Ciência-IUL
Publicações
Descrição Detalhada da Publicação
Título Revista
Journal of International Consumer Marketing
Ano (publicação definitiva)
2016
Língua
Inglês
País
Reino Unido
Mais Informação
Web of Science®
Scopus
Google Scholar
Abstract/Resumo
Time pressure (TP) constrains consumers’ decisions: stores have fixed opening hours, promotions have deadlines, and a house for rent may not be available tomorrow. Evidence about the impact of TP on decision-making suggests that when facing complex decisions, consumers do not process all the information, ground decisions upon a restricted set of attributes, and are less likely to defer choices, but still accomplish utility choices. However, these effects of TP have been typically observed in experimental paradigms that manipulate specific deadlines for task completion. In two experiments involving consumer goods and service choices we have introduced two additional TP manipulations (time limited price discount and stock-out threat), building an integrative approach where information processing strategies, choice deferral, and final choice utility were measured. Our results emphasize the differences between TP manipulations. When applied to real buying contexts, price discounts may not be so effective anymore, whereas stock-out threats have surprising effects, decreasing deferral and final choice utility. These findings contribute to a better understanding of the differences between decision-making upon consumer goods and services, discriminating the effects of TP in real scenarios.
Agradecimentos/Acknowledgements
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Palavras-chave
Choice deferral,Choice utility,Consumer psychology,Decision-making,Information processing,Services marketing,Time pressure
Classificação Fields of Science and Technology
- Economia e Gestão - Ciências Sociais
Registos de financiamentos
Referência de financiamento | Entidade Financiadora |
---|---|
SFRH/BD/101804/2014 | Fundação para a Ciência e a Tecnologia |
UID/PSI/03125/2013 | Fundação para a Ciência e a Tecnologia |
PTDC/MHC-PCN/5217/2014 | Fundação para a Ciência e a Tecnologia |
631673 | Comissão Europeia |