Naoki Akamatsu

Purpose This study aims to investigate how choice sets influence consumers' sequential health product choices. We examined how their composition (homogeneous vs mixed) affected consumers' perception of hedonic value in a prior health product and their subsequent health choices, considering consumption timing and consumers' age differences. Design/methodology/approach We used a scenario-based experimental design with two studies. Study 1 (n = 196) examined whether choice set type (mixed vs homogeneous) affected perceived hedonic value and subsequent choices. Study 2 (n = 431) replicated Study 1 and added consumption timing (same vs different) as a factor, using a 2 × 2 between-subjects design with mediation analysis. Findings Health products chosen from a mixed choice set were perceived as lower hedonic than those from a homogeneous set, decreasing preference for health products in subsequent choice situations when consumption timing was the same. However, with different consumption timing, mixed choice sets better promote sequential health choices. These effects were stronger among younger consumers (aged 20–43 years). Originality/value The originality lies in identifying choice sets as marketing interventions that influence sequential health choices. Previous research focused on one-shot decisions; this study uniquely reveals how choice set composition in prior health choice situations affects perceived hedonic value and subsequent health choices, bridging marketing with sequential choice psychology.

Abstract This study explores how the scarcity of virtual products in virtual gaming spaces influences brand evaluation in the real world. While previous studies suggest that scarcity in virtual spaces can enhance brand value, the mechanisms and conditions under which this effect occurs (e.g., the characteristics of virtual spaces, consumer traits, and stimulus). Drawing on insights from scarcity research on physical products, we propose that the effects of scarcity may stem from the expectation of impression management. We developed a model that incorporates insights from physical product scarcity research with the unique aspects of virtual spaces and consumer characteristics. Through four studies, we discovered that the effect of supply scarcity in enhancing brand evaluation is pronounced when the space is online and when consumers have a high level of social presence. Furthermore, in cases where social presence is not high, encounters with others wearing scarce products were found to enhance the scarcity effect. Companies can enhance brand evaluation by strategically using virtual product scarcity in online gaming, particularly when targeting consumers with high social presence or creating opportunities for players to interact with others wearing scarce items.