消费者网上购物决策模型分析

首先回顾了消费者传统购物决策模型,消费者网上购物行为及其决策类型,探讨了传统购物决策模型与网上购物决策模型的区别和联系,并在目前存在的三种传统购物决策模型和四种网上购物决策模型的基础上,根据我国电子商务发展情况,提出综合的购物决策模型,对网上购物决策过程今后的研究方向作出了预测与建议     

品牌熟悉度、参照群体和任务时间对购买决策的影响

研究通过情景模拟实验,考察品牌熟悉度、参照群体和任务时间与购买决策的关系。研究结果发现:(1)品牌熟悉度影响购买决策,高品牌熟悉度下做出购买的决策显著多于低品牌熟悉度。(2)品牌熟悉度对参照群体影响消费者购买决策具有调节作用。(3)任务时间限制不影响购买决策。研究表明,消费者在购买决策中存在品牌熟悉度效应和参照群体效应,消费者所接触品牌的熟悉度越高,消费者越倾向作出购买的决策;与陌生人相比,消费者更容易受好朋友的影响而作出购买的决策;消费者在购买决策中,可能存在时间感知偏差。     

移动购物更快吗?决策场景与思维模式的相容性

既有文献对消费者延迟选择影响因素的研究, 主要集中于决策复杂度、决策者特质或情绪, 少有对决策场景进行深入探讨。互联网购物时代, PC端与手机端已成为重要的消费场景。针对手机端是否会加快消费者决策过程的问题目前也存在不一致的结论。本文引入决策双系统理论, 力图解释以往看似冲突的结论。消费者的购买决策模式, 不仅会受到决策任务(产品价格)的影响, 还会受到决策场景(购买终端)影响。当场景与决策任务使消费者启动的思维模式相一致时, 会提升决策流畅度, 降低延迟选择。本文发现, 移动端(PC端)与低(高)价格产品更容易激发相容的经验性(理性)思维, 降低延迟选择倾向。反之, 则会同时启动两种相左的决策思维, 增加延迟选择倾向。本文从场景启动与价格启动视角, 将以往消费者单一的决策思维模式, 拓展到多因素启动的思维模式相容性问题; 同时本文通过探究延迟选择问题, 对价格策略与场景化营销带来启示。     

口碑追加形式对购买意向的影响:口碑方向的调节作用

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。     

时间与金钱概念对消费者购买决策的不同影响及其心理机制

时间与金钱是影响人们消费行为决策的两种不同的重要资源。消费者在进行产品购买时, 常常会受到商家广告语和购物环境中所隐含的时间或金钱概念的影响, 从而做出不同的决策。具体而言, 时间与金钱概念会对消费者的购前决策、购中决策及购后决策三个方面产生不同的影响。从双加工理论的角度来看, 产生这种不同影响背后的心理机制在于时间与金钱概念启动了个体不同的认知加工方式和思维定势, 进而影响了消费者不同的购买决策。未来的研究方向有：(1)细化时间和金钱概念启动对消费者购买决策的不同影响; (2)考虑时间与金钱的权衡对购买决策的影响; (3)进一步探究时间和金钱概念的激活对购前决策的不同影响; (4)探讨时间概念与金钱概念对购买决策不同影响的神经机制。     

不同促销方式对产品购买决策的影响—— 基于解释水平理论视角的研究

赠品促销与价格促销对消费者购买决策的影响研究结果尚存在分歧。根据解释水平理论, 通过三个实验探究了赠品促销产品组合与价格促销产品组合在不同任务类型、不同时间距离条件下的促销效果差异。结果表明：(1)不同时间距离下, 消费者对促销产品决策存在差异。赠品促销方式在近期将来购物场景下的促销效果比在远期将来购物场景下的促销效果更好; 价格促销方式在远期将来购物场景下的促销效果比在近期将来购物场景下的促销效果更好。价格支付意愿任务下, 消费者对远期将来场景下促销产品的感知价值比近期将来购物场景下促销产品的感知价值高; 购买可行性任务下, 消费者对近期将来购物场景下促销产品的感知价值比远期将来购物场景下促销产品的感知价值高。(2)时间距离对促销方式与任务类型的表征水平匹配关系有增强、扩大作用。购买可行性任务下, 与远期将来时间相比, 消费者更倾向于在近期将来时间条件下选择赠品促销产品组合。价格支付意愿任务下, 与近期将来时间相比, 消费者更倾向于在远期将来时间条件下选择价格促销产品组合。     

关于电子商务网页设计的人机工程学思考

1 引言电子商务(e-commerce)这一概念是Livermore于20世纪80年代末首先提出的。随着互联网技术的迅速发展.电子商务逐渐渗透到现代商业的各个领域。电子商务有多种类型,其中最为常见的是在互联网上建立虚拟商场,为人们提供一种新的购物方式。由于互联网这种媒体的特殊性,网上购物和传统的购物方式在许多方面有很大差别。根据Renaud(2001)等人的研究,人们在网上购物的过程可以分为两个阶段:首先是观察与查找当前这个网站提供什么商品,并对它们进行比较,决定是否购买;然后是付     

