書誌事項
- タイトル別名
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- Reactance theory analysis of restricting product availability and intention to purchase
- セイヒン ニュウシュ カノウセイ ノ セイヤク ガ コウバイ イト ニ オヨボス コウカ : リアクタンス リロン ニ ヨル ブンセキ
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抄録
The information that a product is scarce, or on sale for only a limited time, threatens the freedom to purchase the product, by arousing psychological reactance and increased the motivation to purchase. It was hypothesized that information about restrictions on available quantity of a product (Hypothesis 1), and information about restrictions on available time (Hypothesis 2), would increase the intention to purchase the product. Female undergraduates (N=100) participated in a study to test these hypotheses. Participants were randomly allocated to a quantity-restriction, time-restriction, or a control condition. They were instructed to assume they were at a soft drink stand. A notice was displayed to the participants that manipulated the perception of the availability of the target product. In the quantity-restriction condition, the notice announced that there were only two bottles of soft drinks left on that day, and in the time-restriction condition, it was announced that it was the last day of drink sales. After reading the notice, participants were asked to indicate how they evaluated the product. A one-way analysis of variance and multiple comparisons revealed that the mean intent-to-purchase in the time-restriction condition only, was significantly greater than that in the control condition, which supported Hypothesis 2. Theoretical and practical implications of these findings are discussed.
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KJ00008413839
論文
収録刊行物
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- 昭和女子大学生活心理研究所紀要
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昭和女子大学生活心理研究所紀要 15 1-10, 2013-03-31
東京 : 昭和女子大学生活心理研究所
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詳細情報 詳細情報について
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- CRID
- 1050282677908772224
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- NII論文ID
- 110009560337
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- NII書誌ID
- AA11326220
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- ISSN
- 18800548
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- NDL書誌ID
- 024689324
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- 本文言語コード
- ja
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- 資料種別
- departmental bulletin paper
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- データソース種別
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- IRDB
- NDL
- CiNii Articles