MKTG: Economic Psychology & Economic Analysis of Consumer Behavior (Topic)最新文献

Consumer Behavior: Understanding Consumers– Designing Marketing Activities 消费者行为:了解消费者-设计营销活动

MKTG: Economic Psychology & Economic Analysis of Consumer Behavior (Topic) Pub Date : 2023-01-01 DOI: 10.1007/978-3-658-39476-9

Stefan Hoffmann, Payam Akbar

引用次数: 0

Save More Today or Tomorrow: The Role of Urgency and Present Bias in Nudging Pre-commitment 今天存更多钱还是明天存更多钱:紧迫性和当前偏见在推动预先承诺中的作用

MKTG: Economic Psychology & Economic Analysis of Consumer Behavior (Topic) Pub Date : 2020-06-11 DOI: 10.2139/ssrn.3625338

Joseph T. Reiff, Hengchen Dai, J. Beshears, Katherine L. Milkman, S. Benartzi

{"title":"Save More Today or Tomorrow: The Role of Urgency and Present Bias in Nudging Pre-commitment","authors":"Joseph T. Reiff, Hengchen Dai, J. Beshears, Katherine L. Milkman, S. Benartzi","doi":"10.2139/ssrn.3625338","DOIUrl":"https://doi.org/10.2139/ssrn.3625338","url":null,"abstract":"To encourage farsighted behaviors, past research suggests marketers may be wise to invite consumers to pre-commit to adopt them “later”. However, across a large, multi-site field experiment of retirement savings decisions and three pre-registered laboratory studies (N=10,255), we find no consistent benefit from simultaneously offering consumers the opportunity to adopt farsighted behaviors now or later. Contrary to predictions of experts we surveyed, what we call “simultaneous pre-commitment” does not always increase farsighted behavior over simply offering consumers the option to adopt farsighted behaviors now and can even be harmful (e.g., reducing savings). We theorize that two opposing mechanisms account for this result. First, simultaneous pre-commitment leverages present bias and decreases the anticipated costs of adopting farsighted behaviors, thus increasing adoption. However, simultaneous pre-commitment also leads people to infer that taking action is not urgently recommended, which decreases adoption of farsighted behaviors (particularly immediate adoption). We also find that the design of pre-commitment moderates this effect: offering pre- commitment after someone declines to adopt a farsighted behavior now actually increases inferred urgency, boosting adoption.","PeriodicalId":18629,"journal":{"name":"MKTG: Economic Psychology & Economic Analysis of Consumer Behavior (Topic)","volume":"13 1","pages":""},"PeriodicalIF":0.0,"publicationDate":"2020-06-11","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"82170191","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 1

Product-Line Design in the Presence of Consumers’ Anticipated Regret 面对消费者预期后悔的产品线设计

MKTG: Economic Psychology & Economic Analysis of Consumer Behavior (Topic) Pub Date : 2019-08-18 DOI: 10.2139/ssrn.3427823

Tianxin Zou, Bo Zhou, Baojun Jiang

{"title":"Product-Line Design in the Presence of Consumers’ Anticipated Regret","authors":"Tianxin Zou, Bo Zhou, Baojun Jiang","doi":"10.2139/ssrn.3427823","DOIUrl":"https://doi.org/10.2139/ssrn.3427823","url":null,"abstract":"Consumers are often uncertain about their valuations for product quality when choosing among different products and will learn their valuations only after buying and using a product. Some consumers may thus experience over-purchase or under-purchase regret, depending on whether they have purchased a higher or lower quality level than what they would have chosen had they known their true valuations. When consumers anticipate their potential post-purchase regret, their purchase decisions may be affected. Our analysis shows that over-purchase regret lowers the firm’s profit, but under-purchase regret can benefit the firm if consumers’ over-purchase regret is not strong. When the firm optimally designs its product line, the quality difference between its offerings will be larger (smaller) if consumers’ anticipated regret increases (reduces) its profit. Surprisingly, although anticipated regret tends to reduce consumers’ utility, in equilibrium, the presence of anticipated regret can increase consumers’ expected surplus. We further examine when the firm should allow consumers to return their products by paying a restocking fee, and how the optimal restocking fee will change with consumers’ propensities for the two types of regret. We also experimentally show that consumers’ propensities of under-purchase and over-purchase regret are different and can be influenced by the firm’s messages.","PeriodicalId":18629,"journal":{"name":"MKTG: Economic Psychology & Economic Analysis of Consumer Behavior (Topic)","volume":"1 1","pages":""},"PeriodicalIF":0.0,"publicationDate":"2019-08-18","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"81589389","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 15

