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Impulse buying: The effect of decis...

Kim, Jung Yun.

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Impulse buying: The effect of decision time and product scarcity on buying impulse.

紀錄類型:	書目-電子資源 : Monograph/item
正題名/作者:	Impulse buying: The effect of decision time and product scarcity on buying impulse./
作者:	Kim, Jung Yun.
面頁冊數:	101 p.
附註:	Source: Dissertation Abstracts International, Volume: 75-08(E), Section: A.
Contained By:	Dissertation Abstracts International75-08A(E).
標題:	Business Administration, Marketing. -
電子資源:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3619233
ISBN:	9781303880452

Impulse buying: The effect of decision time and product scarcity on buying impulse.
Kim, Jung Yun.

Impulse buying: The effect of decision time and product scarcity on buying impulse. - 101 p.

Source: Dissertation Abstracts International, Volume: 75-08(E), Section: A.

Thesis (Ph.D.)--Michigan State University, 2014.

This item must not be sold to any third party vendors.

Impulse buying is a critical and widespread phenomenon in consumer behavior and is considered a pervasive and distinctive aspect of consumers' lifestyles in the USA (Nguyen, et al., 2003).To increase their revenue, retailers make efforts to encourage consumers to make impulse purchases through point-of-purchase displays, price reduction promotions or coupons (Abratt & Goodey, 1990).

ISBN: 9781303880452Subjects--Topical Terms:

1017573
Business Administration, Marketing.

Impulse buying: The effect of decision time and product scarcity on buying impulse.
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100 1 $a Kim, Jung Yun. $3 2102208
245 1 0 $a Impulse buying: The effect of decision time and product scarcity on buying impulse.
300 $a 101 p.
500 $a Source: Dissertation Abstracts International, Volume: 75-08(E), Section: A.
500 $a Adviser: Patricia Huddleston.
502 $a Thesis (Ph.D.)--Michigan State University, 2014.
506 $a This item must not be sold to any third party vendors.
506 $a This item must not be added to any third party search indexes.
520 $a Impulse buying is a critical and widespread phenomenon in consumer behavior and is considered a pervasive and distinctive aspect of consumers' lifestyles in the USA (Nguyen, et al., 2003).To increase their revenue, retailers make efforts to encourage consumers to make impulse purchases through point-of-purchase displays, price reduction promotions or coupons (Abratt & Goodey, 1990).
520 $a A scarcity appeal, one powerful selling tactic for retailers, has not been tested as an in-store stimuli to assess whether it could increase impulsive purchasing. This study suggests that providing an in-store promotion under a scarcity condition will increase consumer's impulsive buying and uncover mechanisms that explain this purchase behavior.
520 $a This study employs Brehm's (1966) psychological reactance as a theoretical foundation and investigated how a consumer chooses a product in a limited buying freedom condition. The purpose of this study was to examine the main effects of decision time and product scarcity on impulse responses. This study also examined the effect of two types of scarcity on perceived arousal and perceived competition, and further examined the interaction effects of two types of scarcity on the consumer's buying responses.
520 $a For data collection, an online experiment was conducted. Participants were recruited from Amazon.com's Mechanical Turk (MTurk). A 3 (decision time scarcity: 5 minutes vs. 1 hour vs. control (no decision time scarcity)) x 3 (product scarcity: 20 units left vs. 200 units left vs. control (no product scarcity)) between subjects design was used. Participants were randomly assigned to 1 of 9 conditions.
520 $a The results revealed product scarcity affected buying impulse and impulse buying decisions. However, there was no direct effect of decision time scarcity on buying impulse and impulse buying decision. There was an effect of decision time scarcity on perceived arousal, and there was an effect of product scarcity on perceived competition. Perceived competition was related to perceived arousal. Perceived arousal and perceived competition were related to buying impulse. No significant interaction effects for the two types of scarcity conditions on buying impulse and perceived competition were found. The only significant interaction effect was for decision time and product scarcity on perceived arousal.
520 $a This study has extends the psychological reactance theory (Brehm, 1966) to understand impulse buying behavior in a consumer behavior context. Also, this study contributes to the scarcity effect literature by empirically examining the effect of scarcity tactics on impulse buying behavior. In addition, the current study contributes to impulse buying literature by identifying external factors that might encourage consumer's impulse buying. Marketing implications based on the findings of the study are provided.
590 $a School code: 0128.
650 4 $a Business Administration, Marketing. $3 1017573
690 $a 0338
710 2 $a Michigan State University. $b Business Administration - Doctor of Philosophy. $3 2095416
773 0 $t Dissertation Abstracts International $g 75-08A(E).
790 $a 0128
791 $a Ph.D.
792 $a 2014
793 $a English
856 4 0 $u http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3619233