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Trendy or Timeless? The Effect of Need for Uniqueness and Pressure on the Choice of Unique Products

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dc.contributor.authorGonçalves, Dilney
dc.contributor.authorStamatogiannakis, Antonios
dc.contributor.authorCalderón, Susan
dc.contributor.rorhttps://ror.org/02jjdwm75
dc.date.accessioned2025-04-08T09:54:04Z
dc.date.available2025-04-08T09:54:04Z
dc.date.issued2017
dc.description.abstractConsumers trying to satisfy their need for uniqueness (NFU) frequently choose between products with similar degrees but different durations of uniqueness: timeless versus trendy products. These choices are often made under pressure generated by time or product availability constrains, usually controlled by companies. Although NFU and pressure frequently co-exist in choices of unique products, their joint effect is unknown. Our research covers this gap and examines how NFU and pressure interact to affect choices between timeless and trendy products. Three studies show that high-NFU individuals under higher (vs. lower) pressure tend to choose timeless (vs. trendy) products. Pressure does not affect choices of low-NFU individuals. This interaction is mediated by the extent to which individuals focus on duration of uniqueness when making choices. A pilot field-study highlights the managerial relevance and novelty of our investigation. We discuss how managers can shape their marketing appeals to better manage their product portfolio.
dc.description.peerreviewedyes
dc.description.statusPublished
dc.formatapplication/pdf
dc.identifier.citationCalderon, S., Stamatogiannakis, A., & Gonçalves, D. (2017). Trendy or Timeless? The Effect of Need for Uniqueness and Pressure on Choice. Advances in Consumer Research, 45, 545-546.
dc.identifier.issn0098-9258
dc.identifier.urihttps://hdl.handle.net/20.500.14417/3727
dc.journal.titleAdvances in Consumer Research
dc.language.isoen
dc.page.total37
dc.publisherUIB
dc.relation.departmentMarketing & Communication
dc.relation.entityIE University
dc.relation.schoolIE Business School
dc.rightsAttribution-NonCommercial-NoDerivatives 4.0 International
dc.rights.accessRightsinfo:eu-repo/semantics/openAccess
dc.rights.urihttps://creativecommons.org/licenses/by-nc-nd/4.0/deed.en
dc.subject.keywordNeed for uniqueness
dc.subject.keywordUnique product choices
dc.subject.keywordUniqueness duration
dc.subject.keywordPressure
dc.titleTrendy or Timeless? The Effect of Need for Uniqueness and Pressure on the Choice of Unique Products
dc.typeinfo:eu-repo/semantics/article
dc.version.typeinfo:eu-repo/semantics/publishedVersion
dc.volume.number45
dspace.entity.typePublication
relation.isAuthorOfPublicationbc614edf-df12-431b-ae3a-a04c0568d7a6
relation.isAuthorOfPublication8368891b-922d-4636-bed4-79babb4c29f2
relation.isAuthorOfPublication.latestForDiscoverybc614edf-df12-431b-ae3a-a04c0568d7a6
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