Framing the Deal
The Role of Restrictions in Accentuating Deal Value
Bibliographic Data
| ID | 2192307 |
|---|---|
| Authors | J Jeffrey Inman (0000-0003-0410-2242), Anil C Peters, Anil C Peter, Priya Raghubir |
| Year | 1997 |
| Volume | 24 |
| Issue | 1 |
| Pages | 68-79 |
| Publication date | 1997-06-01 |
| Peer Reviewed | Yes |
| Open Access | No |
| Type | ARTICLE |
| Venue | Journal of Consumer Research (JOURNAL) |
| Journal identifiers | ISSN: 0093-5301 • E-ISSN: 1537-5277 |
| Publisher | Oxford University Press (OUP) (PUBLISHER) |
| DOI | 10.1086/209494 |
| OpenAlex | W2103412488 |
| Language | EN |
| Citations received | 27 |
| References cited | 1 |
We propose that consumers use the presence of a restriction (i.e., purchase limit, purchase precondition, or time limit) as a source of information to evaluate a deal. In a series of four studies we present evidence suggesting that restrictions serve to accentuate deal value and act as “promoters” of promotions. We begin by using aggregate level scanner data to test our hypothesis that a sales restriction (e.g., “limit X per customer”) results in higher sales. Via three subsequent experiments, we then investigate contextual and individual factors moderating this effect. Study 2 suggests that restrictions only have a positive effect for low need for cognition individuals. Study 3 explores the potential mediating role of deal evaluations on purchase intent across discount levels. Study 4 examines the effect of three types of restrictions (purchase limits, time limits, and purchase preconditions) across discount levels and explores the underlying beliefs driving these effects. An integrative model across studies demonstrates the robustness of the restriction effect and supports the premise that restrictions work through signaling value. Implications for how consumers determine promotional value are discussed
Framing (construction) · Library science · Sociology · Value (mathematics) · Computer Science · Corporate Finance and Governance · History · Merger and Competition Analysis
Shopping Goals, Goal Concreteness, and Conditional Promotions
The person in the purchase
A Self‐Regulatory Model of Resource Scarcity
Tourists as Story-Builders
Historizing the present
Message framing to enhance consumer compliance with disease detection communication for prevention
On seeing the self as a scarce resource
Scarcity-Based Price Promotions
Temporal and social scarcities
An approach to initiating eWOM intentions
When life gives you lemons, make lemonade
Stuck in place, the virtual sells
Which Promotion Time Frame Works Best for Restaurant Group-buying Deals
The Mere Urgency Effect
Promotion Architecture
Acting by a deadline
A Dragging-Down Effect
Effects of Option Framing on the Purchase of Luxury Hotel Ancillary Amenities
Is there a panacea for message adherence? Evaluating the effectiveness of social norms and self-construal on message adherence
Time's ticking! Effects of deadline on the utilization of health services
Romancing the home
On the Psychology of Scarcity
Promotional Games Increase Consumer Conversion Rates and Spending
The Dark Side of Scarcity Promotions
How Do Consumers React to Production Waste
Consumer Expectations and Culture
A Consumer Perspective on Price-Matching Refund Policies
| Unique citing works | 27 |
|---|---|
| Citations per year | 1,08 |
| Citation span | 2001 - 2026 (26) |
| Citation velocity | current |
| Highly cited | No |
| Citation types | Neutral: 25 |