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引文資料
題名:
顧客關係類型與漲價理由可控制性對漲價態度之影響
書刊名:
臺大管理論叢
作者:
張心馨
/
林鈺婷
作者(外文):
Chang, Shin-shin
/
Lin, Yu-ting
出版日期:
2012
卷期:
23:1
頁次:
頁59-84
主題關鍵詞:
漲價理由可控制性
;
交換關係
;
共有關係
;
Controllability of price increase
;
Exchange relationship
;
Communal relationship
原始連結:
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相關次數:
被引用次數:期刊(
1
) 博士論文(0) 專書(0) 專書論文(0)
排除自我引用:
1
共同引用:0
點閱:32
本研究探討當企業提高產品價格時,所提供漲價理由之可控制程度 ( 高度 vs. 中度 vs. 低 度 ) 如何影響消費者對漲價行為的態度;其次,以顧客關係類型 ( 共有關係 vs. 交換關係 ) 為干擾變數,分析企業和顧客間的關係類型如何影響消費者之漲價態度。 研究結果顯示:( 一 ) 當消費者面臨產品價格提高時,企業主動提供漲價的理由,相對 於不提供任何理由,會使消費者有較好的態度。( 二 ) 消費者對於企業提供低度與中度 可控制程度的理由,相較於高度可控制理由,有較佳之態度。( 三 ) 在漲價理由屬於高 度及低度可控制情形下,兩種關係類型的消費者態度無顯著差異。( 四 ) 中度可控制程 度的漲價理由時,共有關係的消費者對於漲價行為的態度,顯著優於交換關係的消費者。
以文找文
The objectives of this research are: (1) to investigate how the controllability of the reasons for price increase may affect consumers’ attitudes, and (2) to explore how the type of customers’ relationships with the companies may moderate the relationship between controllability of reasons for price increase and consumers’ attitudes. The results from an experimental design are listed as follow: (1) When firms raise the price of their products or service, consumers have better attitude if firms provide price increase reasons; (2) Consumers have better attitude and higher acceptance when the firms’ controllability degree of these price increase reasons are low and medium; (3) Under the condition of high and low degree of controllable price increase reasons, attitude and acceptance toward firms’ price increase show no difference between customers who are of communal relationship and exchange relationship with the firms; (4) Under the condition of medium degree controllability price increase reason, communal customers have better attitude and higher acceptance toward firms’ price increase behavior than exchange customers do.
以文找文
期刊論文
1.
Xia, Lan、Monroe, Kent B.、Cox, Jennifer L.(2004)。The Price is Unfair! A Conceptual Framework of Price Fairness Perceptions。Journal of Marketing,68(4),1-15。
2.
Clark, M. S.(1984)。Record keeping in two types of relationships。Journal of Personality and Social Psychology,47,549-557。
3.
Kahneman, Daniel H.、Knetsch, Jack L.、Thaler, Richard H.(1986)。Fairness as a constraint on profit seeking: entitlements in the market。American Economic Review,76(4),728-741。
4.
Kalapurakal, R.、Dickson, P. R.、Urbany, J. E.(1991)。Perceived price fairness and dual entitlement。Advances in Consumer Research,18(1),788-793。
5.
Lassar, W. M.、Folkes, V. S.、Grewal, D.、Costley, C.(1998)。Consumer Affective Reactions to Product Problems When the Timing of Warranty Expiration Varies。Journal of Business Research,42(3),265-270。
6.
Fiske, Alan P.(1992)。The four elementary forms of sociality: framework for a unified theory of social relations。Psychological review,99(4),689-723。
7.
Clark, M. S.、Ouellette, R.、Powell, M. C.、Milberg, S.(1987)。Recipient's mood, relationship type, and helping。Journal of Personality and Social Psychology,53(1),94-103。
8.
Bolton, Lisa E.、Warlop, Luk、Alba, Joseph W.(2003)。Consumer Perceptions of Price (Un) Fairness。Journal of Consumer Research,29(4),474-491。
9.
Aggarwal, Pankaj、Law, Sharmistha(2005)。Role of Relationship Norms in Processing Brand Information。Journal of Consumer Research,32(3),453-464。
10.
