关键词: 触摸限制, 多样化寻求, 个人自由的威胁, 提升个人自由的需求

Abstract: Researches have shown that encouraging consumers to touch a product can prompt consumers to generate a positive attitude towards the product.  However, consumers’ haptic input when examining a product during product demonstration is often restricted by retailers, salespersons and front-line employees in many offline retail settings.  To date, we know little a- bout whether the usage of haptic -restriction strategies can induce negative marketing consequences. This research conducts four studies, including a field experiment and three lab experiments, to document a novel variety-seeking effect of haptic restrictions.   Previously restricting (versus not restricting) consumers from touching a product induces consumers to conduct variety seeking and options shifting in a subsequent and different situation (Experiments 1-2).  Moreover, this effect is driven by perceived  threats to personal freedom in general (Experiment 3) and is mitigated when consumers' need to elevate the extent of personal freedom is low ( Experiment 4).  This research contributes to the literature of product touch and variety seeking, offering specific implications for offline retailing.

Key words: haptic restriction, variety seeking, threats to personal freedom, need to elevate the extent of personal freedom