What Does the Brain Tell about Scarcity Bias? Cognitive Neuroscience Evidence of Decision Making under Scarcity

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2017-01-01
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Kwon, Wi-Suk
Deshpande, Gopikrishna
Katz, Jeffrey
Byun, Sang-Eun
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International Textile and Apparel Association (ITAA) Annual Conference Proceedings
Iowa State University Conferences and Symposia

The first national meeting of textile and clothing professors took place in Madison, Wisconsin in June 1959. With a mission to advance excellence in education, scholarship and innovation, and their global applications, the International Textile and Apparel Association (ITAA) is a professional and educational association of scholars, educators, and students in the textile, apparel, and merchandising disciplines in higher education.

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Abstract

Scarcity of an offering biases consumer decision making. Most existing scarcity effect research has relied on self-reports, whereas the scarcity-based urgency often makes it difficult for consumers to explain their own decisions. This study employs a neural experiment to collect brain activity and neural network metrics from functional magnetic resonance imaging (fMRI) scans of 12 consumers' brains at the moment of their purchase decision making upon exposure to 102 promotional stimuli with varying scarcity conditions. Findings reveal that scarcity enhanced activities at self-related brain regions, supporting the role of scarcity in elevating symbolic value information processing. When subjects decided to purchase, brain regions related to emotion (e.g., amygdala) were more active; whereas when they decided not to purchase a scarce product, brain regions involved in controlled processing were more active. This study unraveled the neural underpinnings of the scarcity effect on consumers' cognitive and emotional decision making.

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