营销科学学报 ›› 2013, Vol. 9 ›› Issue (1): 32-49.

• 论文 • 上一篇    下一篇

错过购买后不行动后悔的形成机制——禀赋效应的中介作用

李东进,马云飞,李研   

  1. 李东进,南开大学商学院市场营销系教授,博士生导师,E-mail: djli1280@163.com。
    马云飞,南开大学商学院市场营销系博士研究生,E-mail: flycat_1982@163.com。
    李研,通讯作者,南开大学商学院市场营销系博士研究生,E-mail: liyan_nankai@sina.com。
  • 出版日期:2013-03-01 发布日期:2013-05-17

Formation Mechanism of Inaction Regret after Missing a Purchase——The Mediation of Endowment Effect

Li Dongjin, Ma Yunfei, Li Ya   

  1. Business School, Nankai University
  • Online:2013-03-01 Published:2013-05-17

摘要:

大部分有关消费者后悔的研究都集中于消费者的购后后悔,而没有购买引起的后悔仍属于较新的研究范畴。没有购买而后悔的消费者是非常有价值的,其未来的购买意向与满意的消费者相似,甚至高于满意的消费者。但现有文献还没有明晰错过购买后不行动后悔的产生机制。本研究通过两个行为学实验证实了错过的购买机会的有限性是不行动后悔的重要前置因素。购买机会有限性越高,错过购买后不行动后悔程度越高。在购买机会有限性影响不行动后悔的过程中,禀赋效应是重要的机制。此外,研究还发现错过购买享乐品(vs.实用品)时,购买机会有限性对禀赋效应的影响更强。

关键词: 不行动后悔, 购买机会的有限性, 禀赋效应

Abstract:

Most researches about consumer regret focus on action regret which is generated after purchasing, while less attention is paid to inaction regret which is generated after missing a purchase. Some researchers have shown that the consumer who experienced inaction regret is valuable, because his purchase intention is similar to satisfied consumer’s, even higher than the latter. This research shows that the limitation of purchase opportunities is a main cause of inaction regret. It has a positive effect on the inaction regret. Endowment effect is a significant mechanism. When consumers miss purchasing, there will be a strong endowment effect if the purchase opportunities are limited. Then endowment effect has a positive influence on inaction regret. Moreover, the effect of limitation of purchase opportunities on endowment effect is moderated by product category. These hypotheses are demonstrated through two behavioral experiments.

Key words: Inaction regret, Limitation of purchase opportunities, Endowment effect