@article{807039cf89a84c8fa083c3fc22196193,
title = "The dark side of scarcity promotions: How exposure to limited-quantity promotions can induce aggression",
abstract = "Marketers frequently use scarcity promotions, where a product or event is limited in availability. The present research shows conditions under which the mere exposure to such advertising can activate actual aggression that manifests even outside the domain of the good being promoted. Further, we document the process underlying this effect: exposure to limited-quantity promotion advertising prompts consumers to perceive other shoppers as competitive threats to obtaining a desired product and physiologically prepares consumers to aggress. Seven studies using multiple behavioral measures of aggression demonstrate this deleterious response to scarcity promotions.",
keywords = "Advertising, Aggression, Consumer promotions, Scarcity, Violence",
author = "Kirk Kristofferson and Brent Mcferran and Andrea Ketcham and Dahl, {Darren W.}",
note = "Funding Information: Kirk Kristofferson is Assistant Professor of Marketing at the W.P. Carey School of Business, Arizona State University, Tempe, AZ 85287 (kirk.kristofferson@asu.edu). Brent McFerran is W.J. VanDusen Associate Professor of Marketing at the Beedie School of Business, Simon Fraser University, Vancouver, BC, Canada V6C 1W6 (brent. mcferran@sfu.ca). Andrea C. Morales is Lonnie L. Ostrom Chair in Business and Professor of Marketing at the W.P. Carey School of Business, Arizona State University, Tempe, AZ 85287 (acmorales@a-su.edu). Darren W. Dahl is BC Innovation Council Professor at the Sauder School of Business, University of British Columbia, Vancouver, BC, Canada V6T 1Z2 (darren.dahl@sauder.ubc.ca). The authors thank the editor, associate editor, and reviewers for their insightful and constructive comments throughout the review process. Financial support from the Social Sciences and the Humanities Research Council of Canada (SSHRC) is gratefully acknowledged. Publisher Copyright: {\textcopyright} The Author 2016. Published by Oxford University Press on behalf of Journal of Consumer Research, Inc.",
year = "2017",
month = feb,
day = "1",
doi = "10.1093/jcr/ucw056",
language = "English (US)",
volume = "43",
pages = "683--706",
journal = "Journal of Consumer Research",
issn = "0093-5301",
publisher = "University of Chicago",
number = "5",
}