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題名:罪惡與羞慚對消費者決策的對比效應
書刊名:行銷評論
作者:邱文彬 引用關係萬金生張明旭
作者(外文):Chiou, Wen-binWan, Chin-shengChang, Ming-hsu
出版日期:2005
卷期:2:2
頁次:頁171-192
主題關鍵詞:心情修補假說消費者決策旅遊偏好羞慚罪惡Mood-repair hypothesisDecision-makingTravel preferencesShameGuilt
原始連結:連回原系統網址new window
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人們常藉由休閒或旅遊活動調適心情,心情管理為旅遊偏好與決策的重要機制。先前研究指出不同的負向心情對於人們決策過程具有明顯與可預測的影響,本研究根據情緒的訊息性與心理管理觀點,檢驗當人們想藉由旅遊調整負向心情時,罪惡、羞慚對於旅遊型態的偏好是否有所不同。實驗一的結果發現,對於旅遊型態而言,由於罪惡會激發和需求較高、重視社會分享與人際互動,因此偏好能滿足此心理傾向的團體套裝行程。相對的,對於羞慚情緒者而言,由於擔心他人評價和親和需求低,極欲挽救自尊而重視自我顯揚,因此偏好能提供個人成就感與免於他人干擾的個人自由行。實驗二檢驗心情管理對旅遊型態偏好的影響是主動的情緒監控歷程還是被動與過度學習而來的注意力移轉,結果發現當旅遊者進行個人決策與預期會受到決策結果的影響時,罪惡與羞慚對於旅遊型態偏好的對比效果才會出現。相對的,若是代替他人做決策時,則此效應並不突顯,因此,心情管理應為主動提供決策者不同型式訊息與激發不同內隱目標的情緒監控歷程。
People usually engage in leisure or travel activities to adjust their moods. Thus, mood management may be a crucial mechanism for travel preferences and decision-making. Previous research has pointed out that different negative affects of the same valence may have distinct, yet predictable, influence on decision processes. Based upon the perspective of "affect-as-information" and mood management, this research was aimed to examine if there were different impacts of guilt and shame on individuals' preferences for travel type when they wanted to adjust these negative affects by traveling. In terms of travel type, guilt may motivate people to generate a higher need for affiliation and inclinations of social sharing and interpersonal interatction; results of Experiment 1 found that participants with guilty affect were biased in favor of a group-pachage-tour because it may satisfy their mental inclinations. On the other hand, people with shamed affect tend to possess lower need for affiliation due to avoidance from others' evaluation as well as save self-esteen with self-enhancement. Therefore, they were biased in favor of individual travel which may provide opportunities of personal achievement and of being free from interferernce of group members. Experiment 2 was conducted to test whether the effect of mood management on the preference for travel type is an active process of feeling-monitoring or a passive and overlearned attentional shift. The results revealed that the contrasting effect of guilt and shame on the preference for travel type was only pronounced when travelers made decisions for themselves and expected they would be affected by the outcomes of the decisions. In contract, this contrasting effect was not significant when they made decisions in the agent condition. This finding indicated that travelers' mood management is like a feeling-monitornig process which not only conveys distinct types of information to the decision-maker but elictits different implicit goals.
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