Influence of thinking style and attribution on consumer response to online stockouts

Influence of thinking style and attribution on consumer response to online stockouts Although consumers’ responses to stockouts have been well documented, previous research findings report inconsistencies. Drawing on consumer thinking style and attribution theory, we investigate why consumers react differently toward stockouts. Through two experimental studies, we show consumer thinking style has an impact on attitude toward stockouts (involving both the product as well as the online retailer). Attribution mediates the effect of thinking style on attitude toward a stockout experience. Analytic thinkers focus on the attributes of out of stock products and evaluate out-of-stock events more negatively than holistic thinkers. Our results indicate information elaboration can improve evaluation by analytic thinkers. By raising awareness of the different effects stockouts have on consumers, online retailers can employ effective methods to minimize negative reactions. http://www.deepdyve.com/assets/images/DeepDyve-Logo-lg.png Journal of Retailing and Consumer Services Elsevier

Influence of thinking style and attribution on consumer response to online stockouts

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Publisher
Elsevier
Copyright
Copyright © 2018 Elsevier Ltd
ISSN
0969-6989
D.O.I.
10.1016/j.jretconser.2018.03.014
Publisher site
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Abstract

Although consumers’ responses to stockouts have been well documented, previous research findings report inconsistencies. Drawing on consumer thinking style and attribution theory, we investigate why consumers react differently toward stockouts. Through two experimental studies, we show consumer thinking style has an impact on attitude toward stockouts (involving both the product as well as the online retailer). Attribution mediates the effect of thinking style on attitude toward a stockout experience. Analytic thinkers focus on the attributes of out of stock products and evaluate out-of-stock events more negatively than holistic thinkers. Our results indicate information elaboration can improve evaluation by analytic thinkers. By raising awareness of the different effects stockouts have on consumers, online retailers can employ effective methods to minimize negative reactions.

Journal

Journal of Retailing and Consumer ServicesElsevier

Published: Jul 1, 2018

References

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