Promoting decision satisfaction: The effect of the decision target and strategy on process satisfaction

Lu, Jingyi; Chen, Yuqi; Fang, Qingwen

doi:10.1016/j.jbusres.2021.10.056

Cited by 3 publications

(4 citation statements)

References 35 publications

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“…Twenty-five (19.5%) participants chose restaurant A as their final choice. Fifty-seven (44.5%) chose restaurant B, 30 (23.4%) chose restaurant C, 8 (6.3%) picked restaurant D, 3 (2.3%) picked restaurant D, and 5 (3.9%) picked restaurant E. The power condition did not influence the participants' choice of restaurant, χ 2 (5) = 8.26, p = 0.142.…”

Section: Choice Of Restaurantmentioning

confidence: 92%

“…Past research on decision strategies either recruited unequal numbers of male and female participants or did not examine whether there were gender differences in the use of decision strategies. 1 , 2 , 11 , 38 Whether gender moderates the strength of the mediation effect in which power influences decision strategies through behavioral approach-inhibition tendency remains unclear.…”

Section: Literature Review and Hypotheses Developmentmentioning

confidence: 99%

“…These examples demonstrate two decision strategies that consumers use when shopping: a direct selection strategy, which refers to directly choosing attractive options from an alternative set, and an exclusion strategy, which refers to eliminating the unattractive options from an alternative set. 1 , 2 …”

Section: Introductionmentioning

confidence: 99%

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The Effects of Power on Consumer Decision Strategies: The Mediating Role of Behavioral Approach-Inhibition Tendency and the Moderating Role of Gender

Deng

Shi

Chen

et al. 2022

PRBM

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Purpose Previous studies on consumer decision strategies have focused on the process or outcomes of decision-making using different decision strategies. Relatively little is known about the factors (especially decision makers’ characteristics) influencing the use of different decision strategies. This study examined the effects of power on consumer decision strategies and the underlying mechanisms. Methods Studies 1 (N = 128) and 2 (N = 130) examined multiple- and binary-option situations, respectively. Participants’ power was manipulated with a writing task and their consumer decision strategies were assessed through the selection tasks of restaurants and beach resorts. Study 3 (N = 326) further explored the mediator of approach-inhibition tendency and the moderator of gender in the relationship between power and consumer decision strategies. Participants’ chronic sense of power, approach-inhibition tendency, and purchasing strategies were measured using questionnaires. Results Powerful (vs powerless) individuals prefer to use a direct selection (vs exclusion) strategy, regardless of whether they face multiple or binary choices. An increased approach (vs inhibition) tendency explains why elevated power promotes the use of the direct selection strategy. Moreover, gender plays a moderating role. Specifically, the mediation effect of approach (vs inhibition) tendency on the relationship between power and the preference for the direct selection (vs exclusion) strategy is stronger for males than for females. Conclusion This study extends previous research on power and consumer decision strategies by clarifying that the effects of power on consumer decision strategies are primarily driven by high power (but not by low power). Furthermore, by examining the mediator of approach-inhibition tendency and the moderator of gender, this study promotes a deeper understanding of how power affects consumer decision strategies and for whom the effect is more salient. Besides, the present research has contributions to the approach-inhibition theory of power and the literature on gender differences in consumer behavior, and has practical implications for business marketing.

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Section: Choice Of Restaurantmentioning

confidence: 92%

Section: Literature Review and Hypotheses Developmentmentioning

confidence: 99%

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The Effects of Power on Consumer Decision Strategies: The Mediating Role of Behavioral Approach-Inhibition Tendency and the Moderating Role of Gender

Deng

Shi

Chen

et al. 2022

PRBM

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“…No modelo buyonline-pick-up-in-store, o varejista obtém o maior lucro. Lu et al (2022) Uma maneira nova de promover as experiências do consumidor, estimulando os consumidores com diferentes metas de decisão a empregarem diferentes estratégias de decisão.…”

Section: Et Al (2022)unclassified

Análise da preferência do consumidor frente aos atributos de um >i<e-commerce>/i<

