Emergency purchasing situations: implications for consumer decision-making

Samson, Alain and Voyer, Benjamin G. (2014) Emergency purchasing situations: implications for consumer decision-making. Journal of Economic Psychology, 44. pp. 21-33. ISSN 0167-4870

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Abstract

This article introduces the Emergency Purchasing Situation (EPS) as a distinct buying context. EPSs stem from an unexpected event (unanticipated need or timing of a need), as well as high product importance, which are associated with a short time frame for consumer decision-making. Our conceptual review integrates largely disconnected strands of research and theories relevant to EPSs and offers a series of independent propositions to understand how these situations might affect consumer decision-making, specifically heuristic versus reflective information processing in product evaluation. We discuss changes induced by the buying context in terms of regulatory focus, perceived time pressure, and stress. Our propositions further account for purchase involvement in the form of product importance, purchase risk, and product substitutability. Finally, we consider how individual differences (expertise and trust) may affect evaluation processes. Our discussion reflects on the implications of our model, avenues for future research, and how an understanding of EPSs can be used to improve managerial practice.

Item Type:	Article
Official URL:	http://www.sciencedirect.com/
Additional Information:	© 2014 Elsevier B.V.
Divisions:	Economics Psychological and Behavioural Science
Subjects:	B Philosophy. Psychology. Religion > BF Psychology H Social Sciences > HB Economic Theory
JEL classification:	D - Microeconomics > D1 - Household Behavior and Family Economics > D11 - Consumer Economics: Theory D - Microeconomics > D8 - Information, Knowledge, and Uncertainty > D80 - General M - Business Administration and Business Economics; Marketing; Accounting > M3 - Marketing and Advertising > M30 - General Y - Miscellaneous Categories > Y8 - Related Disciplines > Y80 - Related Disciplines
Date Deposited:	24 Jul 2014 09:47
Last Modified:	12 Dec 2024 00:39
URI:	http://eprints.lse.ac.uk/id/eprint/57074

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