• 웰빙융합연구
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• 제2권2호
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• pp.13-19
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• 2019

This study is about pressure-accepting behavior of consumers attached to brands. Previous studies of the situation focused on time pressure and scarcity pressure, focusing on scarcity. The results of the study are as follows. First, consumers attached to brands were found to be relatively blunt in time pressures. This indicates that brands of consumers are attached to do not buy on impulse because of time pressure. Second, consumers attached to brands were found to be relatively under social pressure. This indicates that consumers who are attached to the brand do not buy with social pressures such as quasi-family groups. Third, consumers attached to brands were found to be relatively sensitive to scarcity pressures. Thus, a quantity-limited marketing strategy is generally more effective for consumers with high marketing effectiveness but high brand attachment. Fourth, unlike the one presented, consumers attached to the brand were found to be relatively insensitive to place pressure.

• 벤처혁신연구
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• 제1권2호
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• pp.1-12
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• 2018

마케팅에 있어서 심리학 원리의 적용은 매우 보편화되고 있는 현상이다. 최근 들어 디지털 마케팅의 중요성이 대두되면서 디지털 마케팅에도 심리학의 원리를 적용하는 사례가 늘어나고 있다. 이에 본 연구에서는 심리학의 원리중 social proof, scarcity and loss aversion, reciprocity, commitment and consistency, anchoring 5가지가 디지털 마케팅에 적용된 사례를 분석하였다. 각각의 심리학 원리에 대해 해외사례 2개, 국내사례 2개를 분석하였다. 이러한 시도는 향후 학제 간 연구를 촉진시킬 수 있을 것이다. 또한, 고객의 몰입도(customer engagement)을 높이고 궁극적으로는 고객생애가치(life time value)를 높여 고객 여정에 선순환 고리를 만드는데 필요한 이용자 인터페이스 개발 및 메시지 전략 개발 등에 유용한 시사점을 제공할 것이다.

• 마케팅과학연구
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• 제18권4호
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• pp.195-215
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• 2008

본 연구는 기업에 대한 소비자의 의도추론이 희소성 효과에 미치는 영향에 있어서 희소성 메시지의 수량한정 유형 및 폭의 조절효과를 파악하고자 진행되었다. 연구결과는 크게 두 가지로 요약할 수 있다. 첫째, 특별한정으로 제시되는 경우에는 소비자의 기업에 대한 의도추론은 희소성 효과에 영향을 미치지 않았다. 그러나 일반한정으로 제시되는 경우에는 소비자가 기업의 의도를 추론하는 경우가 그렇지 않은 경우에 비해 구매의도가 더욱 낮았다. 둘째, 수량한정의 폭이 작은 경우에는 소비자의 기업에 대한 의도추론은 희소성 효과에 영향을 미치지 않았다. 그러나 수량한정의 폭이 큰 경우에는 소비자가 기업의 의도를 추론하는 경우가 그렇지 않은 경우에 비해 구매의도가 더욱 낮았다.

• 유통과학연구
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• 제16권3호
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• pp.79-86
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• 2018

Purpose - Many retail stores tend to use scarcity-laden message in order to influence consumers, where scarcity refers to insufficiency of product supply or time of availability. For example, inside stores, the displayed products are often accompanied by scarcity message such as 'exclusive offer, limited time only.' According to past research, scarcity has a positive effect on product evaluation, since scarcity can acts as a signal of consumer demand, and thus product quality. Prior studies argue that consumers face a scarce product, they logically infer that other consumers buying the product in large numbers cause the scarcity. We propose that scarcity can be interpreted as a sales tactic artificially created by retail stores in order to increase sales of product. Research design, data, and methodology - We use a persuasion knowledge perspective framework to develop our hypotheses. In the present research, we show that product curation type is a key variable that moderates consumer response to scarcity, and thus the scarcity effect on product evaluation. Results - In this research, we showed when scarcity-laden message was used inside the store using consumer-centric curation message, scarcity had a positive effect on product evaluation. In contrast, when scarcity-laden message was used inside the store using marketer-centric curation message, the positive of scarcity message on product evaluation was diluted. Conclusions - Our study makes two important contributions to the literature on consumer response to scarcity. First, we identify a variable - namely, product curation type - that determines when either 'scarcity = good' or 'scarcity = marketing tactic' interpretation is likely to be dominant. Second, we cite persuasion knowledge perspective to explain the moderating function of product curation type in a retail store-related scarcity context. This research is relevant to practitioners, such as brand manager, retail environment manager, and advertising agencies, for the effective use for the scarcity-laden message in retail. The proposed moderator can operate in many real-life situations in retail where consumers are exposed to scarcity. And curation message related to scarcity has been facilitated by the inner-retail activities. These factors of the marketplace indicate that the boundary conditions of scarcity can have a significant effect on real-life consumer judgment.

