心理资源损耗对消费者模糊规避行为的影响

姚卿, 江霞, 雷希, 杨德锋

营销科学学报 ›› 2023, Vol. 3 ›› Issue (2) : 137-156.

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营销科学学报 ›› 2023, Vol. 3 ›› Issue (2) : 137-156.
研究论文

心理资源损耗对消费者模糊规避行为的影响

  • 姚卿, 江霞, 雷希, 杨德锋
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The Effect of Psychological Resource Depletion on Consumers’ Ambiguity Aversion Behaviors

  • Yao Qing,Jiang Xia, Lei Xi, Yang Defeng
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摘要

基于模糊规避和心理资源损耗理论,本研究通过4个实验探讨心理资源损耗对模糊规避的影响,并从消费者做决策的心理资源视角,对模糊规避的内在原因展开分析。通过结果模糊(实验1A)、概率模糊(实验1B)和支付溢价(实验1C)3个实验,本研究发现:心理资源损耗将显著提升消费者的模糊规避倾向;思考多种可能性的意愿中介了心理资源损耗对模糊规避的影响(实验2);随着模糊范围的扩大(实验3)和消费者产品知识的增加(实验4),心理资源损耗对模糊规避的提升作用相应加强或减弱。

Abstract

Based on theories of ambiguity aversion and psychological resource depletion, the current research demonstrates the effect of psychological resource depletion on consumers’ ambiguity aversion behaviors, its underlying mechanism and boundary conditions across four studies. In the contexts of brand choice ( Study 1A) , Ellsberg's two-color-ball decision ( Study IB) and price premium ( Study 1C) , we find that psychological resource depletion enhances ambiguity aversion. The effect of psychological resource depletion on ambiguity aversion is mediated by the willingness to process the competing possibilities associated with ambiguity ( Study 2) . When the outcome becomes more ambiguous ( has a wider range of possibilities , Study 3) or consumers have more product knowledge ( require less psychological resources to process ambiguity, Study 4) , the influence of resource depletion on ambiguity aversion strengthens or attenuates.

关键词

模糊规避, 心理资源损耗, 模糊范围, 消费者产品知识

Key words

ambiguity aversion , psychology resource depletion , range of ambiguity, consumers’ , product knowledge

引用本文

导出引用
姚卿, 江霞, 雷希, 杨德锋. 心理资源损耗对消费者模糊规避行为的影响[J]. 营销科学学报. 2023, 3(2): 137-156
Yao Qing,Jiang Xia, Lei Xi, Yang Defeng. The Effect of Psychological Resource Depletion on Consumers’ Ambiguity Aversion Behaviors[J]. Journal of Marketing Science. 2023, 3(2): 137-156

基金

国家自然科学基金项目(72172072、71872073)、 教育部人文社会科学研究项目(20YJA630081)、中央高校基本科研业务费专项资金资助项目(FRF-IDRY-19- 011)、国家社会科学基金项目(19BGL102)

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