best-seller' label guides online gift purchases
TRANSCRIPT
LIMITED EDITION
BEST SELLER
FOR ME
FOR YOU
LIMITED EDITION
BEST SELLER
BACKGROUND
SELF OTHER
CAMPBELL & GOODSTEIN (2001)
CONSUMPTION RISK
PERFORMANCE UNCERTAINTY
WILL THEY LIKE IT?
NEED FOR UNIQUENESS
TIAN, BEARDEN & HUNTER (2001)
CONSUMPTION RISK
NEED FOR UNIQUENESS
?
DEVAL ET. AL (2013)
PRETEST
ARIZONA STATE UNIVERSITY
W.P. CAREY SCHOOL OF BUSINESS
CARNEIRO & MYLONAKIS (2009) POLGREEN, CHEN, PENNOCK, & NELSON (2008)
7-10 DAYS BEFORE CDC
CHOI & VARIAN (2012)
PREDICT CAR SALES
MOE & SCHWIEDEL (2011)
INTEREST IN PRODUCT CATEGORIES
DRUG INTERACTIONS
WHITE, TATONETTI, SHAH, ALTMAN & HORVITZ (2013)
BEST SELLING
LIMITED EDITION
BEST SELLING GIFTS
LIMITED EDITION GIFTS
STUDY
SELF OTHER
SCARCITY POPULARITY
“this product is limited edition”
“75% of people purchase this…”
2 2
VS
VS
x
POPULARITY SCARCITY
SCARCITY
POPULARITYPOPULARITY
SCARCITY
You are browsing online to buy a coffee mug for SELF/OTHER.
Among the top quality options, you come across one coffee mug. The product description indicates that SCARCITY/POPULARITY.
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2
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5
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7
SELF OTHER
SCARCITY POPULARITY
ATTITUDE
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2
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SELF OTHER
SCARCITY POPULARITY
PURCHASE INTENTION
POPULARITY
SCARCITY
STUDY
LIMITED EDITION
$10
LIMITED EDITION
$25
BEST SELLER
$10
BEST SELLER
$25
2
2
2
VS
VS LIMITED EDITION
BEST SELLER
$25VS$10
x
x
01234567
SELF OTHER
LIMITED EDITION BEST SELLER
PURCHASE INTENTION: $25
01234567
SELF OTHER
LIMITED EDITION BEST SELLER
PURCHASE INTENTION: $10
0
2
4
6
SELF OTHER0
2
4
6
SELF OTHER
LIMITED EDITION BEST SELLER
$10$25
$25 LIMITED EDITION
$10 BEST SELLER
DISCUSSION
SELF OTHER
SELF
OTHER
OTHER
OTHER
SELF
SELF
CONSUMPTION RISK
NEED FOR UNIQUENESS
CONSUMPTION RISK
NEED FOR UNIQUENESS
BEST SELLER
LIMITED EDITION
LIMITED EDITION
BEST SELLER
FOR ME
FOR YOU