消费者购买决定与前额叶脑活动的不对称性——来自EEG的证据

摘要：目前营销科学界对消费者购买决策阶段的神经运作机制仍然缺乏准确的理解,本研究探索了大脑前额叶不对称性是否与消费者购买决策有关。采用田野实验方法,21名受试者在真实的在线购物中,分别对自己购物车里5件物品做出真实的购买决策,他们的EEG脑电图被完整记录了下来,共观察到104次购买决策过程。结果表明,在产品页面观看过程中,受试者的gamma频带前额叶不对称,与随后真实购买行为显著相关。alpha、beta频带额叶不对称与购买决策无关。结果还发现与商品的售价对beta和gamma不对称指数的调节效应,且调节效果正好相反。本研究发现了消费者在购买决策过程中一种独特的EEG成分——前额叶gamma波不对称指数（PAIγ）与肯定的购买意愿和实际购买行为相关性最强。     

浅析“互联网+”时代下的网购包装设计

近年来,随着电子商务的迅猛发展,网上购物以其无时间限制、选择性多、性价比高等优势赢得了越来越多的消费者的信赖,一年一度的"双十一"更成为消费者的购物狂欢节。而随着网购平台竞争的白热化,网络购物的缺陷也越来越明显,包装设计作为商品的推销员也应该顺应时代的发展趋势,重新整合其功能特点。对"互联网+"时代下的网购包装设计进行研究探索不仅有利于提升网络企业的品牌附加值,拓展消费者购物体验,更有利于规范网购市场,优化网购行业整体发展结构。     

产品类别与网上购物决策过程的关系

产品的分类方法有很多,在网络购物环境中,应用较广的是将产品分为搜索产品、体验产品和信任产品;在传统购物环境中,应用较广的是将产品分为日用品、选购品和特殊产品。文献的研究结果表明,消费者在网上购买不同类别的产品时,网上购物决策过程中的信息搜索、网上购物意愿和偏好等行为存在着许多不同之处,文章对此进行了详细的介绍,并对今后的研究方向提出了建议     

在线评论数量和质量对网络购物意愿的影响:认知需要的调节作用

为探讨在线评论数量和质量以及认知需要对个体网络购物意愿的影响及其作用机制。以320名有网购经历的在校大学生为被试,采用2(在线评论质量:高vs.低)×2(在线评论数量:多vs.少)×2(认知需要水平:高vs.低)的实验设计。结果发现:(1)在线评论质量和数量对网络购物意愿都有着积极影响;(2)在线评论质量和数量对网络购物意愿的影响会受到认知需要的调节,即在线评论数量和质量对不同认知需要水平个体的影响不同:低认知需要个体会受到在线评论数量的影响,而高认知需要的个体则会受到在线评论质量的影响。研究结果深化了在线评论对网络购物购买决策影响的研究。     

选择集大小对网购决策态度和行为的影响

研究探讨网络购物中选择集大小对决策态度和行为的影响,以及目标确定性和产品类型对该关系的调节作用。采用2(大选择集vs.小选择集)×2(目标明确vs.目标不明确)×2(体验型产品vs.搜索型产品)的组间设计,发现大选择集组选择满意度、自信心更高,但延迟选择更多,出现态度-行为分离。目标不明确时,大选择集组延迟选择更多。     

睡眠剥夺与购物后悔：来自大规模个体层面数据的证据

睡眠剥夺正在成为人们面临的一种普遍问题,但是已有研究很少将睡眠剥夺与消费者行为联系起来。本文采用真实购物情境下的大规模消费者个体层面数据(N=1625472),通过建立计量经济学模型来研究睡眠剥夺与购物后悔的关系。结果表明,睡眠剥夺显著地增加了消费者的购物后悔倾向,具体在行为上表现为增加了商品的退货概率和加快了商品的退货速度。此外,商品的价格正向调节了睡眠剥夺对购物后悔的影响,而促销优惠金额的比例则负向调节了睡眠剥夺对购物后悔的影响。     

The Effect of Reviewer Profile Photo on Purchase Decision: Evidence from Event-Related Potentials

Although the number of studies on online reviews is growing, the impact of reviewer photo on consumer purchase decision-making has not yet been examined systematically. In particular, the underlying neural mechanisms have remained underexplored. Thus, the present study investigated whether and how reviewer photos affects consumers to make a purchase decision by using eventrelated potentials (ERPs). At the behavioral level, participants demonstrated a higher purchase rate with a shorter RT in situations with reviewer photos compared to situations without reviewer photos. Meanwhile, at the neural level, compared with situations without reviewer photos, situations with reviewer photos attracted more rapid attention resources at the early automatic processing phase, which induced a greater P2 amplitude, then mobilized more sustained attention allocation at the cognitive monitoring phase due to its evolutionary significance which elicited a more negative N2 amplitude, and finally resulted in a better evaluative categorization with higher motivational and emotional arousal due to its social presence which evoked a larger late positive potential (LPP) amplitude at the late elaborate cognitive processing phase. Those results illuminated the neural pathway of purchase decision-making when consumers were exposed in different conditions of reviewer photo. Moreover, the current study provided evidence for the underlying influence of reviewer photo on purchase decision-making in online shopping.     

