簡易檢索 / 詳目顯示

研究生: 李佳純
Chin-chun Lee
論文名稱: 不同類型消費者在買貴退差價保證下之購後行為意圖
The Post-Purchase Behavior of Different Consumer Types under Price-Matching Guarantees
指導教授: 葉明義
Ming-yih Yeh
口試委員: 吳玲玲
Ling-ling Wu
吳宗祐
Tsung-yu Wu
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: 2010
畢業學年度: 98
語文別: 中文
論文頁數: 33
中文關鍵詞: 消費疼痛感小氣鬼奢侈鬼購後搜尋意願退款意願
外文關鍵詞: pain of paying, tightwads, spendthrifts, post-purchase search intention, willingness to claim refund
相關次數: 點閱:253下載:2
分享至:
查詢本校圖書館目錄 查詢臺灣博碩士論文知識加值系統 勘誤回報
  • 雖然買貴退差價的保證(price-matching guarantees)是生活中常見的策略,也是廠商常用來吸引消費者的促銷方案之一,但在相關文獻中,有關消費者購買商品過後的行為表現之研究容易被忽略。
    本研究的兩個實驗以購後行為為基礎,討論由消費疼痛感(pain of paying)所驅使的個人差異之影響。實驗一證實,在買貴退差價的保證下,小氣鬼(tightwads)的購後搜尋意願會高於奢侈鬼(spendthrifts),且我們更進一步發現,兩類型消費者的購後搜尋意願僅在其所購買的商品為高價格水準時才有顯著差異。與差別取價(price discrimination)的概念一致地,實驗二證實,消費者在有此策略的店家消費且又發現更低售價的情況下,小氣鬼會比奢侈鬼更有意願向商家要求退款。更重要的是,當商品價格偏高時,小氣鬼的退款意願會高於奢侈鬼,但在價格偏低時,兩類型消費者的退款意願沒有顯著差異。


    Although price-matching guarantee are common in our life and these are one of the policies that retailers use to attract consumers, post-purchase behaviors has been ignored in the literature. Two experiments in this research examined the effect of individual difference in the pain of paying on post-purchase behaviors under price-matching guarantee. Experiment 1 showed that tightwads had higher post-purchase search intention than spendthrifts. Furthermore, tightwads’ search intention significantly differed from spendthrifts’ only when product price level was high. Consistent with the concept of price discrimination, experiment 2 demonstrated that tightwads had higher willingness to claim refund than spendthrifts when they found a lower price after they had purchased products at a store with price-matching guarantee. The article concludes by discussing the theoretical implications of the findings and suggesting directions for future research.

    中文摘要 I 英文摘要 II 誌謝 III 目錄 IV 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 第二章 文獻回顧 5 第一節 在買貴退差價保證下購後搜尋意願的變化 5 第二節 在買貴退差價保證下退款意願的波動 10 第三章 實驗一: 消費者類型與商品價格水準對購後搜尋意願之影響 13 第一節 研究架構與假說 13 第二節 研究設計 13 第三節 研究結果與分析 14 第四節 討論 16 第四章 實驗二: 消費者類型與商品價格水準對退款意願之影響 18 第一節 研究架構與假說 18 第二節 研究設計 18 第三節 研究結果與分析 19 第四節 討論 21 第五章 結論與建議 23 第一節 研究貢獻 23 第二節 管理意涵 26 第三節 未來展望 28 參考文獻 29

