博碩士論文 974201036 詳細資訊




以作者查詢圖書館館藏 以作者查詢臺灣博碩士 以作者查詢全國書目 勘誤回報 、線上人數:17 、訪客IP:52.23.219.12
姓名 許雅婷(Ya-Ting Hsu)  查詢紙本館藏   畢業系所 企業管理學系
論文名稱 錯過對後續購買的影響
(How consumers make buying decision after missing sales)
相關論文
★ 網頁背景圖片對消費者產品偏好的影響★ 組合商品的定價模式對消費者的滿意度與價值知覺
★ KTV消費型態與消費者類型之關聯★ 蘋果沉浸度研究
★ 女性業務人員的配飾、妝容、上衣對業務職能特質知覺之影響★ 男性業務人員服飾配件對職能特質知覺之影響
★ 個人辦公桌擺設對員工工作投入與專業職能知覺之影響★ 飯店房間內擺設對消費者知覺與金錢價值之影響 --- 以人格特質為干擾變數
★ 療癒著色本對情緒轉換與風險偏好的影響★ 名片設計對業務人員的職能特質與工作績效之知覺影響
★ 美語補習班的創新服務★ 台灣工具機製造商之策略構面、組織構面及財務績效之關係研究:五大廠商之個案分析
★ 反向策略之廣告效果研究★ 不同性刺激形式所引發的性幻想程度對廣告效果之影響
★ 情緒在消費者決策行為中的影響★ 廣告訊息框架效果對消費者態度之影響: MOA的調節角色
檔案 [Endnote RIS 格式]    [Bibtex 格式]    [相關文章]   [文章引用]   [完整記錄]   [館藏目錄]   至系統瀏覽論文 ( 永不開放)
摘要(中) 「錯過銷售」在日常生活中是常見的,因此,本研究想要探討當受測者在錯過銷售的情況下,會如何影響後續的購買。本研究認為如果一樣是錯過銷售的情境,必定會受到某些因素不同而產生不同的購買決策,因此以實驗法加入「衝動性購買特質」、「購買涉入程度」、「促銷方式」、「稀少性」等變數,探討當消費者本身衝動性購買特質、購買涉入程度、錯過促銷方式不同時,是否會造成不同的購買決策;以及錯過的商品是「稀少性」商品時,又會產生何種不同的購買決策。
實驗結果如以下各點:
1. 受測者並不會因為本身衝動性購買特質不一而產生不一樣的購買決策。
2. 對於錯過銷售的受測者而言,面對額外提供的產品會刺激購買;反之在沒錯過銷售下額外面對另一選擇,則會因為無法選擇因而延遲購買。
3. 購買涉入高情況下錯過銷售,會增加延遲購買:購買涉入低情況下錯過銷售,反而會減緩延遲購買。
4. 錯過價格促銷的受測者,假若面對兩種選擇有助於減緩延遲購買;錯過非價格促銷的受測者,假若面對兩種選擇則會增加延遲購買。
5. 錯過稀少性商品促銷後,假若面對兩種選擇時,新增的選擇會占大多數的比率。
摘要(英) Daily life, "missed sale" is common, therefore, this study is about how consumers make buying decisions after missing sales. This study suggests that in the situation of a missed sale, different factors will result in different purchase decisions. Therefore, we use the method of laboratory experimentation, adding variables of "impulse buying trait," "purchase involvement", "promotions" and "scarcity" .When we study variables including different characteristics of impulse buying, different purchase involvement, different ways of promotion, missing scarcity sales will bring forth different decisions.
Experimental results such as the following:
1. Consumers do not have different decisions under they have different characteristics of impulse buying.
2. Consumers who missed sales,when face the additional products will reduce the purchase delay. Consumers who do not missed sales, when face the additional products will increase the purchase delay.
3. Missing sales under Purchase of high involvement, when face the additional products will increase the purchase delay. Missing sales under purchase of low involvement, when face the additional products will reduce the purchase delay.
4. Missing sales under price promotion , when face the additional products will reduce the purchase delay. Missing sales under non-price promotion , when face the additional products will increase the purchase delay.
