선택대안의 수와 소비자의 제품에 대한 친숙도가 점포 내 구매결정에 미치는 영향

국문 초록 (Abstract)

유통업체는 다양한 상품구색을 갖는 것이 좋다는 생각이 일반적이다. 그러나 최근 연구들은 선택대안의 수를 증가시키는 것이 오히려 소비자 선택을 떨어뜨린다고 한다. 본 연구는 선택대안의 수가 늘어나는 맥락에서 소비자 구매결정에 영향을 미치는 요인을 파악하는 데 목적이 있다. 연구 결과, 본 연구에서는 선택대안의 수가 실제 고려제품군의 크기에 해당하는 3～9개인 경우, 선택대안의 수가 늘어남에 따라 비선택 비율이 줄어드는 것(선택 비율이 증가하는 것)을 알 수 있었다. 특히 선택대안의 수가 선택여부에 미치는 영향은 지배적 대안이 없을 때보다는 있을 때 더 높게 나타났다. 그리고 대안의 수와 함께 소비자의 제품에 대한 친숙도도 선택여부에 어느 정도 영향을 미치는 것으로 나타났다. 지배적 대안이 없을 경우에는 친숙도가 선택여부에 영향을 미치지 않았으나, 지배적 대안이 있을 경우에는 소비자의 제품에 대한 친숙도는 자체적으로는 선택여부에 영향을 미치지 않고, 대안의 수와 상호작용을 통해 선택여부에 영향을 미치는 것으로 나타났다. 마지막으로 이러한 결과를 바탕으로 실무적 시사점과 연구의 한계점에 대해 논의하였다.

다국어 초록 (Multilingual Abstract)

A common assumption in marketing channel is that assortment benefits consumers. Recent research, however, has suggested that increasing the size of the choice set may have adverse consequences on the consumer choice. This research is to identify several factors that could affect the consumer choice in the context of product assortment. Especially, this research focus on the influence of the number of alternatives on the likelihood of purchase from the choice set. The preference for the no-choice option decreases as the number of alternatives increases. And it becomes higher when a dominating alternatives is present. And familiarity are considered as a factor affecting consumer's preference for a no-choice option. When a dominating alternatives is present, there is a positive and significant interaction between familarity and choice set size. It concludes with a discussion of the implications of the research findings and directions for future research.

목차 (Table of Contents)

• Ⅰ. 서론
• Ⅱ. 기존연구 검토 및 가설설정
• Ⅲ. 연구방법
• Ⅳ. 연구 결과
• Ⅴ. 결론
• 참고문헌
• Abstract

참고문헌 (Reference)

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