共查询到18条相似文献,搜索用时 781 毫秒
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基于自我决定理论,本研究考察了体验购买与实物购买这两种购买方式与个体享乐幸福感和意义幸福感的关系,并探索了个体的关系需要满足在其中的中介作用。采用回忆范式启动不同购买经历之后,被试依次完成关系需要满足问卷、享乐幸福感与意义幸福感量表。结果显示,体验购买组的享乐幸福感和意义幸福感都显著高于实物购买组;关系需要满足程度在购买类型与享乐幸福感、意义幸福感的关系间分别起到中介作用,这表明购买类型通过满足个体的关系需要进而提升其享乐幸福感和意义幸福感水平。 相似文献
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消费者的权力感与冲动购买 总被引:1,自引:0,他引:1
本文探究消费者的权力感对冲动购买的影响。通过3组实验研究发现,权力感影响人们对不同类型产品的冲动购买意愿,其机制在于高(低)权力感的人面对实用品(享乐品)有更高的信息加工流畅性;进一步,当高权力感的人具有享乐目标时,他们反而在享乐品上表现出更高的冲动购买意愿。最后,本文就研究结果的理论贡献及管理启示进行了探讨,并提出了本研究的局限性和未来研究的方向。 相似文献
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体验活动对冲动性购买行为的影响:情感反应视角 总被引:1,自引:0,他引:1
冲动性购买在商场和超市的零售中占有相当的比例,本研究以旅游者和旅游购物为实证研究对象,在323份调查问卷的基础上,采用方差分析和回归分析的方法探讨了体验活动对冲动性购买行为的影响及其情感反应机制。结果表明:在激发消费者冲动性购买行为方面,顾客参与的效果最好,其次是顾客学习,再次是顾客娱乐;顾客参与会导致更多的快乐的情感反应,而快乐的情感反应对冲动性购买意愿的影响最为显著;顾客学习会导致更多的支配的情感反应,而支配的情感反应对冲动性购买意愿的影响较为显著。 相似文献
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本研究基于解释水平理论视角,检验了消费者在群体购买情境中的冲动性购买行为.研究1采用2(解释水平:高vs.低)×2(自我建构:独立vs.互依)组间因子设计,用来检验解释水平是否调节自我建构类型对冲动性购买的影响;研究2采用2(解释水平:高vs.低)×2(认知模式:感知vs.模拟)组间因子设计,检验认知模式和解释水平对冲动性购买的联合影响.实验结果表明:群体购买情境下,消费者自我建构类别不同,冲动性购买意愿也不同,且受到解释水平的调节影响;群体购买情境下,消费者对他人认知模式的不同,对自身冲动性购买的影响也不同,解释水平在其中也起到了调节作用. 相似文献
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为了克服网络虚拟性的影响,网络商铺往往通过提升网站临场感以弥补购物体验不足的问题。那么,网站临场感是否会对女性消费者这一细分群体产生影响呢?本研究从网站临场感的视角出发,以女大学生为研究对象、服装网站为实验材料,采用实验法研究了网站临场感对女性网络购买意愿的影响及其发生机制。研究发现:网站临场感对女性网络购买意愿具有显著的正向影响;网站临场感可以通过风险感知和沉醉感的中介作用对女性网络购买意愿产生影响,且该中介作用包含了三条路径,即风险感知的中介作用、沉醉感的中介作用以及风险感知和沉醉感的链式中介作用。 相似文献
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网络环境下第三方评论对冲动购买意愿的影响机制:以产品类别和评论员级别为调节变量 总被引:1,自引:0,他引:1
采用问卷调查和实验研究的方法, 构建了以情感为中介的第三方正面评论与网络消费者冲动购买意愿的关系模型, 并检验了产品类别和评论员级别对该模型的调节效应。研究结果表明:第三方评论的好评度、好评数、时效性直接正向影响冲动购买意愿; 好评度以快乐和唤起情感为中介、好评数以快乐情感为中介间接正向影响冲动购买意愿; 消费者购买低涉入度(VS:高涉入度)产品和阅读高级(VS:初级)评论员发布的评论时, 第三方正面评论对冲动购买意愿的影响更强。 相似文献
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采用问卷与实验相结合的方法,以112名大学生为被试,考察价格框架对不同认知闭合需要者在线购物时对动态定价策略下的价格感知与购买意愿的影响。结果发现:(1)相比非动态价格,动态价格条件下消费者感知价格公平感、购买意愿都较低;(2)在打折框架下,高认知闭合需要者对采取动态价格在线购物网站的感知信任显著好于非动态价格,而低认知闭合需要者则相反,说明消费者的价格感知受这三个变量的综合影响;(3)在降价框架下,认知闭合需要与动态价格的交互作用不显著,意味着在线消费者的购买意愿可能受到更多其它因素制约。 相似文献
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口碑追加形式对购买意向的影响:口碑方向的调节作用 总被引:1,自引:0,他引:1
网络购物越来越成为大众钟爱的购物方式,而网络口碑在网络购物中发挥着重要的作用,是消费者作出决策需要参考的重要因素。本研究以151名大学生为研究对象,通过实验操纵产品网络口碑,探讨不同追加形式(不追加、追加一致和追加不一致)和口碑方向(正向、负向)对购买意向的影响。结果表明:口碑方向调节追加形式对消费者购买意向的影响。正向口碑组中,不追加和追加一致组购买意向显著高于追加不一致组;负向口碑组中,不追加组,追加一致组和追加不一致组没有显著性差异。研究还发现了有中介的调节作用模型,满意度存在部分中介作用。本文最后对商家如何管理追加口碑进行了讨论。 相似文献
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社会排斥会导致许多消极影响,人们会尝试通过各种策略对此进行缓解,而消费是其中重要的一种应对方式。本文通过3个实验考察了社会排斥和消费选择偏向(体验性消费vs.实物性消费)的关系,同时探讨了怀旧的调节作用和社会联结的中介作用。结果发现,社会排斥可以提高消费者对体验性消费的偏好,怀旧调节了社会排斥与体验性消费偏向的关系,并通过社会联结的中介作用进一步缓冲了社会排斥对消费选择偏向的影响。 相似文献
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Wilson Bastos 《Journal of Consumer Psychology》2019,29(4):584-600
Seven studies test and support the prediction that consumers are more willing to accept a price increase for an experiential versus a material purchase; an effect explained by the greater uniqueness of experiences. Critically, the uniqueness model advanced here is found to be independent of the happiness consumers derive from the purchase. To gain a deeper understanding of the uniqueness mechanism, this investigation then advances and tests a four‐facet framework of uniqueness (unique opportunity, unique purchase, unique identity, and counterconformity). Together, the findings converge on the conclusion that consumers perceive the opportunity to have a particular experience (vs. object) as more unique, and this unique opportunity increases their willingness to accept a price increase. Overall, this work extends the experiential versus material purchases literature into a new domain—that of pricing; identifies the dimension—uniqueness—and its precise facet responsible for the effect—unique opportunity; and demonstrates that this model unfolds in a pattern distinct from the oft researched model centered on consumer happiness. Theoretical and practical implications are discussed. 相似文献
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Impact of material vs. experiential purchase types on happiness: The moderating role of self‐discrepancy
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Ying Yu Fengjie Jing Chen Ting Su Nan Zhou Bang Nguyen 《Journal of Consumer Behaviour》2016,15(6):571-579
