Control Deprivation and Compensatory Shopping

Charlene Y. Chen, Columbia University, USA
Leonard Lee, Columbia University, USA
Andy J. Yap, Columbia University, USA
We propose that perceived deprivation in control can result in compensatory shopping and increased spending. Findings from two real-shopping studies (field and lab) suggest shopping (particularly for utilitarian products) could serve as a strategy to restore a sense of control, and that this effect is attenuated for low need-for-closure individuals.
[ to cite ]:
Charlene Y. Chen, Leonard Lee, and Andy J. Yap (2011) ,"Control Deprivation and Compensatory Shopping", in NA - Advances in Consumer Research Volume 38, eds. Darren W. Dahl, Gita V. Johar, and Stijn M.J. van Osselaer, Duluth, MN : Association for Consumer Research.