商品価格に基づく購入の確実性が値引き獲得行動に与える影響
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ID | 47708 |
本文ファイル | |
別タイトル | The price-based certainty of purchase influences consumer behavior for discount
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著者 |
在原 克彦
古屋 健
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キーワード | certainty of purchase
prospect theory
decision making
consumer behavior
calculator/jacket problem
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抄録(英) | Tversky & Kahneman (1981) reported that most participants decided to drive when they could save money on a low-price good as compared to when they could save on a high-price good, even though the discount prices were same. Although this irrational decision making has been interpreted as a rate-dependent estimation of value (prospect theory), this study newly proposes that it can be explained by the certainty of purchase based on the price of goods. Experiment 1 replicated the previously reported difference in decision making, and additionally demonstrated that participants’ certainty of purchase was lower for a high- than a low-price good. When it was emphasized that participants’ intention to purchase high- and low-price goods were equally sure, decision making did not significantly differ (Experiment 2). Furthermore, decision making differed based only on the certainty of purchase even when prices of goods were same (Experiment 3). Consumers’ decision making may be rather rational, depending straightforwardly on the certainty of purchase that is susceptible to price.
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掲載誌名 |
心理学研究
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巻 | 87巻
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号 | 1号
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開始ページ | 12
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終了ページ | 20
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出版年月日 | 2016
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出版者 | 日本心理学会
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ISSN | 0021-5236
1884-1082
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NCID | |
出版者DOI | |
言語 |
日本語
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NII資源タイプ |
学術雑誌論文
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広大資料タイプ |
学術雑誌論文
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DCMIタイプ | text
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フォーマット | application/pdf
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著者版フラグ | publisher
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関連情報URL | |
部局名 |
総合科学研究科
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