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- W3149348066 abstract "Although purchase pressure cues (PPC) that signal limited time (LT) or limited product availability (LPA) are widely used features on e-commerce websites to boost sales, research on whether and why PPCs affect consumers’ purchase choice in online settings has remained largely unexplored. Drawing on the Stimulus-OrganismResponse (S-O-R) model, consumer decision-making literature, and prospect theory, we conducted a controlled lab experiment with 121 subjects in the context of Deal-ofthe-Day (DoD) platforms. We demonstrate that while LT pressure cues significantly increase deal choice, LPA pressure cues have no distinct influence on it. Furthermore, our results show that perceived stress and perceived product value serve as two serial mediators explaining the theoretical mechanism of why LT pressure cues affect deal choice. Complementary to these results, we provide evidence that higher perceived stress is accompanied by significant changes in consumers’ physiological arousal. Further theoretical and practical implications of our findings are discussed." @default.
- W3149348066 created "2021-04-13" @default.
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- W3149348066 date "2015-01-01" @default.
- W3149348066 modified "2023-10-01" @default.
- W3149348066 title "Buying under Pressure: Purchase Pressure Cues and their Effects on Online Buying Decisions" @default.
- W3149348066 hasPublicationYear "2015" @default.
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