Most literature suggests that consumers are happier when they spend their money on experience, rather than material purchases, on the premise that consumers may evaluate material possessions largely on the basis of their functional utility and ability to fulfill basic human needs; experiential consumption reportedly fulfills mainly psychological needs. The present research addresses material purchases that fulfill not only functional but also psychological needs (e.g., status purchase). The results reveal that consumers with high self‐discrepancy are more apt to derive happiness from material status purchases than those with low self‐discrepancy (Experiments 1 and 2); this effect is mediated by the motives for goal pursuit (Experiment 3), as triggered by the desire to narrow the gap between the actual self and an ideal self. Copyright © 2016 John Wiley & Sons, Ltd. 相似文献
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This research explores the adoption of the Web throughout the buying process within high‐value, high‐involvement product categories (the car sector). Diffusion of innovations (Rogers, 1983) and innovation resistance Ram and Sheth (1989) theories are utilised and found to be useful. The research is exploratory, based on eight qualitative, semi‐structured individual interviews with potential car buyers. Findings indicate that there is resistance to adopting online car purchase overall, but relative advantage is recognised at the early, information seeking stages. Consumers use the Web to improve the balance of power between themselves and car salespeople. Innovation resistance during later stages, result from the need for personal experience of the product prior to purchase, ie test driving, as well as the uncertainty regarding after‐sales support. Further resistance comes from a reluctance to give up the social aspects of car buying and a perceived inability to negotiate with websites. It is suggested that organisations operating in these markets should focus Web activities on information provision, or opt for a hybrid strategy using both online and offline channels. Copyright © 2002 Henry Stewart Publications. 相似文献
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Previous research has established that experiential purchases tend to yield greater enduring satisfaction than material purchases. The present work suggests that this difference in satisfaction is paralleled by a tendency for material and experiential purchases to differ in the types of regrets they elicit. In 5 studies, we find that people's material purchase decisions are more likely to generate regrets of action (buyer's remorse) and their experiential purchase decisions are more likely to lead to regrets of inaction (missed opportunities). These results were not attributable to differences in the desirability of or satisfaction provided by the two purchase types. Demonstrating the robustness of this effect, we found that focusing participants on the material versus experiential properties of the very same purchase was enough to shift its dominant type of regret. This pattern of regret is driven by the tendency for experiences to be seen as more singular--less interchangeable--than material purchases; interchangeable goods tend to yield regrets of action, whereas singular goods tend to yield regrets of inaction. 相似文献
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The current study examined the moderating impact of materialism on the relationship between discretionary activities (creative activities, experiential purchases, and material purchases) and happiness. It was hypothesized that materialistic persons would associate more happiness with discretionary material purchases and that persons lower in materialism would associate other types of discretionary activity (experiential purchases and creative activity) with happiness. Participants were randomly assigned to recall a recent material purchase, experiential purchase, or creative activity. Subsequently, participants reported the amount of happiness and self-relevance associated with the event and then completed a measure of materialism. As predicted, materialists associated happiness with material purchases and than non-materialists. 相似文献
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《The journal of positive psychology》2013,8(6):511-522
Once basic needs are satisfied, the relation between income and subjective well-being is small, and materialism leads to diminished well-being. This study attempts to determine: (1) whether experiential purchases, as opposed to materialistic purchases, are likely to increase well-being and (2) whether these increases are likely to be due to increased satisfaction of psychological needs and/or decreased social comparison. Participants indicated that experiential purchases represented money better spent, brought more happiness to themselves, and brought more happiness to others. Path models demonstrated that experiential purchases had an indirect effect on one's well-being through two independent paths: (1) increased relatedness, which then led to increased vitality, and (2) decreased social comparison. Discussion focuses on why vitality and social comparison affect well-being. 相似文献