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  • 學位論文

深思熟慮對妥協與吸引力效果影響之研究

The Influence of Deliberation on Compromise and Attraction Effects

指導教授 : 吳佩勳

摘要


消費者選擇領域中的研究已提出妥協效果(compromise effect)及吸引力效果(attraction effect)兩個頗為穩定的理論。妥協效果此理論是推導自損失規避(loss aversion)的原則,而吸引力效果是基於抵換對照效果(Tradeoff Contrast Effect)延伸而來,然而以往研究尚未考慮消費者的深思熟慮(deliberation)對於妥協效果及吸引力效果的影響。一般常理表明消費者會選擇更滿意的選項,其原因為當欲選擇之品項若與消費者本身有更緊密之關係時。然而,有研究顯示當消費者經過密切的考慮後,會誘發選項上的其他情感而產生不同的結果。本研究採實驗室實驗法(Laboratory Experimentation)進行,本文的實驗內容為操弄深思行為下所做的決策對於妥協效果及吸引力效果強弱之影響。本文的研究假設與結果顯示如下,實驗一經過深思過程後妥協效果將相對直覺式決策加強,研究發現經深思後對於妥協效果是有加強的,但卻在顯著性上不明顯;實驗二經過深思過程後吸引力效果將相對直覺式決策減弱,此研究發現深思過後消費者受吸引力效果有明顯減弱。

關鍵字

妥協效果 吸引力效果 深思

並列摘要


Recent research on decision-making has explored the presence of compromise and attraction effects in choices. The compromise effect is a theory derived from the principle of loss aversion while the attraction effect is an extension of the tradeoff contrast effect. However, previous research has yet to examine the influence that consumer deliberation has on the compromise and attraction effects. Common sense suggests that consumers make more satisfying decisions when the options are closely related with them. However, studies have shown that various emotions will be induced in the process of deliberation and thus result in different decisions. The research method adopted is laboratory experimentation. The purpose of the study is to determine whether the deliberation process strengthens or diminishes the compromise and attraction effects. The main conclusions are as follows. Experiment One indicates that, in contrast to intuitive decision-making, the compromise effect is indeed strengthened after the deliberation process, but the increase is not significant. Experiment Two shows that, in contrast to intuitive decision-making, the attraction effect is diminished after the process, and the decline is quite significant. The study finds that the attraction effect is significantly weakened by deliberation.

參考文獻


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