Scarcity Message Effects on Consumption Behavior: Limited Edition Product Considerations

ABSTRACT Recently, many luxury brands have begun to launch limited edition (LE) products. When this happens, advertisers implement two typical types of scarcity messages for LE products: limited‐time scarcity (LTS) versus limited‐quantity scarcity (LQS) messages (Cialdini, 2008). Prior research offe...

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Bibliographic Details
Published in:Psychology & marketing 2015-10, Vol.32 (10), p.989-1001
Main Authors: Jang, Wonseok Eric, Ko, Yong Jae, Morris, Jon D., Chang, Yonghwan
Format: Article
Language:English
Subjects:
Advertisers
Consumer behavior
Luxuries
Market strategy
Scarcity
Studies
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Summary:ABSTRACT Recently, many luxury brands have begun to launch limited edition (LE) products. When this happens, advertisers implement two typical types of scarcity messages for LE products: limited‐time scarcity (LTS) versus limited‐quantity scarcity (LQS) messages (Cialdini, 2008). Prior research offered empirical evidence that these scarcity messages make consumers feel that LE products are more special, unique, and valuable, and thus, positively influence their evaluation of the product (Aggarwal, Jun, & Huh, 2011). The current study examined the differential effects of LTS and LQS messages on different types of LE products by focusing on consumers’ need for uniqueness.
ISSN:0742-6046
1520-6793
DOI:10.1002/mar.20836