소비자가 지각한 제품사용상황이 하이테크제품 교체구매의향에 미치는 영향

이현민 ( Hyun Min Lee ),이완수 ( Wan Soo Lee ),황미진 ( Mee Jin Whang ),황용희 ( Yong Hee Hwang ) 한국소비자학회 2011 소비자학연구 Vol.22 No.3

기업 간 경쟁 심화와 소비자들의 교체구매가 높은 비중을 차지하는 성숙기 하이테크 제품 시장은 소비자의 사용경험이 교체구매의향을 형성하는 영향관계의 규명을 통한 대고객 전략의 제안이 중요한 시기이다. 본 연구는 하이테크 제품에 대한 소비자의 교체구매의향이 소비자의 지각된 제품사용상황(perceived product-usage situation)에서 발현되어 제품속성 중요도 및 소비자 추구편익간의 조절적 관계를 통해 형성됨을 검증하였다. Fennell(1978)의 제안을 토대로, 첫째 소비자에게 지각된 제품사용상황을 제품관련 문제점이 지각된 사용상황(perceived situation of the product-related problems)과 심리적 욕구불만이 지각된 사용상황(perceived situation of the psychological frustration)의 두 차원으로 구성하고, 둘째 각각의 문제 상황이 특정 제품속성 중요도 평가에 미치는 영향관계를 검증하였으며, 셋째 소비자의 교체구매의향 유발에 영향을 미치는 제품 속성이 무엇인지를 구조방정식 모형에 근거하여 규명하였다. 연구 결과 하이테크 제품에 있어 소비자가 지각하는 제품사용상황 중, 첫째 제품관련 문제를 지각한 상황은 디자인, 브랜드, 주기능, 부가기능의 제품속성 중요도 평가를 증가시키며, 특히 주기능과 디자인, 브랜드 중요도는 교체구매의향으로 연계됨을 확인하였다. 둘째, 심리적 욕구불만을 지각한 상황은 제품의 디자인과 브랜드 속성중요도를 각각 증가시키며, 이중 브랜드 속성중요도가 교체구매의향을 증가시킴을 규명하였다. 또한 지각한 제품사용상황이 제품속성 중요도 평가에 미치는 영향은 소비자가 추구하는 편익에 따라 차이를 보이는 것으로 확인되었다. 본 연구의 시사점은 기존의 사용상황 연구에서 다루어지지 않았던 제품관련 문제 상황과 심리적 욕구 불만 지각상황이 소비자의 교체구매의향 형성에 미치는 영향관계를 규명함으로써 향후 교체구매 행동 연구의 토대를 마련하는 탐색적 연구로서 의의를 지닌다. 또한 기업의 하이테크 신제품 개발 전략 수립시, 소비자의 교체구매의향 발현을 위한 제품 컨셉 설정 및 마케팅 전략방향을 제시하고 있다. Intense competition among companies and replacement purchasing for consumers are features of a mature high-tech product market. Currently, suggestions for consumer strategy from investigations of the relationship between consumer experience and the formation of replacement purchase intention has become increasingly important. Consumers` perception of product-usage situation illicits a desire to purchase products and creates buying motives. It is important since it decides the direction in choosing a product(Fennell 1978). In the maturity phase of the hi-tech product market, the required time for consumers to understand products and to determine purchase intention becomes shorter. Amid the severe competition in the market, companies are required to establish consumer-attracting strategies by understanding perceived product-usage situations and by investigating how perceived product-usage situations lead to the formation of replacement purchase intentions. Consumers will make after-use evaluation of products. Then, the product-usage situation is expected to serve as a constraint, helping consumers to find countermeasures and narrowing down the criteria of the consumer`s decision(Bransford and McCarrell 1974; Ratneshwar and Shocker 1991). Moreover, consumers assess future choice alternatives based on the consumption cycle from purchase to use. The perception of product-usage situation assists consumers to select appropriate alternative products by inducing the retrieval process and reminding consumers of the measures they already know of. The perception of product-usage situation defines the range of alternatives and thus, serves as a frame for problem solving, which help consumers to find the benefits of a product they seek(Warlop and Ratneshwar 1993). In this respect, consumers` after-use product evaluation can be one of the important motives for the formation of replacement purchase intention along with the product-usage situation (Gardial, Clemons, Woodruff, Schumann, and Burns 1994). Especially, the situations subjectively perceived by consumers can be major factors affecting decision-making and other consumer behaviors(Kakkar and Lutz 1975). In this regard, the problems and complaints that consumers have during the use of hi-tech products will definitely influence after-use evaluation and the formation of replacement of purchase intentions. Therefore, verification of the aforementioned relationship is expected to bring to light new strategic points for further discussion. In addition, based on the means-ends chain model that explains the relationship between the results of product use and buying intention(Woodruff 1997), replacement purchase intention is assumed to be derived from the product-usage situation where consumers constantly try to perceive the results from the use of the product and from the process of re-evaluating the features of the product. This study verifies that consumer purchasing intention for product replacement of high-tech products is manifested by the perceived product usage and formed by moderating the relationship between the important product attributes and the benefits sought by the consumer. This study investigated the formation process of the replacement purchase intention based on the