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博碩士論文 etd-0709112-163639 詳細資訊
Title page for etd-0709112-163639
論文名稱
Title
消費者人格特質對妥協效果及吸引效果之影響研究
The Impact of Personality Traits on Compromise and Attraction Effects
系所名稱
Department
畢業學年期
Year, semester
語文別
Language
學位類別
Degree
頁數
Number of pages
81
研究生
Author
指導教授
Advisor
召集委員
Convenor
口試委員
Advisory Committee
口試日期
Date of Exam
2012-06-28
繳交日期
Date of Submission
2012-07-09
關鍵字
Keywords
內外控程度、獨特性需求、吸引效果、自信心、認知需求、妥協效果
locus of control, need for uniqueness, need for cognition, self-confidence, compromise effects, attraction effects
統計
Statistics
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The thesis/dissertation has been browsed 5757 times, has been downloaded 1657 times.
中文摘要
一般消費者總認為,性質相同的產品擁有越多的選擇性越好,因為選擇越多,則越容易進行比較,也越能選出最符合自己需求之產品。早期學者認為,新選項的加入不但不會增加任何已有選項的被選中的機率,反而會分走已有選項被選擇的機率;然而1982年學者卻提出,新選項的加入不但不會分散被選擇的機率,反而可將其視為一種誘餌,引導消費者改變選擇的標準,亦即,消費者是會受到「新增的選項」影響判斷結果的,這就是所謂的情境效果。而情境效果又可分為「妥協效果」與「吸引效果」,前者指目標選項因為新選項的加入,成為屬性介於各選項中間值的中間選項,因此吸引了極端趨避的消費者所選擇;後者則是因新選項以較低評價屬性進入後,反而突顯了目標選項的好,進而增加了目標選項被選中的機率。此兩種情境效果皆證明了多餘的選項並不一定能幫助消費者進行更理性的選擇,反而會影響消費者進行選擇的判斷及標準。
然而,並非所有消費者都會對這些「誘餌」有所反應,個體對其反應的強度也有所差異,本研究欲探討之問題,即為在妥協效果和吸引效果下,究竟在何種人格特質反應最劇?以及不同特質的消費者對不同的效果的反應強度大小之比較。本研究以五項人格特質-自信心、認知需求、獨特性需求、內外控程度以及自我監控程度為出發點,分析擁有不同特質的消費者在面臨商品選擇過程時,是否會受到新加入選項的影響,進而產生調整選擇標準,改變選擇結果的情況。
研究結果發現:最容易產生強烈的妥協效果之消費者為具備「低獨特性需求」特質之族群;而對吸引誘餌最為敏感者為「高認知需求」族群。另外,「高自信心」、「高認知需求」、「高獨特性需求」、「低自我監控」族群僅對吸引效果有所反應,妥協效果則無;而「低自信心」、「低認知需求」、「低獨特性需求」、「高自我監控」族群則同時受到妥協效果及吸引效果的影響。
Abstract
In order to meet our needs, consumer always believe that the more wild of selection, the better to choose the best of us. One such assumption is the regularity principle, which asserts that the addition of a new option to the choice set should not increase the probability of choosing any of the original options (Luce 1977). Clearly, both the attraction and compromise effects reflect an increase in the share of the target option after adding a third option. It implies that a new option added to a given set should take shares from existing options in proportion to their original shares.
In fact, not all of the consumers react to these "third option" in the same level, because of the different personality traits , everyone have different thoughts even they get the same message. So, we want to know the impact of personality traits on compromise and attraction effects, and the intensity of those effects.
We choose “self-confidence”, “need for cognition”, “need for uniqueness”, “locus of control”, and “self-monitoring” to test the compromise and attraction effects, and we found that people with “low need for uniqueness” had the strongest compromise effect; and with “high need for cognition” had the strongest attraction effect. In addition, “high self-confidence”, “high need for cognition”, “high need for uniqueness”, and “low self-monitoring” groups only exist attraction effect but compromise effect; “low self-confidence”, “low need for cognition”, “low need for uniqueness” and “high self-monitoring” groups react not only on attraction effect, but on compromise effect.
目次 Table of Contents
論文審定書 i
誌謝 ii
中文摘要 iii
英文摘要 iv
第一章 緒論 1
第一節 研究背景與動機 1
第二節 研究目的及問題 3
第三節 研究流程 4
第二章 文獻探討 5
第一節 妥協效果及吸引效果概論 5
第二節 同化�對比效果理論 10
第三節 人格特質概論 10
第四節 自信心 13
第五節 內外控傾向 15
第六節 認知需求 16
第七節 獨特性需求 17
第八節 自我監控 19
第三章 研究方法 21
第一節 研究變項概念型定義及衡量方式 21
第二節 實驗設計 25
第三節 資料分析步驟及方法 29
第四章 實證分析與結果 31
第一節 敘述性統計分析 31
第二節 人格特質信度分析 33
第三節 中位數分析 35
第四節 妥協效果計算 36
第五節 吸引效果計算 39
第六節 妥協及吸引效果分析 41
第七節 綜合特質比較分析 44
第八節 綜合比較分析 45
第五章 研究結論與貢獻 47
第一節 妥協效果消失原因 47
第二節 兩效果在人格特質上之差異探討 48
第三節 綜合比較結果與研究問題討論 52
第四節 理論貢獻與管理意涵 56
第五節 研究限制 57
參考文獻 58
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