Haptic-restriction Strategies Will Backfire: The Haptic-restriction—Variety-seeking Effect

Liu Wumei,Zhang Dong

Journal of Marketing Science ›› 2022, Vol. 2 ›› Issue (4) : 1-17.

PDF(11871 KB)
PDF(11871 KB)
Journal of Marketing Science ›› 2022, Vol. 2 ›› Issue (4) : 1-17.
Research Papers

Haptic-restriction Strategies Will Backfire: The Haptic-restriction—Variety-seeking Effect

  • Liu Wumei,Zhang Dong
Author information +
History +

Abstract

Researches have shown that encouraging consumers to touch a product can prompt consumers to generate a positive attitude towards the product. However, consumers’ haptic input when examining a product during product demonstration is often restricted by retailers, salespersons and front-line employees in many offline retail settings. To date, we know little a- bout whether the usage of haptic -restriction strategies can induce negative marketing consequences. This research conducts four studies, including a field experiment and three lab experiments, to document a novel variety-seeking effect of haptic restrictions. Previously restricting (versus not restricting) consumers from touching a product induces consumers to conduct variety seeking and options shifting in a subsequent and different situation (Experiments 1-2). Moreover, this effect is driven by perceived threats to personal freedom in general (Experiment 3) and is mitigated when consumers' need to elevate the extent of personal freedom is low ( Experiment 4). This research contributes to the literature of product touch and variety seeking, offering specific implications for offline retailing.

Key words

haptic restriction, variety seeking, threats to personal freedom, need to elevate the extent of personal freedom

Cite this article

Download Citations
Liu Wumei,Zhang Dong. Haptic-restriction Strategies Will Backfire: The Haptic-restriction—Variety-seeking Effect[J]. Journal of Marketing Science. 2022, 2(4): 1-17
PDF(11871 KB)

Accesses

Citation

Detail

Sections
Recommended

/