Selling goods on e-commerce platforms: The impact of scarcity messages

作者：

Highlights：

• The impact of scarcity messages depends on the stage of the purchase process.

• Early in the purchase process, scarcity messages decrease sales.

• Late in the purchase process, scarcity messages increase sales.

• Prospect theory best explains the impact of scarcity messages on sales.

摘要

•The impact of scarcity messages depends on the stage of the purchase process.•Early in the purchase process, scarcity messages decrease sales.•Late in the purchase process, scarcity messages increase sales.•Prospect theory best explains the impact of scarcity messages on sales.

论文关键词：E-commerce,Platforms,Scarcity,Scarcity messages,Online sales of physical goods

论文评审过程：Received 13 January 2020, Revised 6 February 2021, Accepted 28 February 2021, Available online 13 March 2021, Version of Record 31 March 2021.

论文官网地址：https://doi.org/10.1016/j.elerap.2021.101039