5. After missing promotion scarcity of goods, if faced with two choices, the new choice of the ratio of the majority
關鍵字(中) ★ 錯過銷售
★ 遺憾
★ 延遲購買
★ 衝動性購買行為
★ 促銷方式
★ 稀少性
關鍵字(英) ★ missed sales
★ regret
★ purchase delay
★ impulse buying behavior
★ sales promotion
★ scarcity
論文目次 中文摘要 I
論文摘要: I
ABSTRACT II
誌謝 III
目錄 IV
表目錄 VI
圖目錄 VII
第一章 緒論 1
第一節 研究背景與動機 1
第二節 研究目的 3
第三節 研究流程 4
第二章 文獻探討 6
第一節 遺憾(Regret) 6
第二節 延遲購買(Purchase delay) 9
第三節 衝動性購買行為(Impulsive Buying Behavior) 12
第四節 購買涉入 17
第五節 促銷方式 21
第六節 稀少性(Scarcity) 25
第三章 研究假說與方法 26
第一節 研究架構 26
第二節 研究假說 28
第三節 研究設計 33
第四章 研究分析 42
第一節 資料分析方法 42
第二節 樣本分佈 43
第三節 假說驗證 44
第五章 結論與建議 78
第一節 研究結論 78
第二節 管理意涵 81
第三節 研究限制與後續研究發展 82
參考文獻 84
附錄一 88
實驗一之正式問卷 88
附錄二 93
實驗二之正式問卷 93
附錄三 100
實驗三之正式問卷 100
附錄四 105
實驗四之正式問卷 105
參考文獻 林建煌(2007),消費者行為,第二版,台北:華泰文化。
林建煌與王旭民(1996),參考價格之合理性與建構方式對消費者價格認知的影響,管理科學學報,第十三卷第二期,七月,第397-416頁。
吳明隆(2009),SPSS操作與應用-問卷統計分析實務,台北:五南。
吳統雄,態度與行為研究的效度與信度:理論、應用、反省,民意學術專刊,民
國74 年夏季號,第29-53頁。
邱皓政(2001),量化研究與統計分析,台北:五南。
陳順宇(2002),多變量分析,台北:華泰書局。
陳銘慧(2002),溝通策略、消費者衝動性特質、產品特質對衝動性消費行為之影響,國立台灣大學商學研究所碩士論文。
Arkes, Hal R., Yi-Han Kung, and Laura Hutzel (2002), “Regret,Valuation, and Inaction Inertia,” Organizational Behavior and Human Decision Processes, 83 (2), 371–85.
Bade, B., and Parkin, M.(2004), Foundations of Economics (2nd ed). USA: Pearson Addison Wesley.
Beatty, Sharon, Lynn R. Kahle, and Pamela Honer (1988), “ The Involvement-Commitment Model:Theory and Implications, ”Journal of Business Research,Vol.16(2), 149-67.
Bell, D. E. (1982), “Regret in decision making under uncertainty,” Operations Research, 30, 961.
Biswas, Abhijit and Edward A. Blair (1991), “Contextual Effects of Reference Prices in Retail Advertisements,” Journal of Marketing, 55, 3, 1.
Brock, T. C. (1968), Implication of Commodity Theory for Value Change, New York: Academic Press.
Butler, Adam and Scott Highhouse (2000), “Deciding to Sell: The Effect of Prior Inaction and Offer Source,” Journal of Economic Psychology, 21 (3), 223–32.
Campbell, Leland and William D. Diamond(1990), “Framing and Sales Promotions: The Characteristecs of A Good Deal, ”Journal of Consumer Marketing, 7(4), 25-31.
Corbin, Ruth M. (1980), “Decisions That Might Not Get Made,”in Cognitive Processes in Choice and Decision Behavior, ed. Thomas S. Wallsten, Hillsdale, NJ: Erlbaum.
Dhar, Ravi(1997),”Consumer Preference for a no-choice Option”,Journal of Consumer Research,24, 215-231.
Dodson, Joe A., Alice M. Tybout and Brian Sternthal. (1978) , “Impact of Deals and Deal Retraction on Brand Switching, ” Journal of Marketing Research, Vol.15, 72-81.
Engel, J. F. and Blackwell, R. D. (1984) , Consumer Behavior,687-690.
Fromkin, H. L.(1968), “Reinforcement and effort expenditure: Predictions of “reinforcement theory” versus predictions of dissonance theory, ” Journal of Personality and Social Psychology, 9 (4), 347-352.
Greenleaf, Eric A. and Donald R. Lehmann (1995), “Reasons for Substantial Delay in Consumer Decision Making,” Journal of Consumer Research, 22, 186–99.
Hartley, S. W. and C. James(1988), “How Sales Promotion Can Work For and Against You, ” Journal of Consumer Research, 17, 492-507
Hawkins, D. I., Best, R. J., and Coney, K. A.(2001) , Consumer Behavior:Building Marketing Strategy(8th ed). New York:McGraw-Hill.
Horsky, D.(1990), “A diffusion model incorporating product benefits, price, income, and information, ” Marketing Science, 9 (4) , 342-365.
Iyengar, Sheena S. and Mark R. Lepper (2000), “When Choice Is Demotivating: Can One Desire Too Much of a Good Thing,”Journal of Personality and Social Psychology, 79 (6),995–1006.
Kotler, Philip and Kevin L. Keller (2005), Marketing Management, Prentice Hall,12th ed.
Larrick, Richard P. and Terry L. Boles (1995), “Avoiding Regret in Decisions with Feedback: A Negotiation Example,” Organizational Behavior and Human Decision Processes, 63, 87–97.
Lichtenstein,Donald R.,Scot Burton,and Eric J. Karson(1991), “The Effect of Semantic Cues on Consumer Perceptions of Reference Price, ” Journal of Consumer Research,18 December, 380-391
Loomes, G., and Sugden, R. (1982), “Regret theory: An alternative theory of rational choice under uncertainty,” Economic Journal, 92, 805.
