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題名：消費者心情對產品屬性偏好及產品態度之影響研究
作者：夏康寧
作者(外文)：Xia,Kang-Ning
校院名稱：國立政治大學
系所名稱：企業管理研究所
指導教授：別蓮蒂
樓永堅
學位類別：博士
出版日期：2007
主題關鍵詞：心情；資訊處理模式；產品屬性；啟發系統模型；外部屬性；內部屬性；Mood；Information processing；Product attribute；Heuristic-Systematic Model；HSM；Extrinsic attribute；Intrinsic attribute
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本論文主要探討消費者的心情對於其產品屬性偏好與產品態度的影響；產品屬性的部分，強調的是消費者面對商品相關訊息時，對於外部與內部屬性之重視程度，態度的部分，則是指消費者對於商品的喜愛程度與購買意願。本論文以一系列三個實驗，循序漸進探討心情對於消費者屬性重視程度及態度的影響，並試圖整合過去文獻中所謂心情的直接影響與間接影響，將心情對於態度多元的影響路徑統整為一心情影響態度之模型。
研究一首先探討消費者的心情，是否會影響其在面對商品時，對於不同產品屬性重視的程度。研究一結果顯示，好心情的消費者較重視產品的外部屬性，例如：品牌、口碑等，而壞心情的消費者，則較重視產品的內部屬性，例如：體積、功能等。
研究二則從研究一的結果出發，更進一步探討，上述消費者對於產品屬性類型的偏好，是否會影響其對於商品的態度和購買意願。研究二的結果顯示，廣告訴求與消費者所重視的產品屬性搭配與否，的確會顯著的影響消費者的態度。例如：好心情的消費者，若是看到以外部屬性為訴求的廣告，會對該商品有較佳的態度和較高的購買意願；反之，同樣是好心情的消費者，若其所接觸的廣告是以內部屬性訴求為主，則對於該商品的購買意願和態度都不會太高。
研究二的結果驗證心情的好壞會影響消費者對於資訊型態的偏好，就商品而言，就是對於產品屬性類型的偏好，此偏好與廣告訴求一旦結合，便能對於商品態度和購買意願產生影響，此可謂心情的間接影響。心情對於態度的影響，除了間接影響之外，事實上生活經驗與許多文獻也指出，心情的好壞，可能直接影響態度；亦即心情好則態度便佳，心情壞，則對產品的態度也就不好。由此可見心情對於態度之效果，相當多元，研究三便是提出一架構來整合心情的直接與間接影響，亦即，研究三主要目的便是探討何種情境下，心情會產生直接影響，而何種情境之下，會產生間接影響。
研究三指出不同的心情意識，可能是心情循不同路徑對態度產生影響的關鍵。研究三的結果顯示，當心情意識是屬於動機式時，人們對於自己心情的來源有所意識和歸因時，心情對於商品態度的影響，是透過認知歷程，也就是屬性重視程度的偏好與廣告訴求之搭配，來達到效果，亦即所謂的間接影響。而心情意識屬於背景式時，心情只是一種背景氛圍式的存在，人們對於自身心情沒有特別的意識與歸因，心情的歡欣與不悅便會直接反應至態度的好壞，也就是所謂的直接影響。
The purpose of this research is to understand the effect of moods on consumers’ attitudes, purchase intention, and cognition of product attributes. This research included three studies, and all the hypotheses in the three studies were examined by experiments. In the experiments, respondents’ moods were elicited by short films or music, and the cognition of product attributes and attitudes toward the product were measured.
In study one, the relationship between consumers’ moods and their weights on product attributes were probed. The result of study one show that consumers in good mood incline to focus on the extrinsic attributes more than intrinsic attributes; the consumers in bad mood incline to pay more attention to the intrinsic attributes than extrinsic ones. For the neutral mood respondents, there is no difference between the intrinsic and extrinsic attributes in their decision weight. Therefore, this study show that moods indeed influence the cognition of product attributes.
Following study one, study two discussed the effect of consumers’ cognition that biased by moods on their attitudes toward products. The results show that when consumers in some moods and have certain tendencies to emphasize intrinsic or extrinsic product attributes, the advertisement that fits to their concerns can induce better attitude than that doesn’t fit. For example, consumers in good mood favor products appealing extrinsic attributes, such as brand and word-of-mouth. On the other hand, if happy consumers see the intrinsic attributes appealing advertisement, such as function and volume, they won’t appreciate those advertisement and products.
Study one and two discussed the process that mood influence attitude through cognition. However, according to the literature and life experience, there is another process that mood influences attitude directly and isn’t involved any cognition element. Study three tried to establish a framework to delineate these two processes. The results of study three indicated that mood awareness is the critical factor that influences whether mood influence mood directly or via cognition components. When the consumers are under motivational mood and can aware the sources of moods, the mood effect is indirect and involved cognition elements such as study one and study two. On the other hand, when consumers are under backdrop mood and doesn’t aware the source of mood, the mood can reflect to the attitude directly.
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