Article ID: | iaor20164395 |
Volume: | 61 |
Issue: | 12 |
Start Page Number: | 2963 |
End Page Number: | 2981 |
Publication Date: | Dec 2015 |
Journal: | Management Science |
Authors: | Goldfarb Avi, Samila Sampsa, Silverman Brian S, McDevitt Ryan C |
Keywords: | retailing, behaviour, marketing, social, economics |
Examining changes in two different retail formats, we show that consumers alter their purchases depending on the retail environment. In both settings, the change in behavior coincides with a reduction in the interpersonal interaction required to complete a transaction. As such, we contend that the format changes reduced a ‘social friction’ that would otherwise inhibit consumers due to an implicit cost associated with ordering certain items in social settings.