Aggarwal, Pankaj(2004)。The effects of brand relationship norms on consumer attitudes and behavior。Journal of Consumer Research,31(1),87-101。
11.
Clark, Margaret S.、Mills, Judson R.(1979)。Interpersonal attraction in exchange and communal relationships。Journal of personality and social psychology,37(1),12-24。
12.
Clark, M. S.、Mills, J.(1993)。The difference between communal and exchange relationships: What it is and is not。Personality and Social Psychology Bulletin,19(6),684-691。
13.
Johnson, J. W.、Grimm, P. E.(2010)。Communal and exchange relationship perceptions as separate constructs and their role in motivations to donate。Journal of Consumer Psychology,20(3),282-294。
14.
Bendapudi, N.、Berry, L. L.(1997)。Customers' motivations for maintaining relationships with service providers。Journal of Retailing,73(1),15-37。
15.
Moorman, Christine、Zaltman, Gerald、Deshpande, Rohit(1992)。Relationships between Providers and Users of Market Research: The Dynamics of Trust within and between Organizations。Journal of Marketing Research,29(3),314-328。
16.
Campbell, Margaret C.(1999)。Perceptions of Price Unfairness: Antecedents and Consequences。Journal of Marketing Research,36(2),187-199。
17.
Morgan, Robert M.、Hunt, Shelby D.(1994)。The commitment-trust theory of relationship marketing。Journal of Marketing,58(3),20-38。
18.
Folkes, Valerie S.(1984)。Consumer Reactions to Product Failure: An Attributional Approach。Journal of Consumer Research,10(4),398-409。
19.
Dickson, P. R.、Kalapurakal, R.(1994)。The use and perceived fairness of price-setting rules in the bulk electricity market。Journal of Economic Psychology,15(3),427-448。
會議論文
1.
Bies, R. J.(1986)。Identifying Principles of Interactional Justice: The Case of Corporate Recruiting。Moving Beyond Equity Theory: New Directions in Research on Justice in Organizations. Symposium Conducted at the Meeting of the Academy of Management,Bies, R. J. (Chair.) 。Chicago, IL。
圖書
1.
Weiner, B.(1992)。Human motivation: Metaphors, theories, and research。SAGE。
其他
1.
Bies, R. J. ; Shapiro, D. L.(1987)。International fairness judgment: The influence of causal accounts。
2.
Bodur, H. O. ; Grohmann, B.(2005)。Consumer responses to gift receipt in business-toconsumer contexts。
3.
Clark, M. S.(1981)。Noncomparability of benefits given and received: A cue to the existence of friendship。
4.
Goldman, A.(1994)。Activist visit four suspected price gougers。
5.
Graham, S. ; Hudley, C. ; Williams, E.(1992)。Attributional and emotional determinants of aggression among African-American and Latino young adolescents。
6.
Grover, R.(1994)。or water: What’s the catch?。
7.
Homburg, C. ; Hoyer, W. D. ; Koschate, N.(2005)。Customers’ reactions to price increase: Do customer satisfaction and perceived motive fairness matter?。
8.
Hui, M. K. ; Zhao, X. ; Fan, X. ; Au, K.(2004)。When does the service process matter? A test of two competing theories。
9.
Kaltcheva, V. D. ; Winsor, R. D. ; Parasuraman, A.(2010)。The impact of customers’ relational models on price-based defection。
10.
Kaufmann, P. J. ; Ortmeyer, G., ; Smith, N. C.(1991)。Fairness in consumer pricing。
11.
Schwartz, J.(2008)。Justifying the high price of medication: How relational framing reduces consumer distress。
12.
Vaidyanathan, R. ; Aggarwal, P.(2003)。Who is the fairest of them all? An attributional approach to price fairness perceptions。
13.
Wulf, K. D. ; Odekerken-Schroder, G. ; Iacobucci, D.(2001)。Investment in consumer relationship: A cross-country and cross-industry exploration。
圖書論文
1.
Bies, R. J.(1987)。The Predicament of Injustice: The Management of Moral Outrage。Research in Organizational Behavior。Greenwich, Connecticut:JAI Press。
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