Guilt Dynamics: Consequences of Temporally Separating Decisions and Actions 内疚动力学:暂时分离决策和行动的后果

MKTG: Economic Psychology & Economic Analysis of Consumer Behavior (Topic) Pub Date : 2017-09-05 DOI: 10.2139/ssrn.3032674

Kristen E. Duke, On Amir

引用次数: 16

Seeking Lasting Enjoyment with Limited Money: Financial Constraints Increase Preference for Material Goods over Experiences 用有限的金钱寻求持久的享受:经济拮据增加了对物质商品的偏好

MKTG: Economic Psychology & Economic Analysis of Consumer Behavior (Topic) Pub Date : 2015-06-01 DOI: 10.2139/ssrn.2311322

Stephanie M. Tully, Hal E. Hershfield, T. Meyvis

{"title":"Seeking Lasting Enjoyment with Limited Money: Financial Constraints Increase Preference for Material Goods over Experiences","authors":"Stephanie M. Tully, Hal E. Hershfield, T. Meyvis","doi":"10.2139/ssrn.2311322","DOIUrl":"https://doi.org/10.2139/ssrn.2311322","url":null,"abstract":"Consumers with limited discretionary money face important trade-offs when deciding how to spend it. In the current research, we suggest that feelings of financial constraint increase consumers’ concern about the lasting utility of their purchases, which in turn increases their preference for material goods over experiences. The results of seven studies confirm that the consideration of financial constraints shifts consumers’ preferences toward material goods (rather than experiences), and that this systematic shift is due to an increased concern about the longevity of the purchase. This preference shift persists even when the material goods are more frivolous than the experiences, indicating that the effect is not driven by an increased desire for sensible and justifiable purchases. However, the shift toward material purchases disappears when the material good is unusually short lived, further implicating concern about longevity as the key driver of the effect. Finally, the consideration of financial constraints increases preference for material purchases even when the potential memories that experiences can provide are made explicitly salient. Together, these results indicate that financially constrained consumers spend their discretionary money on material purchases as a means of securing long-term consumption utility.","PeriodicalId":18629,"journal":{"name":"MKTG: Economic Psychology & Economic Analysis of Consumer Behavior (Topic)","volume":"15 1","pages":""},"PeriodicalIF":0.0,"publicationDate":"2015-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"83368709","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 123

A Penny Saved Is a Partner Earned: The Romantic Appeal of Savers 省一分钱就是赢得一个伴侣:储蓄者的浪漫魅力

MKTG: Economic Psychology & Economic Analysis of Consumer Behavior (Topic) Pub Date : 2014-06-27 DOI: 10.2139/ssrn.2281344

J. Olson, Scott I. Rick

引用次数: 8

Too Much of a Good Thing? Option Attractiveness and Assortment Choice 好事太多?期权吸引力与分类选择

MKTG: Economic Psychology & Economic Analysis of Consumer Behavior (Topic) Pub Date : 2006-03-01 DOI: 10.2139/ssrn.893053

A. Chernev, Ryan Hamilton

引用次数: 4

Friendships in Online Peer-to-Peer Lending: Pipes, Prisms, and Relational Herding 在线点对点借贷中的友谊:管道、棱镜和关系羊群

MKTG: Economic Psychology & Economic Analysis of Consumer Behavior (Topic) Pub Date : 1900-01-01 DOI: 10.2139/ssrn.2251155

De Liu, Daniel J. Brass, Yong Lu, Dongyu Chen

引用次数: 171