Yes, we have no bananas: Consumer responses to restoration of freedom

Moore, Sarah; Fitzsimons, Gavan J.

doi:10.1016/j.jcps.2014.04.001

Cited by 30 publications

(32 citation statements)

References 29 publications

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“…Future research could also pursue theoretical avenues that stem from our framework, such as revisiting the emotional antecedents of reactance. Prior work shows that reactance is driven by anger or frustration (Brehm, 1966; Clee & Wicklund, 1980; Moore & Fitzsimons, 2014). Here, we find that it can also be driven by guilt.…”

Section: Coding Of Print Ads From America's Top Ten Magazines By Circmentioning

confidence: 99%

Just do it! Why committed consumers react negatively to assertive ads

2017

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Research shows that assertive ads, which direct consumers to take specific actions (e.g., Visit us; Just do it!), are ineffective due to reactance. However, such ads remain prevalent. We reexamine assertive ads, showing that their effectiveness depends on consumers' relationship with the advertising brand. Across studies, we compare committed and uncommitted consumers' reactions to assertive ads. We find that because committed (vs. uncommitted) brand relationships involve stronger compliance norms, assertive ads create greater pressure to comply for committed consumers. Specifically, we propose and show that committed consumers anticipate feeling guilty if they ignore an assertive message, creating pressure to comply. Pressure to comply increases reactance, which paradoxically reduces compliance, ultimately leading to decreased ad and brand liking as well as decreased monetary allocations to the brand. Our results show the perils that assertive ads pose for marketers and their most valuable customers.

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Section: Coding Of Print Ads From America's Top Ten Magazines By Circmentioning

confidence: 99%

Just do it! Why committed consumers react negatively to assertive ads

2017

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“…Since previous research has shown that consumers respond to self‐discrepancies when contextual cues are present (Boldero & Francis, 2000), adolescents may be more likely to respond to self‐discrepancies when exposed to an advertisement for an age‐restricted product that they are unable to purchase legally because they are too young. Indeed the inability to purchase a product is perceived as a threat to one's self‐concept (Moore & Fitzsimons, 2014).…”

Section: Conceptual Frameworkmentioning

confidence: 99%

The effects of advertising models for age‐restricted products and self‐concept discrepancy on advertising outcomes among young adolescents

2015

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Artículo de publicación ISIResearch on discrepancies between the actual self and ideal self has examined self-discrepancies in knowledge, skills and stature but age-based self-discrepancies have only recently received attention and so we studied this phenomenon in young adolescents. In three studies we identified a product-category contextual cue that apparently caused adolescents to respond to an existing age-based self-discrepancy. Specifically we found that when the contextual cue was advertising for an age-restricted product, adolescents conformed to dissimilar young adult advertising models and diverged from similar adolescent models. This indicated that the contextual cue caused them to respond to an age-based self-discrepancy and use a product associated with the ideal self rather than the actual self. Importantly, this response was stronger among adolescents that were more dissatisfied with their age. With advertising for an age-unrestricted product, adolescents conformed to adolescent advertising models and diverged from young adult models. Industry policies for age-restricted products assume that similarity drives influence and therefore mandate that advertising models be young adults rather than adolescents. Our findings suggest this assumption is invalid for age-restricted products

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“…It is also possible that one may delay occasionally a purchase because of unexpected events [37]; for example, unexpected business meeting obstructs the backordered customer revisiting the store in time, or even the backordered customer delays the purchase due to avoidance and indecision [38]. Moore and Fitzsimons [39] further showed that consumers may respond negatively to the vendor after the stockoutrestoration. For online purchase situations, although retailers can promptly inform consumers of product availability, consumers do not immediately recover the negative effects of the stockout [40].…”

Section: Literature Reviewmentioning

confidence: 99%

“…In sum, despite the possible delay of vendor or customer, an extra inventory of backordered demand should be held with longer time compared with the rigid assumption in most of the existing EOQ-PBO models that the backordered demand must be fulfilled completely as soon as the new order arrives. We have checked the above-mentioned literatures that are related to the customer's purchase delay behavior, but none of them had introduced the factor of purchase delay into inventory model [3][4][5][34][35][36][37][38][39][40][41].…”

Section: Literature Reviewmentioning

confidence: 99%

“…Specifically, we assume that the endogenous demand is dependent on the amount of the backordered customers who have not been satisfied, which thereby generates a decreasing and convex backorder demand rate. Different from the existing inventory models, the inventory holding cost in this case will include two parts: the inventory holding cost of the item for meeting the routine demand and the [40], and Moore and Fitzsimons [39] inventory holding cost of the item for satisfying the endogenous backordered demand. Moreover, considering ordering cost and the opportunity cost of lost sales, we will determine the optimal fill rate and the optimal replenishment interval so as to minimize the total inventory cost.…”

Section: Problem Definitionmentioning

confidence: 99%

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Inventory Model with Partial Backordering When Backordered Customers Delay Purchase after Stockout-Restoration

Zhang

Fang

et al. 2016

Mathematical Problems in Engineering

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Many inventory models with partial backordering assume that the backordered demand must be filled instantly after stockout restoration. In practice, however, the backordered customers may successively revisit the store because of the purchase delay behavior, producing a limited backorder demand rate and resulting in an extra inventory holding cost. Hence, in this paper we formulate the inventory model with partial backordering considering the purchase delay of the backordered customers and assuming that the backorder demand rate is proportional to the remaining backordered demand. Particularly, we model the problem by introducing a new inventory cost component of holding the backordered items, which has not been considered in the existing models. We propose an algorithm with a two-layer structure based on Lipschitz Optimization (LO) to minimize the total inventory cost. Numerical experiments show that the proposed algorithm outperforms two benchmarks in both optimality and efficiency. We also observe that the earlier the backordered customer revisits the store, the smaller the inventory cost and the fill rate are, but the longer the order cycle is. In addition, if the backordered customers revisit the store without too much delay, the basic EOQ with partial backordering approximates our model very well.

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Yes, we have no bananas: Consumer responses to restoration of freedom

Cited by 30 publications

References 29 publications

Just do it! Why committed consumers react negatively to assertive ads

Just do it! Why committed consumers react negatively to assertive ads

The effects of advertising models for age‐restricted products and self‐concept discrepancy on advertising outcomes among young adolescents

Inventory Model with Partial Backordering When Backordered Customers Delay Purchase after Stockout-Restoration

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