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When less sells more and when it does not: The impact of product scarcity on preference and choice

Year: 2007

Type: report

Abstract: The present research extends commodity theory, by revealing the effects of product scarcity due to different causes on consumers’ inferences, preferences and choice. The attraction of scarce products comes from two markedly different mechanisms: popularity for demand-caused scarcity and exclusiveness for supply-caused scarcity. In addition, scarcity due to excess demand may actually backfire and reduce product preferences if the need to be unique is activated. In this way, the authors have shown when less sells more and when it does not

Source: Socio-Environmental Systems Modeling

Authors: Erica van Herpen, F. G. M. Pieters, Marcel Zeelenberg

Language: English

Topic: Consumer Market Behavior and Pricing

Subfield: Marketing

Field: Business, Management and Accounting

Domain: Social Sciences

Open Access status: green

OpenAlex ID: W2100862450

Cites: 45

Cited by: 1

Related to: 10