An Investigation of the Effectiveness of Uncertainty in Marketing Promotions Involving Free Gifts

By Juliano Laran, Michael Tsiros. 2013

147 citations recorded by the source corpus.

Subfields: General Decision Sciences, Marketing, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/4f3f5798fcdadbf7278bfbc4f19572ca1e53b445

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In General Decision Sciences

1. Christopher K. Hsee
2. Paul Slovic

In Marketing

1. Christopher K. Hsee
2. Paul W. Fombelle
3. Nancy J. Sirianni

In Sociology and Political Science

1. K. Hill
2. Christopher K. Hsee
3. Paul W. Fombelle
4. Nancy J. Sirianni

Citations in the corpus

• The Teasing Effect: An Underappreciated Benefit of Creating and Resolving an Uncertainty (2018, background): “Prior research has shown that curiosity can attract attention (Isikman et al. 2016), facilitate learning (Kupor and Tormala 2015; Marvin and Shohamy 2016; Menon and Soman 2002), and encourage purchases (Hill, Fombelle, and Sirianni 2016; Laran and Tsiros 2013; Polman, Ruttan, and Peck 2017).”
• Shopping under the influence of curiosity: How retailers use mystery to drive purchase motivation (2016, background): “Although they did not examine curiosity directly, Laran and Tsiros (2013) found that participants who were offered an uncertain free gift (i.e., theywere told theywould receive one of two potential gifts) preferred to receive some product information, such as a picture or description of the…”