19C Seeing Red? Loss of Personal Control Reduces Consumers’ Interest in Sales Promotions in Crowded Retail Spaces

Applying an online survey as well as an eye-tracking experiment in the field the current research demonstrates that consumers are less likely to rely on sales promotions when the number of other customers present decreases consumers’ perceptions of personal control.



Citation:

Johanna Palcu, Simona Haasova, Oliver B. Büttner, and Arnd Florack (2019) ,"19C Seeing Red? Loss of Personal Control Reduces Consumers’ Interest in Sales Promotions in Crowded Retail Spaces", in NA - Advances in Consumer Research Volume 47, eds. Rajesh Bagchi, Lauren Block, and Leonard Lee, Duluth, MN : Association for Consumer Research, Pages: 985-985.

Authors

Johanna Palcu, Vienna University of Economics and Business, Austria
Simona Haasova, University of Vienna, Austria
Oliver B. Büttner, University of Duisburg-Essen, Germany
Arnd Florack, University of Vienna, Austria



Volume

NA - Advances in Consumer Research Volume 47 | 2019



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