Consumer responses to time-based sales messages

Bi Yang, Shanshi Li, Zhenyu Chen and Anna S. Mattila

Annals of Tourism Research, 2023, vol. 99, issue C

Abstract: Although time-based sales messages (e.g., booked X times in the last Y hours) are frequently employed in the travel industry, their effectiveness has not been systematically examined in previous research. To fill this gap, we compare two types of sales messages: large total sales in a long term vs. large hourly sales in a short term (e.g., 72 times/24 h vs. 48 times/6 h). Our results indicate that most people tend to be more persuaded by hourly sales and that such a tendency is negatively related to individuals' experiential thinking style. We also find that displaying temporal information before sales volume increases the power of hourly sales among people low in experiential thinking style.

Keywords: Popularity cues; Ratio bias; Experiential thinking; Presentation order; Numerosity (search for similar items in EconPapers)
Date: 2023
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (2)

Downloads: (external link)
http://www.sciencedirect.com/science/article/pii/S0160738323000129
Full text for ScienceDirect subscribers only

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:eee:anture:v:99:y:2023:i:c:s0160738323000129

DOI: 10.1016/j.annals.2023.103539

Access Statistics for this article

Annals of Tourism Research is currently edited by John Tribe

More articles in Annals of Tourism Research from Elsevier
Bibliographic data for series maintained by Catherine Liu ().