Skip to the beginning of the images gallery

Hurry! Only 3 left in stock! When scarcity signals are most powerful

Calvo, Eduard ; Cui, Ruomeng ; Wagner, Laura

Marketing, Service and Operations Management

Reference: ART-3397-E
Number of pages: 6
Publication Date: Apr 1, 2020
Source: IESE (España)
Type of Document: Article

Grouped product items
Format	Language	Reference	Use	Qty	Price	Preview
pdf	English	ART-3397-E			As low as €8.20	Preview

You already have a subscription

To order please contact the person in charge of academic purchases in your university.

You'll be able to order once your profile has been validated.

Description

Many retailers disclose product availability to get customers to buy, but does it really boost sales and profits? By studying this effect in online retail, we identify the contexts where scarcity signals are most powerful.

Keywords

bestseller deadlines deals deep discount flash sales herding effect Inventory lightning deals limited-time offers mobiles online retail pressure selling product availability refund replenishment Returns scarcity effect scarcity signals screens sold out stock Veepee wide assortment