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引文資料
題名:
框架效應對電子議價影響之研究
書刊名:
交大管理學報
作者:
林信惠
/
陳勇達
/
吳金山
/
鄭菲菲
作者(外文):
Lin, Hsin-Hui
/
Chen, Yung-Da
/
Wu, Chin-Shan
/
Cheng, Fei-Fei
出版日期:
2007
卷期:
27:2
頁次:
頁249-273
主題關鍵詞:
框架效應
;
電子議價
;
讓步策略
;
實驗法
;
Framing effect
;
Electronic bargaining
;
Concession strategy
;
Experimentation
原始連結:
連回原系統網址
相關次數:
被引用次數:期刊(0) 博士論文(0) 專書(0) 專書論文(0)
排除自我引用:0
共同引用:
1
點閱:37
在日常的議價過程中,消費者會因對方以不同的方式描述邏輯上相同的事物,而作出不同的決策,此即所謂的「框架效應」(framing effect)。在電子議價系統的設計上,一般假設人類決策是以理性模式(rational model)為基礎,此一觀點認為人類的判斷及決策行為應該遵循理性及最佳化的法則。但實際上決策環境非常複雜且充滿不確定性,無法由理性模式來解釋,因此,本研究從描述性研究的觀點,來探討電子議價過程中,消費者決策判斷之行為。本研究採實驗法,以賣方立場,利用屬性與目標兩種框架類型,探討不同框架訊息對網路使用者的電子議價績效(包括議價效率與賣方獲利)之影響。此外,本研究並以系統讓步作為調節變數,探討在系統有/無讓步時,使用者議價績效在兩種框架類型情況下之異同。研究結果顯示在各種框架情境中,系統是否讓步對於消費者的議價效率有顯著差異的影響,同時,正面屬性框架及負面目標框架訊息皆有助於提高賣方獲利。
以文找文
In is often possible that the decision problem can be presented in more than one way. Framing effect refers to the situation in which the different descriptions of the same logic result in different judgments. Many electronic bargaining system designers assume that human decision making follows the rational model. In many situations, however, the environments are complex and human cannot react like rational mode. Instead, people rely on a limited number of heuristic principles which often cause biases. This study aims to investigate framing effect of human judgment in electronic bargaining context. An experiment was conducted to understand the effect of attribute framing and goal framing on Internet consumers' bargaining performance including bargaining efficiency and sellers' profit. Moreover, the system concession was considered to play the role of moderator. The results indicated that system concession significantly influences the framing effect on subjects' bargaining performance. Meanwhile, positive attribute framing and negative goal framing messages are proven to be contributive in increasing sellers' profit.
以文找文
期刊論文
1.
吳金山、鄭菲菲、林信惠(20050700)。框架效應對電子商務採購行為意圖影響之研究。資訊管理學報,12(3),131-157。
延伸查詢
2.
Blair, Edward A.、Carter, Patrick、Krishnamurthy, Parthasarathy(2001)。Attribute Framing and Goal Framing Effects in Health Decisions。Organizational Behavior and Human Decision Processes,85(2),382-399。
3.
Levin, Irwin P.、Schneider, Sandra L.、Gaeth, Gary J.(1998)。All Frames Are Not Created Equal: A Typology And Critical Analysis of Framing Effects。Organizational Behavior and Human Decision Processes,76(2),149-188。
4.
Kahneman, D.、Tversky, A.(1979)。Prospect theory: An analysis of decision under risk。Econometrica,47(2),263-291。
5.
Tversky, A.、Kahnema, D.(1974)。Judgment under Uncertainty: Heuristic and Biases。Science,185(4157),1124-1131。
6.
Richardson, Paul S.、Dick, Alan S.、Jain, Arun K.(1994)。Extrinsic and intrinsic cue effects on perceptions of store brand quality。Journal of Marketing,58(4),28-36。
7.
Tversky, Amos、Kahneman, Daniel(1981)。The Framing of Decisions and the Psychology of Choice。Science,211(4481),453-458。
8.
