... Buying behaviour The scarcity effect is a powerful social-influence phenomenon, harnessed by marketers as a means to increase the subjective desirability of products (Cialdini, 1993 ; Jung and Kellaris, 2004). As scarcity appeals have become an important element of marketing communications...

... Team performance Hong Kong Buying behaviour Consumer psychology “Victory has a thousand fathers, but defeat is an orphan” (John F. Kennedy's words after the Battle of the Bay of Pigs, 1961). Sponsorship is defined as “an investment, in cash or in kind, in an activity in return...

... behaviour Brands Consumer risk Buying behaviour Propensity to minimize risk. The propensity to minimize risk (or risk aversion) refers to the behaviors of those who feel threatened by ambiguous and novel situations and therefore want to mitigate or minimize uncertainty and/or magnitude...

... Buying behaviour Distribution management Retailers and manufacturers are very interested in how shoppers make their purchase decisions, as well as when, why and whether a shopping trip leads to a purchase. Such information is critical in formulating marketing strategy (Kotler, 2000...

... of the receiver of the information. Consumer behaviour Buying behaviour Influence Decision making Referral Empirical studies about the effect of source similarity on informational influence have mostly been conducted in advertising research. These studies consistently support the hypothesis...

... and cross‐buying intentions. Customers reporting high scores of service quality, value, and satisfaction will be likely to continue the relationship with the service provider (Fornell et al., 1996) and ultimately expand it through a cross‐buying behaviour (Bendapudi and Berry, 1997...

... criteria used by farmers when purchasing new machinery and selecting local suppliers. The requirements of farmers, and the relative importance of dealer service factors compared to generic product factors are highlighted. © MCB UP Limited 1987 Buying Behaviour Distribution Retailing 21...