Control Deprivation and Compensatory Shopping

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.


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.


Charlene Y. Chen, Columbia University, USA
Leonard Lee, Columbia University, USA
Andy J. Yap, Columbia University, USA


NA - Advances in Consumer Research Volume 38 | 2011

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