How Store Employees Influence Consumer Choice Under Retail Crowding – a Social Overload Perspective

Johanna Palcu, University of Vienna
Janet Kleber, WU Vienna
Arnd Florack, University of Vienna
In one field experiment and two laboratory studies, we show that store employees influence consumer choice differentially depending on whether the choice is made under conditions of low vs. high retail crowding. Specifically, high retail crowding (compared to low retail crowding) leads to less preference of socially promoted choice options.
[ to cite ]:
Johanna Palcu, Janet Kleber, and Arnd Florack (2015) ,"How Store Employees Influence Consumer Choice Under Retail Crowding – a Social Overload Perspective", in NA - Advances in Consumer Research Volume 43, eds. Kristin Diehl and Carolyn Yoon, Duluth, MN : Association for Consumer Research, Pages: 658-659.