Influence of Soldout Products on Consumer Choice

Xin Ge, Paul R. Messinger and Jin Li

Journal of Retailing, 2009, vol. 85, issue 3, 274-287

Abstract: Consumers often face situations in which information about soldout products is still present in the decision context. This paper demonstrates that the presence of soldout products in the decision environment can prompt consumers to purchase available options and decrease choice deferral. This effect can be explained by two underlying decision processes. First, soldout products may create a sense of urgency for consumers to expedite their purchases, which the authors call an immediacy effect. Second, soldout products may enhance the perceived attractiveness of products similar to the soldout products, which the authors refer to as an informational cascades effect.

Keywords: Soldout product; Choice deferral; Immediacy effect; Informational cascades (search for similar items in EconPapers)
Date: 2009
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Citations: View citations in EconPapers (26)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jouret:v:85:y:2009:i:3:p:274-287

DOI: 10.1016/j.jretai.2009.05.009

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