.............................................................................64
5.1.17 Willingness-to-pay................................................................................64
5.2 Moderators of Scarcity..................................................................................64
5.2.1 Moderators Related to Type of Scarcity Appeal....................................65
5.2.2 Moderators Related to Message Characteristics.....................................69
5.2.3 Moderators Related to Product Attributes..............................................72
5.2.4 Moderators Related to Store Attributes..................................................78
5.2.5 Moderators Related to Participant Attributes.........................................79
5.2.6 Situational Moderators...........................................................................85
5.2.7 Other Moderators....................................................................................88
5.3 Discussion......................................................................................................89
6 Empirical Research...............................................................................................92
6.1 Literature Search and Selection of Studies....................................................92
6.2 Effect Size Procedure....................................................................................93
6.2.1 Effect Size Calculation...........................................................................93
6.2.2 Effect Size Integration............................................................................93
6.2.3 Assessment of PublicationBias..............................................................94
6.2.4 Special Issues..........................................................................................95
________________________________________________________________________________X
6.3 Coding Scheme and Dependent Variables....................................................97
6.4 Data Analysis andResults.............................................................................97
6.4.1 Source of Manuscripts Used in the Meta-Analysis................................97
6.4.2 Effect Size Integration and Homogeneity Tests...................................101
6.4.3 Findings................................................................................................120
6.4.4 Overviewof Findings...........................................................................158
6.5 Discussion....................................................................................................161
6.5.1 Discussion ofFindingsaboutPerceived Scarcity.................................161
6.5.2 Discussion of Findings about Attitüde towards the Product................163
6.5.3 Discussion of Findings about Purchase Intention.................................164
6.5.4 Discussion of Findings about Purchase Behavior................................164
6.5.5 Discussion ofFindingsaboutPerceived Value....................................165
7 General Discussion.............................................................................................166
7.1 Summary ofthe Research............................................................................166
7.2 Theoretical Implications..............................................................................168
7.3 Managerial Implications..............................................................................169
7.4 Limitations and Suggestions for Further Research......................................171
References................................................................................................................172
Appendices...............................................................................................................182
Appendix A. List of Manuscripts Included in the Meta-Analysis........................182
Appendix B. Overview of Retrieved Manuscripts, Decision to Include in the Meta-
Analysis, and i.a. Reasons forExclusion..............................................................186
Appendix C. Coding Scheme...............................................................................201
Appendix D. SPSS Syntax for Effect Size Calculation........................................217
Appendix E. R Code for Effect Size Integration, Forest Plots, and Funnel Plots 221
Statement of Originality...........................................................................................222
Vita...........................................................................................................................223
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| spelling | Oruc, Ruziye Verfasser aut The effects of product scarcity on consumer behavior a meta-analysis eingereicht von Ruziye Oruc 2015 XV, 223 S. graph. Darst. txt rdacontent n rdamedia nc rdacarrier Zsfassung in Dt. Frankfurt (Oder), Univ., Diss., 2015 Knappheit (DE-588)4164266-1 gnd rswk-swf Produkt (DE-588)4139399-5 gnd rswk-swf Verbraucherverhalten (DE-588)4062644-1 gnd rswk-swf (DE-588)4113937-9 Hochschulschrift gnd-content Knappheit (DE-588)4164266-1 s Produkt (DE-588)4139399-5 s Verbraucherverhalten (DE-588)4062644-1 s DE-604 Erscheint auch als Online-Ausgabe urn:nbn:de:kobv:521-opus4-1807 ca. 12,85 MB https://nbn-resolving.org/urn:nbn:de:kobv:521-opus4-1807 Resolving-System kostenfrei Volltext HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=028255510&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Oruc, Ruziye The effects of product scarcity on consumer behavior a meta-analysis Knappheit (DE-588)4164266-1 gnd Produkt (DE-588)4139399-5 gnd Verbraucherverhalten (DE-588)4062644-1 gnd |
| subject_GND | (DE-588)4164266-1 (DE-588)4139399-5 (DE-588)4062644-1 (DE-588)4113937-9 |
| title | The effects of product scarcity on consumer behavior a meta-analysis |
| title_auth | The effects of product scarcity on consumer behavior a meta-analysis |
| title_exact_search | The effects of product scarcity on consumer behavior a meta-analysis |
| title_full | The effects of product scarcity on consumer behavior a meta-analysis eingereicht von Ruziye Oruc |
| title_fullStr | The effects of product scarcity on consumer behavior a meta-analysis eingereicht von Ruziye Oruc |
| title_full_unstemmed | The effects of product scarcity on consumer behavior a meta-analysis eingereicht von Ruziye Oruc |
| title_short | The effects of product scarcity on consumer behavior |
| title_sort | the effects of product scarcity on consumer behavior a meta analysis |
| title_sub | a meta-analysis |
| topic | Knappheit (DE-588)4164266-1 gnd Produkt (DE-588)4139399-5 gnd Verbraucherverhalten (DE-588)4062644-1 gnd |
| topic_facet | Knappheit Produkt Verbraucherverhalten Hochschulschrift |
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