• 유통과학연구
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• 제21권7호
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• pp.73-82
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• 2023

Purpose: Social networking services have been recognized as an attractive distribution channel at a time when efforts to deliver effective messages to consumers are essential amid a flood of advertisements in the multi-media era. In that sense, this study investigated the effect of the scarcity message type (limited-time vs. limited-quantity) and sender type (corporate vs. consumer) on the intention to purchase golf equipment by Instagram distribution channel. Research design, data and methodology: Data from 108 college students in their 20s and 30s with experience using Instagram were collected online through convenience sampling. A frequency analysis, exploratory factor analysis, reliability analysis, independent sample t-test, and two-way analysis of variance were performed using SPSS 23.0. Results: The results showed that limited-quantity messages induce a higher purchase intention than limited-time messages. Similarly, consumer-sent advertisements induce a higher purchase intention than corporate-sent advertisements. Further, there is no statistically significant interaction effect of the scarcity message type and sender type on the intention to purchase golf equipment. Conclusions: This study is meaningful in verifying consumers' purchase intention depending on the type of scarcity message and the type of sender in Instagram advertisements. The results yield significant implications for marketers and several directions for future research.

• 한국의류학회지
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• 제47권6호
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• pp.996-1011
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• 2023

This study introduces an effective marketing strategy for fashion SMEs and small designer brands utilizing Instagram as a social networking platform. The research compared the impact of two information delivery types (native advertisements vs. live streaming after native ads) and two types of promotional messages (scarcity vs. price discount) on SNS consumption value, and product attitude toward fashion designer brands. The study involved surveying 251 Korean women aged 25-55 with experience in buying designer products and using SNS. Data analysis was conducted using SPSS 26.0 and Process Macro v3.5. Results indicated that both native advertisements and live streaming enhance economic and social values in SNS consumption. Live streaming with price discount messages generates higher perceived SNS consumption values compared to scarcity messages. Consumers showed a more favorable attitude toward designer brand products when watching the live streaming of price discount messages rather than scarcity messages. The findings emphasize that the broadcast host actively induced participation to reveal viewers' social presence through comments or emphasized discount messages such as ultra-special prices during live streaming on Instagram.

• 경영정보학연구
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• 제20권2호
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• pp.209-226
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• 2018

위치기반 서비스는 데스크톱 기반에서 활용하던 과거의 온라인 커머스(Online Commerce)와는 차별적인 서비스 특성을 지닌다. 장소에 상관없이 이동 통신 기기를 활용하여 온라인에 접속하여 온라인 쇼핑을 활용할 수 있으며, 보다 편하게 사용자의 편의를 보장해준다. 위치 별로 특정적인 쇼핑 정보, 서비스 정보를 제공함으로써, 소비자에게 위치에 따른 편익을 제공할 수 있게 되었다. 또한 위치뿐만 아니라 다양한 희소성 정보를 제공함으로써, 소비자의 구매 욕구를 증대 시키게 된다. 본 연구에서는 위치기반 서비스에서 희소성의 제공 단계에 따라 소비자의 구매의도 변화에 어떤 영향을 주는지에 대하여 연구하였다. 희소성의 단계는 첫째, 희소성이 없는 단계, 둘째, 시간제한 정보를 제공하는 단계, 셋째, 수량 제한 정보를 제공하는 단계, 넷째, 시간, 수량 제한을 제공하는 단계로 실험 설계하여 실험 자극물을 통한 4집단 분석을 진행하였다. 위치기반 서비스의 특성인 편재성과 상호작용성, 프라이버시 염려의 변수들을 추가하여 희소성의 단계에 따른 종속변수의 영향력 차이에 대하여 확인하고자 하였다. 분석결과, 시간제한과 수량 제한 희소성 자극물은 편재성, 상호작용성과 소비자의 구매의도에 조절 효과를 나타냈으며, 해당 변수들도 직간접적으로 긍정적 영향을 주었다. 프라이버시 염려는 소비자의 구매의도에 부정적인 영향을 주는 것으로 확인하였다.

