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研究生: 黃毓雯
Huang, Yu-Wen
論文名稱: 想像觀點對選擇困難的影響:以解釋水平為中介變數
How Imagery Perspective Affects Decision Difficulty: Construal Level as a Mediator
指導教授: 張佳榮
Chang, Chia-Jung
口試委員: 鄒蘊欣
Chou, Yun-Hsin
劉素娟
Liu, Su-Chuan
張佳榮
Chang, Chia-Jung
口試日期: 2021/09/01
學位類別: 碩士
Master
系所名稱: 全球經營與策略研究所
Graduate Institute of Global Business and Strategy
論文出版年: 2021
畢業學年度: 109
語文別: 英文
論文頁數: 78
中文關鍵詞: 選擇困難想像觀點解釋水平認知需求
英文關鍵詞: Decision Difficulty, Imagery Perspective, Construal Level, Need for Cognition
研究方法: 實驗設計法
DOI URL: http://doi.org/10.6345/NTNU202101542
論文種類: 學術論文
相關次數: 點閱:111下載:16
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  • 隨電商科技日益發展,消費者擁有更多購物選擇,同時選擇困難亦成為消費者經常面臨的情境。當消費者產生選擇困難時,將會降低其滿意度,且可能引發延後選擇甚至退貨等行為,因此如何從行銷手段上減少消費者選擇困難,是企業與行銷人員必須了解的重要課題。本研究從解釋水平的角度深入探討,設計兩個單因子受試者間實驗(第一人稱觀點;第三人稱觀點)以闡明想像觀點如何影響選擇困難, 並證實當消費者使用第三人稱觀點想像時將會引發抽象思考、較高的解釋水平,進而使其感知到較低的選擇困難;反之,第一人稱的想像觀點會降低解釋水平,導致較高的選擇困難。本研究亦探討個體差異的影響,研究結果證實認知需求對於想像觀點影響解釋水平的效果存在調節作用。此外,因應COVID-19帶來的衝擊與改變,本研究自實體購物情境延伸至線上服務的選擇情境,以更加了解後疫情時代的消費行為,並填補過往的對於線上購物行為的研究缺口。

    This research designed two experiments to investigate the mechanism of how imagery perspective influences decision difficulty, which decreases consumers’ satisfaction and commitment to their choice. Two single factor designed experiments (actor perspective versus observer perspective) suggested that imagining from the actor perspective lowers one’s construal level, and thus is perceived as enhancing decision difficulty. In comparison, those taking the observer perspective represent things at higher construal levels and have less decision difficulty. Moreover, the experimental results suggested the need for cognition to moderate the relationship between imagery perspective and construal level. The findings herein extended the physical buying situation to online consumption, providing implications for marketers to further explore consumer behavior under the impact of COVID-19.

    摘要 I Abstract II Table of Contents III List of Tables IV List of Figures V 1. Introduction 1 2. Literature Review 4 2.1. Decision Difficulty 4 2.2. Imagery Perspective 5 2.3. Construal Level 6 2.4. Imagery Perspective, Construal Level and Decision Difficulty 7 2.5. Need for Cognition 9 3. Method 11 3.1. Pilot Test 11 3.1.1. Procedure 11 3.1.2. Result and Manipulation Check 12 3.2. Experiment 1 13 3.2.1. Participants and Design 13 3.2.2. Procedure and Materials 13 3.2.3. Results 17 3.3. Experiment 2 21 3.3.1. Participants and Design 21 3.3.2. Procedure and Materials 22 3.3.3. Results 23 4. Discussion 28 4.1. Conclusion 28 4.2. Theoretical Contribution 29 4.3. Practical Contribution 30 4.4. Limitation and Future Research 32 References 34 Appendix A 39 Appendix B 49 Appendix C 59 Appendix D 69

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