2025年6月23日 周一
Influence of product category and perceived risk on consumer choice about same and different attributes
CSTR:
Author:
  • Article
  • | |
  • Metrics
  • |
  • Reference [33]
  • |
  • Related [20]
  • |
  • Cited by [0]
  • | |
  • Comments
    Abstract:

    Previous research about context effect found that consumer choice behavior under the same choice set with same and different attributes is completely opposite, which left unresolved conflict for consumer choice research about it. The study puts the perceived risk and product category into integrated research framework through situational simulation experiment, in order to study consumer choice behavior about same and different attributes from the aspects of perception, risk aversion and utility integrally. It is revealed that consumer choice of products with convergence feature at high perceived risk is significantly more than that of the lower perceived risk, and it is just opposite to that at the lower perceived risk. At the same time, the perceived risk and product category have an interaction with consumer choice, in the case of consumer choice of utilitarian products at high perceived risk, consumers tend to choose products with convergence feature; For the hedonic products at lower perceived risk, consumers prefer to make divergent choices; The difference is not significant in the other cases. The research conclusion bridges the contradiction between feature convergence effect and perceptual focus effect, and it provides an important reference for the choice of the same and different strategies of the enterprises.

    Reference
    [1] TORELLI C J.Individuality or conformity? The effect of independent and interdependent self-concepts on public judgments[J].Journal of Consumer Psychology,2006,16(3):240-248.
    [2] DHAR R,SIMONSON I.The effect of forced choice on choice[J].Journal of Marketing Research,2003,40(2):146-160.
    [3] CHUANG S C,CHENG Y H,HSU C T.The influence of suggestions of reference groups in the compromise effect[J].Journal of Economic Psychology,2012,33(3):554-565.
    [4] HEDGCOCK W,RAO A R.Trade-off aversion as an explanation for the attraction effect:A functional magnetic resonance imaging study[J].Journal of Marketing Research,2009,46(1):1-13.
    [5] HUBER J,MCCANN J.The impact of inferential beliefs on product evaluations[J].Journal of Marketing Research,1982,19(3):324-333.
    [6] 孙洪杰,周庭锐.基于情境线索的属性趋同效应研究[J].南开管理评论,2012,15(4):48-54.
    [7] HAMILTON R,HONG J,CHERNEV A.Perceptual focus effects in choice[J].Journal of Consumer Research,2007,34(2):187-199.
    [8] NAGPAL A,KHARE A,CHOWDHURY T,PANDIT A.The role of common features in decision conflict resolution[J].Advances in Consumer Research,2009,36:977-978.
    [9] CHERNEV A.Context effects without a context:Attribute balance as a reason for choice[J].Journal of Consumer Research,2005,32(2):213-223.
    [10] TVERSKY A.Features of similarity[J].Psychological Review,1977,84(4):327-352.
    [11] HOUSTON D A,SHERMAN S J.Cancellation and focus:The role of shared and unique features in the choice process[J].Journal of Experimental Social Psychology,1995,31(4):357-378.
    [12] DHAR R,SHERMAN S J.The effect of common and unique features in consumer choice[J].Journal of Consumer Research,1996,23(3):193-203.
    [13] FEATHERMAN M S,PAVLOU P A.Predicting E-services adoption:A perceived risk facets perspective[J].International Journal of Human-Computer Studies,2003,59(4):451-474.
    [14] GREENLEAF E A,LEHMANN D R.Reasons for substantial delay in consumer decision making[J].Journal of Consumer Research,1995,22(2):186-199.
    [15] 孙曙迎,徐青.消费者网上信息搜寻努力影响因素的实证研究[J].重庆大学学报(社会科学版),2007,13(2):32-37.
    [16] GUNASTI K,ROSS Jr.W T.How inferences about missing attributes decrease the tendency to defer choice and increase purchase probability[J].Journal of Consumer Research,2009,35(5):823-837.
    [17] 李东进.消费者搜寻信息努力与影响因素的实证研究——以广告媒体为中心[J].南开管理评论,2000,3(4):52-59.
    [18] ZEITHAML V A.Consumer perceptions of price,quality,and value:A means-end model and synthesis of evidence[J].Journal of Marketing,1988,52(3):2-22.
    [19] WERNERFELT B.A rational reconstruction of the compromise effect:Using market data to infer utilities[J].Journal of Consumer Research,1995,21(4):627-633.
    [20] LOWENGART O,TRACTINSKY N.Differential effects of product category on shoppers' selection of web-based stores:A probabilistic modeling approach[J].Journal of Electronic Commerce Research,2001,2(4):142-156.
    [21] DHAR R,WERTENBROCH K.Consumer choice between hedonic and utilitarian goods[J].Journal of Marketing Research,2000,37(1):60-71.
    [22] VOSS K E,SPANGENBERG E R,GROHMANN B.Measuring the hedonic and utilitarian dimensions of consumer attitude[J].Journal of Marketing Research,2003,40(3):310-320.
    [23] OKADA E M.Justification effects on consumer choice of hedonic and utilitarian goods[J].Journal of Marketing Research,2005,XLⅡ(1):43-53.
    [24] HIRSCHMAN E C,HOLBROOK M B.Hedonic consumption:Emerging concepts,methods and propositions[J].Journal of Marketing,1982,46(3):92-101.
    [25] STRAHILEVITZ M,MYERS J G.Donations to charity as purchase incentives:How well they work may depend on what you are trying to sell[J].Journal of Consumer Research,1998,24(4):434-446.
    [26] MANO H,OLIVER R L.Assessing the dimensionality and structure of the consumption experience:Evaluation,feeling,and satisfaction[J].Journal of Consumer Research,1993,20(3):451-466.
    [27] BABIN B J,DARDEN W R,GRIFFIN M.Work and/or fun:Measuring hedonic and utilitarian shopping value[J].Journal of Consumer Research,1994,26(4):644-656.
    [28] 代祺,周庭锐,胡培.情境视角下从众与反从众消费行为研究[J].管理科学,2007,20(4):38-47.
    [29] CAMPBELL M C,GOODSTEIN R C.The moderating effect of perceived risk on consumers' evaluations of product incongruity:Preference for the norm[J].Journal of Consumer Research,2001,28(3):439-449.
    [30] BRONIARCZYK S M,ALBA J W.The role of consumers' intuitions in inference making[J].Journal of Consumer Research,1994,21(3):393-407.
    [31] DOWLING G R,STAELIN R.A model of perceived risk and intended risk-handling activity[J].Journal of Consumer Research,1994,21(1):119-134.
    [32] BITNER M J.Evaluating service encounters:The effects of physical surroundings and employee response[J].Journal of Marketing,1990,54(2):69-82.
    [33] 童璐琼.金钱与时间概念对消费者享乐品和实用品选择的影响研究[D].北京:清华大学,2011.
    Comments
    Comments
    分享到微博
    Submit
Get Citation

高敏,孙洪杰.产品类型和感知风险对消费者属性同异选择的影响研究[J].重庆大学学报社会科学版,2017,23(1):51~60

Copy
Share
Article Metrics
  • Abstract:1140
  • PDF: 1214
  • HTML: 736
  • Cited by: 0
History
  • Received:September 25,2016
  • Online: January 21,2017
Article QR Code