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研究生: 黃聖文
Sheng-Wen Huang
論文名稱: 調節契合效果對強迫決策之影響
The Influence of Regulatory Fit Effect on Forced Choice
指導教授: 吳克振
Cou-chen Wu
口試委員: 葉明義
Ming-Yih Yeh
邢姍姍
San-san Hsing
學位類別: 碩士
Master
系所名稱: 管理學院 - 企業管理系
Department of Business Administration
論文出版年: 2007
畢業學年度: 95
語文別: 英文
論文頁數: 41
中文關鍵詞: 強迫選擇遞延決策調節焦點調節契合效果
外文關鍵詞: Forced Choice, Choice Deferral, Regulatory Focus, Regulatory Fit Effect
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  • 本研究作者嘗試去探討當人們在仔細思考而想要先不做選擇但又被迫要立刻做決定時,消費者會如何去決策。研究發現當消費者是因無法決定哪一個選擇能帶來最高的價值而想要先遞延決策,此時若強迫其決策,其將會受到調節契合效果(Regulatory Fit Effect)的影響,而較容易選擇與消費者之調節焦點(Regulatory Focus)相契合的標的物。然而對於有能力判斷出哪一個選擇可以帶來較高價值的消費者而言,他們便會傾向於按照仔細評估所有資訊後所得之結論來選擇,而較不會受到調節契合效果的影響。
    此研究之結果亦延伸了過去關於調節契合效果限制條件之研究,指出即使人們有很高的動機去仔細評估所有的資訊,只要做理性決策所需的認知資源超過了消費者的稟賦範圍,此時調節契合效果將還是會再次對人們的選擇行為產生影響。


    The research examines how consumers choose when their intention of deferral under deliberate thinking is obstructed by forced choice pressure, positing that choice pattern will differ as a function of the degree of choice uncertainty. The results of the two studies conducted show that with an uncertain order of preference toward the available alternatives, consumers will be influenced by the regulatory fit effect at the time of choice-making. However, this effect disappears when highly involved consumers can justify the highest-value alternative in the current choice set.
    These results also contribute to previous research on the boundary conditions of regulatory fit effect by proposing that even when people are motivated to engage their full processing capacities in examining all relevant information in careful thinking, the effect of regulatory fit on consumer choice behavior will still be observed if the processing capacities required for resolving a choice conflict exceed human endowment.

    CHAPTER 1: INTRODUCTION 7 CHAPTER 2: LITERATURE REVIEW AND HYPOTHESES DEVELOPMENT 10 DELIBERATE THINKING FOLLOWED BY CHOICE DEFERRAL 10 CHOICE DEFERRAL WITH DIFFERENT PREFERENCE STATUS 10 CHOICE DEFERRAL AND FORCED CHOICE 11 CHOICE STRATEGIES IN REACTING TO FORCED CHOICE 12 THE INFLUENCE OF GOALS 13 REGULATORY FIT EFFECT 14 CAPACITY LIMIT EFFECT AND HIGH-CONFLICT CHOICE 16 CHAPTER 3: STUDY 1 19 RESEARCH OBJECTIVES 19 METHOD 20 Stimuli development 20 Procedure and Measurement 21 RESULTS 23 Manipulation check 24 Hypotheses testing 24 DISCUSSION 26 CHAPTER 4: STUDY 2 28 RESEARCH OBJECTIVES AND OVERVIEW 28 METHOD 29 Stimuli development 29 Procedure 30 ANALYSIS AND RESULTS 31 Manipulation check 31 Hypotheses testing 32 DISCUSSION 34 CHAPTER 5: GENERAL DISCUSSION 35 CONCLUSION 35 THEORETICAL IMPLICATIONS 35 MANAGERIAL IMPLICATIONS 37 LIMITATION AND FUTURE RESEARCH DIRECTION 38 CHAPTER 6: REFERENCE 40

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