The effects of scarcity on consumer decision journeys

Rebecca Hamilton, Debora Thompson, Sterling Bone, Lan Nguyen Chaplin, Vladas Griskevicius, Kelly Goldsmith, Ronald Hill, Deborah Roedder John, Chiraag Mittal, Thomas O’Guinn, Paul Piff, Caroline Roux, Anuj Shah, Meng Zhu

Research output: Contribution to journalReview article

10 Scopus citations

Abstract

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.

Original languageEnglish (US)
Pages (from-to)532-550
Number of pages19
JournalJournal of the Academy of Marketing Science
Volume47
Issue number3
DOIs
StatePublished - May 15 2019

Keywords

  • Consumer decision making
  • Customer journeys
  • Product scarcity
  • Resource scarcity

Fingerprint Dive into the research topics of 'The effects of scarcity on consumer decision journeys'. Together they form a unique fingerprint.

  • Cite this

    Hamilton, R., Thompson, D., Bone, S., Chaplin, L. N., Griskevicius, V., Goldsmith, K., Hill, R., John, D. R., Mittal, C., O’Guinn, T., Piff, P., Roux, C., Shah, A., & Zhu, M. (2019). The effects of scarcity on consumer decision journeys. Journal of the Academy of Marketing Science, 47(3), 532-550. https://doi.org/10.1007/s11747-018-0604-7