Hunger marketing is one of marketing techniques i.e. commodity suppliers intentionally lower yield to control supply-demand relation, create a false front of short supply, and reach the purpose to arouse consumers’ internal desire. The purpose of this study is to explore what kind of the different effects onto consumers’ emotions is likely triggered by diverse presentations of the hunger-marketing product information, then, further to know whether cognitive and affective fits of the mental processes (i.e. cognitive fit theory) can affect consumers’ impulsive buying behaviors. We further investigate, the impact of the product scarcity information clue (including long/short time limit, high/low limited stock, and high-priced/low-priced products) onto consumers’ impulsive buying intention, as well as mental processing of customers’ cognitive and emotional adaption. The author expects, these research findings could provide a perfect marketing strategy for marketing personnel and ad designers to increase sales profit.
25th Americas Conference on Information Systems 2019 (AMCIS 2019)