The use of product scarcity in marketing

Xiaohui Shi, Feng Li, Pattarin Chumnumpan

Research output: Contribution to journalArticle

1 Citation (Scopus)
14 Downloads (Pure)

Abstract

Purpose
As a frequently observed business phenomenon, the use of product scarcity to improve a product’s market performance has received increasing attention from both academics and practitioners. The resulting literature has covered a wide variety of issues based on various theories, using different research methods, in a diverse range of settings. However, this diversity also makes it difficult to grasp the core themes and findings, and to see the outstanding knowledge gaps. This paper aims to review previous studies on the use of product scarcity in marketing and identifies new directions for future research.

Design/methodology/approach
A systematic review was conducted to identify and analyse 66 research papers published in business and management journals between 1970 and 2017.

Findings
The authors examined the underlying theories of scarcity-based marketing, and developed a conceptual framework that describes the key factors of product scarcity and how they influence both consumers and the market. They also highlighted some key achievements in modelling the processes involved in using product scarcity in marketing.

Originality/value
This analysis of the identified papers suggests that there are substantial gaps in our knowledge of this field, which opens up new paths for future research. For future research, the authors identified three directions aimed at: addressing the practical needs of firms in understanding product scarcity; guiding the implementation of scarcity-based strategies; and measuring, monitoring and predicting the level of product scarcity and its impacts during implementation.
Original languageEnglish
Pages (from-to)380-418
Number of pages39
JournalEuropean Journal of Marketing
Volume54
Issue number2
Early online date31 Jan 2020
DOIs
Publication statusPublished - 31 Jan 2020

Keywords

  • product scarcity
  • supply shortage
  • limited edition
  • literature review
  • Supply shortage
  • Literature review
  • Product scarcity
  • Limited edition
  • MODERATING ROLES
  • LIMITED-EDITION
  • SCALE DEVELOPMENT
  • CONSUMERS NEED
  • UNIQUENESS
  • CHOICE
  • CONSPICUOUS CONSUMPTION
  • NAIVE THEORIES
  • BIG DATA
  • INNOVATION DIFFUSION

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