Consumer avoidance of specially priced items during social coupon redemption

Chinintorn Nakhata, Hsiao Ching Kuo

Research output: Contribution to journalArticle

4 Citations (Scopus)

Abstract

Social coupons (SCs) (e.g., Groupon) differ from traditional or regular coupons (RCs) in that they require consumers to make a prepayment to receive substantive discounts. As the general rule of SCs prohibits double-promotion, SC consumers tend to engage in certain avoidance behaviors when experiencing another promotion (i.e., specially priced for selected items). The results across two scenario-based experiments reveal that SC consumers (vs. RC consumers) have a greater tendency to avoid specially priced items when redeeming a coupon for hedonic consumptions, but not for utilitarian consumptions. Such avoidance is due to one's motivation to minimize the perception of deal waste.

Original languageEnglish (US)
Pages (from-to)287-293
Number of pages7
JournalJournal of Retailing and Consumer Services
Volume34
DOIs
StatePublished - Jan 1 2017

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Avoidance
Coupons
Discount
Hedonic consumption
Scenarios
Prepayment
Experiment

All Science Journal Classification (ASJC) codes

  • Marketing

Cite this

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title = "Consumer avoidance of specially priced items during social coupon redemption",
abstract = "Social coupons (SCs) (e.g., Groupon) differ from traditional or regular coupons (RCs) in that they require consumers to make a prepayment to receive substantive discounts. As the general rule of SCs prohibits double-promotion, SC consumers tend to engage in certain avoidance behaviors when experiencing another promotion (i.e., specially priced for selected items). The results across two scenario-based experiments reveal that SC consumers (vs. RC consumers) have a greater tendency to avoid specially priced items when redeeming a coupon for hedonic consumptions, but not for utilitarian consumptions. Such avoidance is due to one's motivation to minimize the perception of deal waste.",
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Consumer avoidance of specially priced items during social coupon redemption. / Nakhata, Chinintorn; Kuo, Hsiao Ching.

In: Journal of Retailing and Consumer Services, Vol. 34, 01.01.2017, p. 287-293.

Research output: Contribution to journalArticle

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