    Arbatskaya, Maria (2001), “Can Low-Price Guarantees Deter Entry?” International Journal of Industrial Organization, 19 (November), 1387-1406.
    Arbatskaya, Maria, Morten Hviid, and Greg Shaffer (2004), “On the Incidence and Variety of Low-Price Guarantees: A Case Study,” Journal of Law Economics, 47 (April), 307-332.
    Bell, David R. and James M. Lattin (1998), “Shopping Behavior and Consumer Preference for Store Price Format: Why ‘Large Basket’ Shopper Prefer EDLP,” Marketing Science, 17 (1), 66-88.
    Becker, Selwyn W., Joshua Ronen, and George H. Sorter (1974), “Opportunity Costs-an Experimental Approach,” Journal of Accounting Research, 12 (2), 317-329.
    Biswas, Abhijit, Chris Pullig, Mehmet I. Yagci, and Dwane H. Dean (2002), “Consumer Evaluation of Low Price Guarantees: The Moderating Role of Reference Price and Store Image,” Journal of Consumer Psychology, 12 (2), 107-118.
    Campbell, Margaret C. (2007), “‘Says Who?!’ How the Source of Price Information and Affect Influence Perceived Price (Un)fairness,” Journal of Marketing Research, 44 (May), 261-271.
    Chatterjee, Subimal, Timothy B. Heath, and Suman Basuroy (2003), “Failing to Suspect to Collusion in Price-Matching Guarantees: Consumer Limitations in Game-Theoretic Reasoning,” Journal of Consumer Psychology, 13 (3), 255-267.
    Chernev, Alexander (2004), “Goal Orientation and Consumer Preference for the Status Quo,” Journal of Consumer Research, 13 (December), 557-565.
    Corts, Kenneth S. (1996), “On the Competitive Effects of Price-Matching Policies,” International Journal of Industrial Organization, 15 (February), 283-299.
    Cooper, Thomas E. (1986), “Most-Favored-Customer Pricing and Tacit Collusion,” RAND Journal of Economics, 17 (Autumn), 377-388.
    Dutta, Sujay and Abhijit Biswas (2005), “Effects of Price Guarantees on Consumer Post-Purchase Search Intention: The Moderating Roles of Value Consciousness and Penalty Level,” Journal of Retailing, 81 (4), 283-291.
    Frederick, Shane, Nathan Novemsky, Jing Wang, Ravi Dhar, and Stephen Nowlis (2009), “Neglect of Opportunity Costs,” Journal of Consumer Research, 36 (December), 553-651.
    Higgins, E. Tory (1997), “Beyond Pleasure and Pain,” American Psychologist, 52(12), 1280-1300.
    Hviid, Morten and Greg Shaffer (1999), “Hassle costs: The Achilles Heel of Price-Matching Guarantees,” Journal of Economics and Management Strategy, 8 (4), 489-521.
    Inman, J. Jeffrey, Anil C. Peter, and Priya Raghubir (1997), “Framing the Deal: The Role of Restrictions in Accentuating Deal Value,” Journal of Consumer Research, 24 (June), 68-79.
    Inman, J. Jeffrey, Leigh McAlister, and Wayne D. Hoyer (1990), “Promotion Signal: Proxy for a Price Cut?” Journal of Consumer Research, 17 (June), 74-81.
    Jain, Sanjay and Joydeep Srivastava (2000), “An Experimental and Theoretical Analysis of Price-Matching Refund Policies,” Journal of Marketing Research, 37 (August), 351-362.
    Keller, Punma A. (2006), “Regulatory Focus and Efficacy of Health Messages,” Journal of Consumer Research, 33 (June), 109-114.
    Knutson, Brian, Scott Rick, G. Elliott Wimmer, Drazen Prelec, and George Loewenstein (2007), “Neural Predictors of Purchases,” Neuron, 53 (January), 147-156.
    Kukar-Kinney, Monika and Dhruv Grewal (2006), “Consumer Willingness to Claim a Price-Matching Refund: A Look into the Process,” Journal of Business Research, 59 (1), 11-18.
    Kukar-Kinney, Monika and Rockney G. Walters (2003), “Consumer Perceptions of Refund Depth and Competitive Scope in Price-Matching Guarantees: Effects on Store Patronage,” Journal of Retailing, 79 (February), 153-160.
    Kukar-Kinney, Monika, Rockney G. Walters, and Scott B. Mackenzie (2007), “Consumer Respones to Characteristics of Price-matching guarantees: The Moderating Role of Price Consciousness,” Journal of Retailing, 83 (February), 211-221.
    Lal, Rajiv, and Ram Rao (1997), “Supermarket Competition: The Case of Every Day Low Pricing,” Marketing Science, 16 (1), 60-80.
    Lurie, Nichloas H. and Joydeep Srivastava (2005), “Price-Matching Guarantees and Consumer Evaluations of Price Information,” Journal of Consumer Psychology, 15 (2), 149-158.
    McWilliams, Burce and Eitan Gerstner (2006), “Offering Low Price Guarantees to Improve Customer Retention,” Journal of Retailing, 82 (2), 105-113.
    Pham, Mikchel Tuan and Tamar Avnet (2004), “Ideals and Oughts and the Reliance on Affect versus Substance in Persuasion,” Journal of Consumer Research, 30 (March), 503-518.
    Png, Ivan P. L. and David Hirshleifer (1987), “Price Discrimination through Offers to Match Prices,” Journal of Business, 60 (July), 365-383.
    Prelec, Drazen and George Loewenstein (1998), “The Red and the Black: Mental Accounting of Saving and Debt,” Marketing Science, 17 (1), 4-28.
    Rick, Scott I., Cynthia E. Cryder, and George Loewenstein (2008), “Tightwads and Spendthrifts,” Journal of Consumer Research, 34 (April), 767-782.
    Rick, Scott, Deborah Small, and Eli Finkel (in press), “Fatal (Fiscal) Attraction: Spendthrifts and Tightwads in Marriage, ” Journal of Marketing Research.
    Salop, Steven C. (1986), “Practices That (Credibly) Facilitate Oligopoly Coordination,” in New Developments in the Analysis of Market Structure, ed. Joseph E. Stiglitz and Frank Mathewson, Cambridge, MA: MIT Press, 265-290.
    Shaffer, Greg and John Zhang (2000), “Pay to Switch or Pay to Stay: Preference-Based Price Discrimination with Switching Costs,” Journal of Economics and Management Strategy, 9 (3), 397-424.
    Sivakumar, K and Robert E. Wiegand (1996), “Price-Match Guarantees: Rationale, Implementation, and Consumer Response, Price Strategy,” Pricing Strategy and Practice, 4 (4), 4-13.
    Srivastava, Joydeep and Nicholas Lurie (2001), “A Consumer Perspective on Price-Matching Refund Policies: Effect of Price Perceptions and Search Behavior,” Journal of Consumer Research, 28 (September), 296-307.
    Srivastava, Joydeep and Nicholas H. Lurie (2004), “Price-Matching Guarantees as Signals of Low Store Prices: Survey and Experimental Evidence,” Journal of Retailing, 80 (June), 117-128.
    Wansink, Brian, Robert J. Kent, and Stephen J. Hoch (1998), “An Anchoring and Adjustment Model of Purchase Quantity Decisions,” Journal of Marketing Research, 35 (February), 71-81.
    Yi, Youjae (1990), “Cognitive and Affective Priming Effects of the Context for Print Advertisements,” Journal of Advertising, 19 (2), 40-48.
    Zhang, Z. John (1995), “Price-Matching Policy and the Principle of Minimum Differentiation,” Journal of Industrial Economics, 43 (3), 287-299.

    QR CODE