meansends chain model, a mechanism that explains how consumers` after-use evaluation of product features is connected to the replacement purchase intention in consecutive buying decisions. An empirical analysis verified that, in perceived product-usage situations, replacement purchase intention is formed by the customers` evaluation with much importance placed on the features that they particularly hope to acquire from the product. Fennell(1978) suggested that, first, two perceived product use situations were created as the perceived situation of product related problems and the perceived situation of psychological frustration. Second, the affect of the problem situation on the evaluation of importance of product attributes was conducted. Third, the product attributes that affect intention for replacement purchase were investigated based on structural equation models. Our results showed that for high-tech products, from the perceived product use situations that are perceived with product related problems increased the importance of design, brand, main function, and additional functions in product attribute evaluation. It was confirmed that main function, design, and brand importance led to replacement purchase intention. In perceived situations of psychological frustration, the importance of design and brand attributes increased, and identified with brand attribute importance was increased by intentions of replacement purchase. In addition, the influence of perceived usage situation on product attribute importance evaluation indicated a difference from the benefits pursued by consumers. The implications of this study are the identification of the affective relationship between product related problems and those psychologically frustrating situations caused by replacement purchase intention of consumers. This has not been addressed by existing product usage research. An empirical analysis verified that, in perceived product-usage situations, replacement purchase intention is formed by the customers` evaluation with much importance placed on the features that they particularly hope to acquire from the product. The significance of this research is that it sheds new light on the importance of considering product features when analyzing replacement purchase intentions. Re-evaluation of the importance level of the product features was confirmed to be one of the factors explaining the motive behind the replacement purchase intention. In addition, the perceived product-usage situation was confirmed to be an influential variable in the evaluation of the importance level of the product features. Product features were the main motive in the process of making a replacement purchase decision, which has not been studied to date. This study examined perceived product-usage situations where consumers used high-tech products and perceived the results from the use of the product. The situations were broken down into a functional one and psychological one. It was also confirmed that the discrepancy in the psychological part of a situation had a significant influence on the evaluation of the importance of the product features just as the functional part also did. Of note, it was also confirmed that there is a significant influence from the strengthened moderating effect, which is one of the sought variables for the subjective benefits that is caused by the individual differences between consumers. The moderating effect was observed to influence the perceived situation of psychological frustration about brand image for products. The moderating effect was also found to influence the perceived situation of product-related problems on the importance of the main function of products. The results of this study confirmed that the interaction effect of the sought variables for the subjective benefits, which is caused by differences between situations and consumers, have more influence on a consumer`s behavior than the independent influence of the situation. The reason is that the consumers` behaviors constantly change according to the situations(Belk 1974; Dickson 1982; Quester and Smart 1998). Our research is meaningful as an explorative study to provide foundation for future research on consumer replacement purchase behavior. In addition, our study suggests better product concepts and marketing strategy directions to induce consumer replacement purchase intentions and for companies seeking to establish development strategies for new high-tech products.

