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研究生:陳依婷
研究生(外文):Chen, Yi-Ting
論文名稱:探討口碑來源親近度與社會比較對於客製化商品
論文名稱(外文):The Impact of Source of Word-of-mouth and Social Comparison on Customization Product’s Purchase Intention
指導教授:張家齊張家齊引用關係
指導教授(外文):Chang, Chia-Chi
學位類別:碩士
校院名稱:國立交通大學
系所名稱:管理科學系所
學門:商業及管理學門
學類:企業管理學類
論文種類:學術論文
論文出版年:2010
畢業學年度:98
語文別:英文
論文頁數:50
中文關鍵詞:口碑社會比較客製化購買意圖
外文關鍵詞:Word-of-MouthSocial Comparisonmass customizationpurchase intention
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大量客製化可以廣泛地定義為廠商透過消費者共同參與產品設計的過程,以達到每一位消費者的個人需求與偏好。本篇研究旨在探討消費者接收到不同親近度的口碑推薦人推薦時,並產生社會比較情形之下,對於客製化產品的購買意願高低效果,是否會受到口碑接收者本身能力不同而有所差異。因此本研究設計為2(口碑來源人親近程度)x2(社會比較)x2(本身能力)的形式。結果顯示,本身能力並不會調節口碑推薦與社會比較之間的效果。研究發現,高(低)能力消費者在向上比較比在向下比較之下的有較高(低)的購買意圖。此外,高(低)能力消費者對於陌生人(朋友)的推薦則是比朋友(陌生人)的推薦之下,有較高的購買意圖,然而平均而言,購買意願分數仍然高於低能力消費者。
對於客製化廠商而言,口碑推薦的效果可有效經由親近的高能力消費者傳遞給低能力的消費者,以達到購買意圖的提升,可視為一個極佳的商業機會,若能成功創造正面口碑,對於利潤的提升會有很好的幫助。

Mass customization is generally defined as “a customer co-design process of products and services which meet the needs of each individual customer.” This study examined the change of customer’s purchase intention when a customer received a recommendation from different close people and occurred social comparison. We want to test how the customer’s self-skill will affect the interaction. Thus a 2(source of WOM)x2(social comparison )x 2 (self-assessed skill) experimental design was employed. Results show there is no interaction between three factors. Our study results reveal that the purchase intention of high (low) skill people is higher (lower) in the upward comparison than in the downward comparison. In addition, the purchase intention of high (low) skill people is higher when the WOM information is from a stranger (friend) than from a friend (stranger). Moreover, purchase intention of high skill people is higher than low skill people in average.
For firms, this is good news for knowing low skill people’s purchase intention can be increased by a high skill close friend. It is a good opportunity for gaining profit if the firms can make positive word-of-mouth information through their customers.

中文摘要 i
ABSTRACT ii
誌謝 iii
Table Index vi
Figure Index vii
Chapter 1:Introduction 1
1.1 Background and research motivation 1
1.2 Research Objectives 2
1.3 Organization of the Research 4
Chapter 2:Literature Review 6
2.1 Research Framework 6
2.2 Self-Designed Products 7
2.3 Word of Mouth 9
2.4 Social Comparison 11
2.5 Hypothesis 13
Chapter 3:Research Methodology 17
3.1 Overview 17
3.2 Designing scenario 17
3.3 Experiment Design 18
3.4 Manipulation of closeness relationship 18
3.5 Manipulation of social comparison and Stimulus 19
3.6 Measurements 21
3.6.1 Measures of Independent Variables - Closeness 21
3.6.2 Measures of Independent Variables - Social Comparison 21
3.6.3 Measures of Independent Variables - Skill Level 21
3.6.4 Measures of Dependent Variable-Purchase Intention 22
3.6.5 Realistic Check Items 22
Chapter 4:Results 23
4.1 Background of participants 23
4.2 Reliability 26
4.3 Manipulation Check 27
4.3.1 Manipulation Check of Closeness 27
4.3.2 Manipulation Check of Comparison 27
4.3.3 Self-assessed skill 28
4.4 Hypothesis Testing 29
4.4.1 Interaction between WOM Sender’s Closeness Level and Social Comparison across Different Skill Level 29
Chapter 5:Discussion 32
5.1 Discussion 32
5.2 Implication 37
5.3 Limitation and Future Research 38
Reference 41
Appendix Ⅰ 44
Appendix Ⅱ 45
Appendix Ⅲ 48

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