The Effects of Self-Control on Deal Proneness Behavior

Détails

ID Serval
serval:BIB_B0DF6B9B7271
Type
Actes de conférence (partie): contribution originale à la littérature scientifique, publiée à l'occasion de conférences scientifiques, dans un ouvrage de compte-rendu (proceedings), ou dans l'édition spéciale d'un journal reconnu (conference proceedings).
Collection
Publications
Institution
Titre
The Effects of Self-Control on Deal Proneness Behavior
Titre de la conférence
Society for Consumer Psychology Winter Conference, 2016, Proceedings
Auteur(s)
Karaduman C., Lajos J.
Editeur
Society for Consumer Psychology
Organisation
2016 Society for Consumer Psychology Winter Conference
Adresse
St. Petersburg, FL.
Statut éditorial
Publié
Date de publication
2016
Peer-reviewed
Oui
Langue
anglais
Résumé
When considering each phase of the customer journey, online retailers must make decisions about using promotional-pricing strategies. The purpose of this paper is to help marketers decide how to make deals more attractive to consumers. We provide evidence from three online studies that consumers with depleted self-control are less likely to choose deals than consumers whose self-control is not depleted. We hypothesize that this effect occurs because consumers with depleted self-control are less able to process the additional information typically associated with deals. When choosing deals, consumers must determine which deal is best, and what to do to get it.
Création de la notice
14/12/2015 17:02
Dernière modification de la notice
21/08/2019 5:14
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