Abstract
AbstractThis paper examines how the emotion of embarrassment affects shopping behavior in a retail setting. In a series of three studies, we explore the phenomenon of “masking,” which is defined as a coping strategy used by shoppers when experiencing embarrassment related to a purchase task. Study 1 provides consumer insights into masking behaviors among Millennials. Study 2 empirically examines degrees of anticipated embarrassment associated with purchasing a variety of personal care products and uses a controlled experiment to test the impact of embarrassment on the size of the shopping basket (number of items purchased) and the value of the shopping basket. Study 3 examines basket size and value with respect to complementary and counterbalancing products, and compares Millennial with non‐Millennial consumers. Collectively, this research indicates that both Millennial and non‐Millennials use masking as a coping strategy for a variety of products due to anticipated embarrassment, translating into enhanced basket sizes and values. This effect appears to be moderated by one's innate susceptibility to embarrassment. This study contributes to our understanding of how the emotion of embarrassment influences shopping basket composition in terms of its value and size. It also provides insightful findings relevant to retail practitioners. Copyright © 2014 John Wiley & Sons, Ltd.
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