Decoding revenge buying in retail: role of psychological reactance and perceived stress

Abstract

Purpose

COVID-19 pandemic-related Government restrictions on the movement of people resulted in consumers moving away from retail outlets. However, sporadic instances of an unexpected surge in retail buying happened across the world immediately after the lifting of such restrictions. This uncommon phenomenon, termed revenge buying, offered an opportunity to revive retail businesses. This paper applies Reactance Theory (RCT) and Self-determination Theory (SDT) to model consumers' revenge buying intentions.

Design/methodology/approach

Data was collected from 384 respondents in India using validated scales. The study used structural equation modelling for model testing.

Findings

COVID-19 restrictions resulted in autonomy need frustration in consumers, which induced psychological reactance and perceived stress. Psychological reactance positively impacted, while perceived stress negatively impacted revenge buying intentions. Thus, revenge buying was observed only when the psychological reactance was more than perceived stress.

Research limitations/implications

This study, conducted in only one country with a limited convenience sample, limits the generalizability of findings.

Originality/value

This research model the psychological consequences of need frustration to explain the sporadic incidences of revenge buying in retail outlets. Further, it proposes sales recovery strategies for retailers in the immediate post-pandemic market scenarios. Retailers' strategies should focus on alleviating stress and anxiety because of health concerns, highlighting the retail buying experience to stimulate the need to visit the outlet and positioning retail buying as a potential reactance response by consumers.

Citation

Gupta, A.S. and Mukherjee, J. (2022), "Decoding revenge buying in retail: role of psychological reactance and perceived stress", International Journal of Retail & Distribution Management, Vol. 50 No. 11, pp. 1378-1394. https://doi.org/10.1108/IJRDM-01-2022-0022