• 패션비즈니스
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• 제13권5호
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• pp.102-109
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• 2009

The purpose of this study was to investigate TV home shoppers' compulsive buying, focused on shopping orientation and marketing promotion variables. Four hundred one female home shoppers who have purchased fashion products through TV home shopping. For data analysis, descriptive statistics, factor analysis, t-test, and Cronbach's Alpha were used in this study. The results were as follows: First, approximately 17% of respondents were revealed as compulsive buyers. Second, for shopping orientation instrument, three factors of shopping orientation were found and labeled as 'indifferent', 'hedonic', and 'economic' factors. Third, compared to non-compulsive buyers, compulsive buyers had higher hedonic scores. Finally, compulsive buyers considered marketing promotion variables such as show host, scarcity sales, gift events as important factors for their purchasing than non-compulsive buyers. Based on these results, it would provide TV home shopping marketers efficient and social responsible marketing strategies.

• 유통과학연구
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• 제18권12호
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• pp.101-109
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• 2020

Purpose: This study points out that psychological marketing practice can align to narcissism among women through showing urgency and scarcity. While women are competitive, jealous, and attention seeking, marketers can offer limited-time offers to increase the urge of customers to purchase. Research design, data, and methodology: To conduct a content analysis, the present author obtained data from various databases such as ABI/INFORM, EBSCO/ EBSCO, ProQuest, and EBSCO. Ultimately, this study investigated both latent and manifest themes of narcissism and psychological marketing concepts to find solutions that leaders can use to initiate change in organizations. Results: The current study suggests that narcissistic women insist on having the best things but still have the inability to acknowledge other people's feelings. Therefore, psychological marketing can utilize such traits to ensure that the quality of their commodities matches their promises during marketing and that their customer's needs are not infringed at the expense of another customer's needs Conclusions: One of the implications of narcissism in marketing provides is that brands can easily gravitate towards litigations especially amidst unhealthy competitions. In the process of getting customers to acknowledge another brand as a better option, the competition may stir corporate conflict.

• 유통과학연구
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• 제22권5호
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• pp.11-26
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• 2024

Purpose: The concept of News-finds-me Perception (NFMP) is gaining increasing scholarly interest due to its wide-ranging findings and implications in digital communications and marketing. From the retail marketing and communication approaches, social media is an effective tool to effectively communicate and persuade customers and stakeholders. Nevertheless, a scarcity of systematic review studies that systematically assemble prior research in the field is recognized. Consequently, this research investigated the Scopus database for articles pertaining to NFMP. Research design, data and methodology: The search was conducted on August 24, 2023, retrieving 46 documents. Following a data-cleaning process, 31 documents remained, providing evidence of the subject area's five-year development. The data was refined with OpenRefine and analyzed with VosViewer. Results: An overview of the subject's expansion is presented, which comprises the most cited documents, authors, organizations, journals, and countries. Furthermore, the investigation examines the influential studies that furnished scientists with essential knowledge and identify the current research trend of the research subject. Conclusions: Based on the results, the study proposes theoretical and practical implications, encouraging academics to further integrate the concept with various communication and marketing theories, as well as the retail marketing context, to gain a better understanding of its complex impacts.