Click it,and increase hedonic consumption ratio: How does online shopping improve the long-term subjective well-being of consumers?

In the past few decades, consumers across the globe have become heavily reliant on e-commerce to purchase almost everything, from essential goods to hedonic goods. The prevalence of online shopping has significantly improved the consumption process and, by meeting consumers' needs, likely affects their long-term subjective well-being (SWB). Using individual-level data from the 2018 China Family Panel Studies, this study shows that online shopping enhances the long-term SWB of consumers by increasing their proportion of hedonic consumption. Consumer income can moderate the effect of online shopping on the long-term SWB of consumers, such that high consumer income can weaken this effect. In addition, the effect of online shopping on long-term SWB is stronger for rural consumers than for urban consumers. The authors close with a discussion of the implications of this study's findings for academics and policy makers.     

Developing trends in showrooming,webrooming, and omnichannel shopping behaviors: Performance analysis,conceptual mapping,and future directions

In an omnichannel era, businesses and marketers need insights into the dynamics of customer shopping behaviors, particularly the interplay between omnichannel, showrooming, and webrooming behaviors. This study investigates the evolution and trends of the research and channel shopping behaviors (RCSB) domain, spanning from 1998 to 2022, including the Covid-19 era. The study performed a bibliometric review of 500 papers in the Scopus database. The performance analysis reveals an annual growth rate of nearly 16%, with average citations per document of 44, indicating sustained and growing research interest. Science mapping revealed five distinct cluster themes, including showrooming and webrooming in multi- and omni-channel contexts; consumer behavior in online retail and shopping; customer satisfaction and trust in multi-channel retailing; mobile commerce in a multi-channel environment; and the interplay between online shopping, channel choice, and supply chain management. Furthermore, topics, such as showrooming, e-commerce, retailing, and omnichannel retailing, remain popular before and during the pandemic, as seen in the thematic evolution. Our examination of the thematic maps revealed various topics that gained significance during the pandemic, such as multichannel, channel choice, customer experience, social commerce, purchase behavior, and covid-19. Among these, the thematic maps indicate that customer experience, channel choice, multichannel, and covid-19 are emerging and basic topics. These topics can steer research directions in the RCSB domain toward examining customer experiences using digital innovations, e-commerce (including mobile and social commerce), and omnichannel strategy and management.     

调节定向视角下在线评论感知有用性的眼动研究

本研究采用2评论类型(属性型VS体验型)×2调节定向(促进VS预防)的眼动实验,深入探讨消费者对在线评论的加工过程和感知有用性的认知机理。研究发现：(1)与属性型评论相比,个体对体验型评论的认知过程更短,感知有用性却更高。(2)相对于预防定向个体而言,促进定向个体对在线评论的认知加工过程更短,感知有用性更高。(3)评论类型和调节定向的交互效用,在属性型评论情境中显著,但在体验型评论情境中不显著。研究结果揭示了评论类型和调节定向影响消费者对在线评论认知评估的作用机理。     

Household pre‐purchase practices and online grocery shopping

This paper explores household pre‐purchase practices and their mediation by information and communications technologies (ICTs), specifically online grocery shopping. Drawing on practice theory, the impacts of ICTs on household grocery shopping behavior are conceptualized, and the concept of “front‐loading” is introduced. Emerging themes generated from 31 semi‐structured interviews conducted via Skype with Turkish consumers focusing on their experiences of online grocery practices are presented. To this end, the contribution of this paper is twofold. First, an understanding of the domestication of online grocery shopping and its affect on the dynamics of household decision making, information sharing, and responsibilities of tasks before the actual act of online shopping is developed. Second, how such pre‐purchase practices undertaken by consumers act as a catalyst of change at the industry level is appraised. Copyright © 2014 John Wiley & Sons, Ltd.     

Online purchases in an Infocomm sophisticated society.

This paper presents a preliminary investigation of attitude and intention in relation to online shopping in Singapore. Singaporeans display high levels of Infocomm proficiency, the result of many intense government initiatives to transform the country into an Intelligent Community. Does this Internet embracing environment enhance attitude and intention to online shopping? This study considers the links between personal consequences, subjective norms, behavioral control, and personal innovativeness with attitude and intention among Singaporeans. It uses a model based on the Theory of Planned Behavior and makes some initial comparisons of its findings with those of existing studies. The effects of behavioral control and intention on actual purchase behavior are not investigated. Findings permit the tentative proposition that level of Infocomm knowledge impacts on attitude and intention.