The effects of scarcity on consumer decision journeys

被引：224

作者：

Hamilton, Rebecca ^{[1
]}

Thompson, Debora ^{[1
]}

Bone, Sterling ^{[2
]}

Chaplin, Lan Nguyen ^{[3
]}

Griskevicius, Vladas ^{[4
]}

Goldsmith, Kelly ^{[5
]}

Hill, Ronald ^{[6
]}

John, Deborah Roedder ^{[4
]}

Mittal, Chiraag ^{[7
]}

O'Guinn, Thomas ^{[8
]}

Piff, Paul ^{[9
]}

Roux, Caroline ^{[10
]}

Shah, Anuj ^{[11
]}

Zhu, Meng ^{[12
]}

机构：

[1] Georgetown Univ, Washington, DC 20057 USA

[2] Utah State Univ, Logan, UT 84322 USA

[3] Univ Illinois, Chicago, IL USA

[4] Univ Minnesota, Minneapolis, MN USA

[5] Vanderbilt Univ, 221 Kirkland Hall, Nashville, TN 37235 USA

[6] Amer Univ, Washington, DC USA

[7] Texas A&M Univ, College Stn, TX USA

[8] Univ Wisconsin, Madison, WI USA

[9] Univ Calif Irvine, Irvine, CA USA

[10] Concordia Univ, Montreal, PQ, Canada

[11] Univ Chicago, Chicago, IL 60637 USA

[12] Johns Hopkins Univ, Baltimore, MD USA

来源：

JOURNAL OF THE ACADEMY OF MARKETING SCIENCE | 2019年 / 47卷 / 03期

关键词：

Product scarcity; Resource scarcity; Customer journeys; Consumer decision making; SOCIAL-CLASS; RESOURCE SCARCITY; CHILDHOOD ENVIRONMENT; LIMITED EDITION; PUBLIC-POLICY; SELF; CHOICE; MATERIALISM; CONSUMPTION; WEALTH;

D O I：

10.1007/s11747-018-0604-7

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

Research in marketing often begins with two assumptions: that consumers are able to choose among desirable products, and that they have sufficient resources to buy them. However, many consumer decision journeys are constrained by a scarcity of products and/or a scarcity of resources. We review research in marketing, psychology, economics and sociology to construct an integrative framework outlining how these different types of scarcity individually and jointly influence consumers at various stages of their decision journeys. We outline avenues for future research and discuss implications for developing consumer-based marketing strategies.

引用

页码：532 / 550

页数：19

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