Meyerowitz, Beth E.、Chaiken, Shelly(1987)。The effect of message framing on breast self-examination attitudes, intentions and behaviors。Journal of Personality and Social Psychology,52(3),500-510。
9.
Tversky, Amos、Kahneman, Daniel(1991)。Loss Aversion in Riskless Choice: A Reference-Dependent Model。The Quarterly Journal of Economics,106(4),1039-1061。
10.
Neale, Margaret A.、Bazerman, Max H.(1985)。The Effects of Framing and Negotiator Overconfidence on Bargaining Behaviors and Outcomes。The Academy of Management Journal,28(1),34-49。
11.
Yuan, Y.、Rose, J. B.、Archer, N.(1998)。A Web-based Negotiation Support System。International Journal of Electronic Markets,8(3),13-17。
12.
Liang, T. P.、Doong, H. S.(2000)。Effects of Bargaining in Electronic Commerce。International Journal of Electronic Commerce,4(3),23-43。
13.
Gruder, C. L.、Duslak, R. J.(1973)。Elicitation of Cooperation by Retaliatory and Nonretaliatory Strategies in a Mixed Motive Game。The Journal of Conflict Resolution,17,162-174。
14.
Crumbaugh, C. M.、Evans, G. W.(1967)。Presentation Format, Other Persons' Strategies and Cooperative Behavior in the Prisoner's Dilemma。Psychological Reports,20,195-202。
15.
Fagley, N. S.、Miller, P. M.(1990)。The Effect of Framing on Choice: Interactions with Risk-taking Propensity, Cognitive Style, and Sex。Personality and Social Psychology Bulletin,16(3),496-510。
會議論文
1.
Kowalczyk, R.、Bui, V.(2000)。On Fuzzy E-negotiation Agents: Autonomous Negotiation with Incomplete and Imprecise Information。0。1034-1038。
2.
Kersten, G. E.(2003)。The Science and Engineering of E-Negotiation: An Introduction。0。27-36。
學位論文
1.
王如芬(2000)。電子商務中議價代理人讓步策略之研究,0。
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圖書
1.
Keen, P. G. W.、Scott-Morton, M. S.(1978)。Decision Support Systems: An Organizational Perspective。Reading, Massachusetts:Addison-Wesley Publishing Company。
2.
Caglayan, A.、Harrison, C.(1997)。Agent Sourcebook。沒有紀錄:John Wiley & Sons, Inc.。
3.
Sprague, R. H. Jr.、Carlson, E. D.(1982)。Building Effective Decision Support Systems。Englewood Cliffs, New Jersey:Prentice-Hall。
4.
Peter, J. Paul、Olson, Jerry C.(1987)。Consumer behavior: Marketing Strategy Perspectives。Richard D. Irwin, Inc.。
5.
Maule, A. J.(1985)。Cognitive Approaches to Decision Making。Behavioral Decision Making。New York, NY。
6.
Olson, J. C.(1977)。Price as an Information Cue: Effects in Product Evaluations。Consumer and Industrial Buying Behavior。New York, NY。
7.
Wooldridge, M.(1999)。Intelligent Agents。Multiagent Systems: A Modern Approach to Distributed Artificial Intelligence。Cambridge, MA。
8.
Braun, P.、Brzostowski, J.、Kersten, G. J.、Kim, B. J.、Kowalczyk, R.、Strecker, S.、Vahidov, R.(2005)。E-negotiation Systems and Software Agents Methods, Models, and Applications。Intelligent Decision-making Support Systems(i-DMSS): Foundations, Applications and Challenges。London, UK。
其他
1.
創市際市場研究顧問公司,資策會電子商務應用推廣中心(2003)。臺灣網友網路生活行為研究,0。
延伸查詢
圖書論文
1.
Jacoby, Jacob、Olson, Jerry C.(1977)。Consumer response to price: An attitudinal, information processing perspective。Moving ahead with attitude research。American Marketing Association。
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