Luce, R. D., and Raiffa, H. (1957), Game and Decision, New York: Wiley.
Lynn, M. (1991). “Scarcity effects on value: A quantitative review of the commodity theory literature. ” Psychology and Marketing, 8(1), 43-57.
Slama Mark E. , and Armen Tashchian(1985), “Selected Socioeconomic and Demographic Characteristics Associated with Purchasing Involvement, ”Journal of Marketing, 49, 72-82
Moore, D. J. and R.W. Olshavsky,(1989), “Brand Choice and Deep Price Discounts, ” Psychology and Marketing, 6, 181-196.
Nunnally,J.C.(1978),Psychometric Theory.New York:McGraw-Hill
Rook, Dennis and Stephen J. Hoch (1985),”Consuming Impulses,”Advances in Consumer Research, 7, 23-27.
Rook,D.W.(1987), “The Buying Impulse,”Journal of Consumer Research, Vol.14, 189-199.
Saloner, G., and Shepard, A.(1995), “Adoption of technologies with network effects: An empirical examination of the adoption of teller machines, ” RAND Journal of Economics, 26 (3) , 479-501.
Savage, L. J. (1951), “The theory of statistical decision,” Journal of the American Statistical Association, 46, 55.
Sevdalis, Nick, Nigel Harvey, and Michelle Yip (2006), “Regret Triggers Inaction Inertia—but Which Regret and How?” British Journal of Social Psychology, 45 (4), 839–53.
Stern,H.(1962), “The Significance of Impulse Buying Today”, Journal of Marketing,Vol.26, 59-62.
Simonson, Itamar (1992), “The Influence of Anticipating Regret and Responsibility on Purchase Decisions,” Journal of Consumer Research, 19, 105–18.
Solomon, L. J., and Rothblum, E. D.(1984), “Academic procrastination: Frequency and cognitive-behavioral correlates, ”Journal of Counseling Psychology, 31(4) , 503-509.
Tsiros ,Michael(2009), “Releasing the Regret Lock Consumer Response to New Alternatives after a Sale,” Journal of Consumer Research, Vol. 35, 1039-1059
Tversky, Amos and Eldar Shafir (1992), “Choice under Conflict:The Dynamics of Deferred Decision,” Psychological Science,3, 358–61.
Tykocinski, Orit E. and Thane S. Pittman (1998), “The Consequences of Doing Nothing: Inaction Inertia as Avoidance of Anticipated Counterfactual Regret,” Journal of Personality and Social Psychology, 75 (3), 607–16.
Van Dijk, Eric and Marcel Zeelenberg (2005), “On the Psychology of ‘If Only’: Regret and the Comparison between Factual and Counterfactual Outcomes,” Organizational Behavior and Human Decision Processes, 97 (2), 152–60.
Wu, C., and Hsing, S. S.(2006), “Less is more: How scarcity influences consumers’ value
perceptions and purchase intents through mediating variables,”Journal of American Academy of Business, Cambridge, 9 (2) , 125-132.
Yavas,U., and E. Babakus (1995) , “Purchasing Involvement in Saudi Arabia:Measure Development and Validation, ”Journal of International Consumer Marketing, Vol,8(1), 23-41.
Zaichkowsky, J. L. (1985), “Measuring the involvement construct,” Journal of Consumer Research, 12, 341-352.
Zaichkowsky, J. L. (1986), “Conceptualizing involvement,” Journal of Advertising,15, 4-14.
Zeelenberg, Marcel (1999), “ Anticipated Regret, Expected Feedback and Behavioral Decision Making,” Journal of Behavioral Decision Making, 12,93-106.
Zeelenberg, Marcel and Rik Pieters (1999), “Comparing Service Delivery to What Might Have Been: Behavioral Responses to Regret and Disappointment,” Journal of Service Research,2, 86–97.
Zeelenberg, Marcel, Bernard A. Nijstad, Marijke van Putten, and Eric Van Dijk (2006), “Inaction Inertia, Regret, and Valuation:A Closer Look,” Organizational Behavior and Human Decision Processes, 101 (1), 89–104.
Zeelenberg, Marcel, Jane Beattie, Joop van der Plight, and Nanne K. de Vries (1996), “Consequences of Regret Aversion: Effects of Expected Feedback on Risky Decision Making,” Organizational Behavior and Human Decision Processes, 65 (2), 148–58.
指導教授 林建煌(Chien-Huang Lin) 審核日期 2010-7-23
推文 facebook   plurk   twitter   funp   google   live   udn   HD   myshare   reddit   netvibes   friend   youpush   delicious   baidu   
網路書籤 Google bookmarks   del.icio.us   hemidemi   myshare   

若有論文相關問題,請聯絡國立中央大學圖書館推廣服務組 TEL:(03)422-7151轉57407,或E-mail聯絡  - 隱私權政策聲明