Baratojo

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Ao meu pai: Sérgio, Por me inspirar e ajudar em todos os momentos. A minha mãe e irmã: Silvia e Mariana, Por todo o apoio incondicional. Ao meu amor: Rodrigo, Por me acompanhar nessa jornada. AGRADECIMENTOS Aos meus orientadores, professores Pilli e Mazzon. Por todo o conhecimento compartilhado, disposição em ajudar e acima de tudo paciência e acolhimento nas horas mais difíceis do processo. Vocês foram essenciais para esse trabalho e para a minha evolução como aluna e profissional. Aos professores Edson Crescitelli, José Mauro da Costa Hernandez e Victor Fossaluza pelos comentários feitos durante o processo de qualificação, eles contribuíram para que este trabalho chegasse a outro patamar. Ao meu ex-chefe e amigo Bruno Vinícius Santos, que permitiu e incentivou minha participação nas aulas do mestrado, mesmo essas sendo durante o horário comercial.Obrigada, Sérgio Baratojo por tirar muitas de minhas dúvidas, pelas discussões de alto nível e por permitir o desenho do questionário e coleta dos dados através da Best Forecast.Mariana Baratojo, pela assessoria na revisão textual. E por fim, queria agradecer todos aqueles que cruzaram meu caminho nesses anos e que de alguma forma fizeram parte disso tudo, seja na sala de aula ou fora dela. RESUMOEste trabalho tem como objetivo analisar, por meio de uma pesquisa empírica, a preferência do consumidor frente a atributos de um e-commerce que representem os constructos teóricos Confiança e Valor percebido. Por meio de uma revisão literária foi possível identificar lacunas de pesquisa e ao mesmo tempo levantar as principais variáveis que influenciam a escolha do consumidor. Dentre as variáveis, encontraram-se duas mais gerais que caracterizam constructos teóricos, que podem ser representadas pelas demais e que foram testadas conjuntamente na pesquisa empírica, são elas: Confiança e Valor percebido. Após o desenho do questionário e coletada dos dados, foram treinados diferentes modelos para testar as hipóteses levantadas, o escolhido foi um modelo de classes latentes, com três classes e heterogeneidade explicada pelas variáveis categoria de produto e idade do consumidor. A partir dos resultados pode-se concluir que Valor percebido e Confiança são importantes fatores para a preferência do consumidor de modo geral. As variáveis de categoria do produto e idade deixaram evidente a necessidade de se levar em consideração heterogeneidade nos modelos de escolha discreta, visto que diferentes combinações entre elas resultam em diferentes conclusões. A classe latente A, com maior probabilidade de pertencimento de pessoas mais velhas ou categoria de produto mais barata (torradeira), o constructo Valor percebido é mais importante do que Confiança, enquanto o oposto foi observado para a classe latente B. Ou seja, a classe latente com maior probabilidade de pertencimento de pessoas mais novas ou categoria de produto mais cara (celular), o constructo Confiança é mais importante do que Valor percebido.Os resultados podem ser úteis para gerar insights para a tomada de decisão de empresas do...

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Determinants of Online Medical Decisions for Older Parents: A Discrete Choice Experiment

Fan,

Song,

Zhang

et al. 2024

Sage Open

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This study investigates determinants of adult children’s medical decision preferences for their elderly parents, aiming to optimize healthcare service utilization. Seven influencing factors were identified and a discrete choice experiment was conducted. Data were analyzed with a binary logit regression model. Results highlight treatment effectiveness ( p < .001, OR = 5.945), physician attitude ( p < .001, OR = 2.740), hospital accessibility ( p < .001, OR = 2.136), waiting duration ( p < .001, OR = 1.604), and hospital rank ( p = .001, OR = 1.409) as key concerns when deciding medical care for older parents. Physician title and online health insurance reimbursement showed no significance. Chinese adult children tend to rationally choose primary healthcare centers and Grade II hospitals for effective therapy and doctor-patient communication, suggesting investments in these facilities to enhance healthcare delivery within a hierarchical medical system.

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Promoting decision satisfaction: The effect of the decision target and strategy on process satisfaction

Cited by 3 publications

References 35 publications

The Effects of Power on Consumer Decision Strategies: The Mediating Role of Behavioral Approach-Inhibition Tendency and the Moderating Role of Gender

The Effects of Power on Consumer Decision Strategies: The Mediating Role of Behavioral Approach-Inhibition Tendency and the Moderating Role of Gender

Análise da preferência do consumidor frente aos atributos de um >i<e-commerce>/i<

Determinants of Online Medical Decisions for Older Parents: A Discrete Choice Experiment

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