21세기 교회를 위한 복음주의 신학의 사명 : 상담논문 ; 한국에서의 웰빙 신드롬: 성경적 상담학을 통한 조망 / 논평

황규명 ( Kyu Myeong Whang ),한숙자 ( Sook Ja Han ),켄냐나칸 ( Ken Gnanakan ) 한국복음주의신학회 2006 성경과신학 Vol.39 No.-

한국에서 분리된 methicillin 내성 포도상구균(MRSA)에서 multiplex PCR에 의한 nuc, mecA, enterotoxin 유전자들과 tst 유전자의 분포에 관한 연구

황선철 ( S. C. Whang ),이창규 ( C. K. Lee ),이승관 ( S. G. Lee ),윤효숙 ( H. S. Yoon ) 대한임상검사과학회 1997 대한임상검사과학회지(KJCLS) Vol.29 No.1

학교폭력에 나타나는 마음의 문제: 성경적 상담의 관점

황규명 ( Kyu Myeong Whang ) 한국복음주의 기독교상담학회 2011 복음과 상담 Vol.16 No.-

폭력은 우리 사회의 심각한 문제이다. 폭력이 이제는 학교 안으로 들어와 조직화되고 치명적이 되고 있다. 학교폭력의 원인에 대한 많은 연구가 있었고 가능성 있는 원인들이 발견되었다. 그러나 그중 어떤 것도 확실하지는 않다. 이와 같은 상황을 이해하려면 학교폭력에 관련된 사람들의 마음을 이해해야 한다. 인간은 하나님의 형상으로 창조되었지만. 인간의 마음은 죄 성을 타고 난다. 이 사실이 폭력에 관한 상담, 특히 가해자 상담에서 고려되어야 한다. 폭력의 피해자나 가해자나 모두 심리적 상처가 있을 것이다. 그들에게 하나님의 사랑과 그리스도 안에 있는 소망을 깨닫게 해야 한다. 그러나 보다 더 중요한 것은 그들의 죄 성에 관하여 하나님 앞에 나아가야 한다. 무엇이 그것을 가로막는가? 그들의 마음속에는, 그 어떤 존재가 자기의 인생에 대하여 시작과 끝을 주관하고 있다는 사실을 받아들일 수 없는 그 무엇이 있기 때문이다. 그들의 마음속에는 분노, 이기심, 교만, 사람에 대한 두려움, 탐심 등이 자리 잡고 있다. 그들에게 그리스도 안에 있는 새로운 생명과 정체성을 얻게 해야 한다. 학교폭력에 관련된 사람들, 특히 가해자가 그리스도의 은혜로 말미암아 자신의 죄 성과 하나님께 대한 반항을 깨닫고 새로운 시각과 마음을 얻는다면, 그 행동이 변화될 것이다. Violence is a serious issue in the society. School is not safe from the violence. School violence became a serious issue also. It is organized and brutal. Many studies have been made to identify the causes of school violence. Many possible causes were found but none of them were certain. To understand this kind of situation, it is important to understand the human hearts of people involved in school violence. The human being is created according to God’s image, but the human heart is sinful by nature. This fact must be considered in counseling people involved, especially the offenders. Offenders as well as victims have their own psychological hurts and wounds. They must be helped to realize the love of God and the hope in Christ. Their hurts must be taken care of, but more importantly their sinfulness must be brought to God. What keeps them from needing God? Something in them doesn``t want to face the Someone who has the first and last say about their lives. In their hearts, there are anger, selfishness, greed, arrogance, fear of man, etc. They must be helped to gain a new life and identity in Christ. If the people involved in school violence, especially the offenders, by grace of Christ, realize their sinfulness and rebellion against God, and gain a new sight and heart, their behavior will be changed.

농외취업과 농외소득을 결정하는 미시적 분석

황홍도(Hong Do Whang) 한국노동경제학회 1983 勞動經濟論集 Vol.6 No.1

N/A

리간드 변화에 따른 스티렌의 아릴화 반응 생성물의 비교 연구

황영애 ( Young Ae Whang ) 상명대학교 자연과학연구소 2003 自然科學硏究 Vol.11 No.-

충남 홍성지역어에 대한 고찰

황인권(Whang,In-kuan) 한남대학교 한남어문학회 2002 한남어문학 Vol.26 No.-

교육심리학의 교육현장 적용과 과제

황정규(Joung Kyu Whang) 한국교육심리학회 1998 敎育心理硏究 Vol.12 No.1

골형성 부전증 환자의 골수강내 고정술

황건성(Kuhn-Sung Whang),성일훈(Il-Hoon Sung),김성준(Sung-Joon Kim) 대한정형외과학회 1990 대한정형외과학회지 Vol.25 No.6

집속형 태양전지모듈 설계

황우성(Whang Uoo Sung),황상문(Hwang Sang Moon),조성환(Cho Sung Hwan) 한국태양에너지학회 2006 한국태양에너지학회 학술대회논문집 Vol.- No.-

The advantages in the use of low concentration ratio optics in photovoltaic applications are that the system can be a stationary and that a planar cell could be used as a concentrating cell, resulting in significant cost reductions of greater than 25% compared to a conventional planar PV module or system. Optics that are well-designed would provide a uniform distribution of concentrated radiation flux on the cell which enhance the fill factor of the cell, as well as preserving the life of the cells. A photovoltaic-thermal system is suggested as an application.