Open Access. Powered by Scholars. Published by Universities.®
Articles 1 - 2 of 2
Full-Text Articles in Entire DC Network
When A Promotion Is Denied: The Effects Of Decision Stage On Perceptions Of Promotion And Price Fairness, Monika Kukar-Kinney, Lan Xia, Kent B. Monroe
When A Promotion Is Denied: The Effects Of Decision Stage On Perceptions Of Promotion And Price Fairness, Monika Kukar-Kinney, Lan Xia, Kent B. Monroe
Marketing Faculty Publications
Marketers frequently use promotions to enhance sales and increase consumers' perceptions of value. However, most promotions usually come with restrictions, such as time expiration, quantity or product model restriction, etc. In the present research, the effect of the stage in the purchase process when the consumer finds out about the restriction is investigated. The findings indicate that the later in the purchase process the consumer discovers the restriction, the greater is the perception that the effort invested into the purchase is wasted, consequently resulting in lower promotion and price fairness. This effect is mediated through the feeling of entitlement to …
An Expanded Conceptualization And A New Measure Of Compulsive Buying, Nancy Ridgway, Monika Kukar-Kinney, Kent B. Monroe
An Expanded Conceptualization And A New Measure Of Compulsive Buying, Nancy Ridgway, Monika Kukar-Kinney, Kent B. Monroe
Marketing Faculty Publications
Drawing on the theoretical foundation of obsessive‐compulsive spectrum disorder, this article develops an expanded conceptualization and new measure of consumers’ proclivity to buy compulsively. Compulsive buying is defined as a consumer’s tendency to be preoccupied with buying that is revealed through repetitive buying and a lack of impulse control over buying. This measure includes dimensions of both obsessive‐compulsive and impulse‐control disorders. By measuring income‐dependent items or consequences of compulsive buying separately from the compulsive‐buying scale, we develop a measure that has a strong theoretical foundation, well‐documented psychometric properties, and an ability to be applied to general consumer populations.