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  • 學位論文

促銷框架對於消費者線上購買意願之影響

Promotion Framing Effect on Online Consumer Purchase Intention

指導教授 : 陳宜棻
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摘要


購物是消費者對於商品認同或是需要的表達方式之一。除了實體購物外,網路購物也是現在很普遍的購物方式。在網路的普及化,促使網路購物的銷售手法是非常多樣化,且吸引消費者的關注。根據過去的研究顯示,人們在作購買決定時很容易會受到促銷訊息的影響。本研究探討促銷框架的呈現對於消費者的購買意願之影響。主要是以促銷期限的呈現方式探討消費者對於線上購買的意願,並且加入品牌熟悉度及商品類型做為干擾變項,同時也加入免運費的促銷框架於商品類型中,再做消費者對於線上持續購買的意願。免運費方案是指當消費者達到廠商所設定的件數或金額門檻,即可不需要支付運費的一種方式,例如:「任選2件免運費」及「滿千元免運費」等,此兩種免運費方式為目前實務上最常見的,本研究將前者稱為滿件數免運費方案;而後者稱為滿金額免運費方案。本實驗採取2 (促銷期限框架:天數/日期) x2 (品牌熟悉度:高/低),以及2 (促銷期限框架:天數/日期) x2 (商品類型:功利型/享樂型) x2 (促銷情境框架:滿件數免運費/滿金額免運費) 的實驗設計,共形成12個實驗組。本研究共回收368份實驗設計進行研究,並採用ANOVA及虛擬迴歸進行統計分析,以驗證本研究之假說。 研究結果發現,促銷期限的呈現方式會影響消費者的購買意願。(1) 天數的促銷期限呈現框架的購買意願會高於日期期限呈現框架。(2) 在天數促銷期限框架下,品牌熟悉度較高的購買意願較高。(3) 在促銷期限框架下,商品類型與促銷期限框架的天數與日期呈現與消費者購買意願並無顯著之差異。(4) 在促銷情境框架下,免運費的方式使得消費者有持續購買意願之正向影響。本研究並提供一些未來研究建議及管理意涵。

並列摘要


Shopping is an expression of products identification and necessary for consumer. In addition to physical shopping, online shopping is also a very popular way to shop nowadays. As the popularity of the Internet, the promotions of online shopping not only became very diversify, but also attracted the attentions of consumers. According to past studies, people used to be affected by promotional messages when they were making buying decisions. This study presented influences of promotion framing on consumers’ purchase intention. The main idea of this study is to examine online consumer purchase intention by the presentations of promotional framing and also used brand familiarity and product type as moderators. This is study added promotion framing of free shipping into product type to check if the promotion of free shipping would affect consumers’ continuing purchase intention. Free shipping option is that when consumers reach the vendor or the amount by the threshold number of pieces, they will not need to pay any cost for shipping fee. This study explored effect of promotion framing on online consumer purchase intention. The experiment is based on two designs: 2 (promotion framing: days/dates) x2 (brand familiarity: high/low) and 2 (promotion framing: days/date) x2 (product types: utilitarian product/hedonic product) x2 (promotion framing: free shipping quantity/ amount threshold-based free shipping). There were 12 experimental groups. 368 valid samples are retrieved. This study used ANOVA and Dummy Variable Regression to do statistical analysis to validate hypotheses of this study. The results of this research are as follows: First, consumers have higher purchase intention when they are facing promotion framing by days than promotion framing by date. Second, consumers have higher purchase intention when the brand familiarity is higher. Third, in the promotion framing work of days and dates, there was no significant difference of consumers’ purchase intention between utilitarian product and hedonic product. Finally, under the situation of free shipping framing effect, consumers have positive continued purchase intention. In this study, we also provide some suggestions for future research and managerial implications.

參考文獻


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被引用紀錄


吳杰修(2015)。應用羅吉特模式與基因演算法探討最佳價格促銷組合策略之研究 - 以網路流行服飾網站為例〔碩士論文,國立臺中科技大學〕。華藝線上圖書館。https://doi.org/10.6826/NUTC.2015.00028

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