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系統識別號 U0002-2906202012481700
中文論文名稱 探討產品稀少性對消費者購買意願之影響—以香奈兒限量包款為例
英文論文名稱 Exploring the Influence of Perceived Scarcity on Consumer Purchase Intention: In the Case of Chanel Limited Edition Handbags
校院名稱 淡江大學
系所名稱(中) 管理科學學系企業經營碩士班
系所名稱(英) Master's Program In Business And Management, Department Of Management Sciences
學年度 108
學期 2
出版年 109
研究生中文姓名 陳伶宜
研究生英文姓名 Ling-Yi Chen
學號 608620042
學位類別 碩士
語文別 英文
口試日期 2020-06-24
論文頁數 111頁
口試委員 指導教授-陳水蓮
委員-康信鴻
委員-李培齊
中文關鍵字 S-E-D模型  知覺稀少性  消費者心理  知覺價值  購買意願 
英文關鍵字 S-E-D model  Perceived scarcity  Consumers’ psychology effect  Perceived value  Purchase intention 
學科別分類
中文摘要 在經濟繁榮發展下,每人平均所得與消費逐年增加,隨之心生物質慾望和享受擁有。當今消費市場中,尤其時尚精品領域,限量行銷手法備受採用;品牌透過稀少性來增加產品價值且帶動消費者購買意願。對於遲遲下不了手的稀有品或限量品,消費者興起入手念頭,期待商品能滿足的心理感受和帶來的實際效益。本研究基於Lynn(1992) S-E-D模型建立研究架構,針對了解香奈兒包款限量策略的消費者,探討產品稀少性和購買意願之關係,並以消費者心理與知覺價值為中介效果。然而,因知覺價值會隨消費者心理側重的層面(求新、求名、從眾、好奇和炫耀心理)而有異,本研究期望補足過去研究缺口,釐清消費者心理作用與知覺價值之影響。

本研究使用網路問卷進行資料採樣,收集600份有效問卷,透過Amos 20.0進行信效度分析和中介效果分析,並以結構方程模型實證假設。研究發現:一、知覺稀少性對消費者心理作用有顯著正向影響;二、求新心理和好奇心理皆對功能性價值有顯著正向影響;三、求名心理和炫耀心理皆對情感性價值有顯著正向影響;四、求名心理和好奇心理皆對新奇性價值有顯著正向影響;五、從眾心理、求名心理和炫耀心理皆對社會性價值有顯著正向影響;六、知覺價值對購買意願有顯著正向影響。最後,提出理論以及管理意涵,給予未來研究相關提議和方向,並就香奈兒包款限量行銷提供策略見解。
英文摘要 With per capita income and private consumption rising year after year, consumers’ desire for material possession escalates. When luxury fashion brand adopts scarcity strategy to incite purchase volume, consumers used to hesitate but now spur purchase willingness, awaiting psychological and substantial contentment upon limited products. Thus, forming on the S-E-D model, this study purports to fathom the impacts perceived scarcity (PS) on purchase intention (PI), mediated by consumers’ psychology effect (CPE; uniqueness, conformity, vanity, novelty, conspicuousness) and perceived value (PV), also clarifying relations betwixt respective CPEs and PV.

Collecting 600 valid online questionnaires, this study testifies hypotheses through structural equation modeling and substantiates: (a) PS significantly and positively affect CPE; (b) uniqueness and novelty psyche significantly and positively affect functional value; (c) vanity and conspicuousness psyche significantly and positively affect emotional value; (d) vanity and novelty psyche significantly and positively affect epistemic value; (e) conformity, vanity and conspicuousness psyche significantly and positively affect social value; (f) PV significantly and positively affect PI. Synthesizing findings, this study bestows theoretical implication for academics and researchers to further investigation, also provides managerial suggestion for Chanel scarcity strategy on handbags.
論文目次 Contents
Contents-I
List of Tables-IV
List of Figures-V
Chapter 1 Introduction-1
1.1 Research Background-1
1.2 Research Purpose-5
1.3 Research Process-6
Chapter 2 Literature Review-8
2.1 S-E-D Model-8
2.2 Perceived Scarcity (PS)-10
2.3 Consumers’ Psychology Effect (CPE)-12
2.3.1 Uniqueness (U)-13
2.3.2 Conformity (Cf)-14
2.3.3 Vanity (V)-15
2.3.4 Novelty (N)-17
2.3.5 Conspicuousness (Cs)-18
2.4 Perceived Value (PV)-20
2.4.1 Functional Value (FV)-21
2.4.2 Emotional Value (EmV)-22
2.4.3 Social Value (SV)-24
2.4.4 Epistemic Value (EpV)-25
2.5 Purchase Intention (PI)-27
2.6 Relationship between PS and CPE-28
2.7 Relationship between CPE and PV-33
2.7.1 Relationship between Uniqueness and PV-33
2.7.2 Relationship between Conformity and PV-36
2.7.3 Relationship between Vanity and PV-39
2.7.4 Relationship between Novelty and PV-41
2.7.5 Relationship between Conspicuousness and PV-44
2.8 Relationship between PV and PI-47
Chapter 3 Research Methodology-51
3.1 Research Framework-51
3.2 Questionnaire Design-52
3.2.1 Operational Definition-52
3.2.2 Construct Measurement-52
3.3 Pre-testing-57
3.4 Sampling Procedure and Data Collection-58
3.5 Data Analysis Methods-59
3.5.1 Descriptive Statistical Analysis-60
3.5.2 Reliability and Validity Analysis-60
Chapter 4 Data Analysis and Results-61
4.1 Sampling and Respondent Profile-61
4.2 Analysis of Measurement Model-65
4.2.1 CFA and Model Fit-65
4.3 Analysis of Reliability and Validity-66
4.3.1 Reliability Analysis-66
4.3.2 Validity Analysis-69
4.4 Analysis of Structural Equation Model-73
4.4.1 Overall Model Validation-73
4.4.2 Hypothesized Relationships Testing-74
4.5 Analysis of Mediating Effect-77
Chapter 5 Conclusion-82
5.1 Discussion-82
5.2 Theoretical Implication-87
5.3 Managerial Implication-89
5.4 Limitation and Future Research-91
References-93
中文文獻-93
英文文獻-94
Appendix-107

List of Tables
Table 3.1 Operational Definition-53
Table 3.2 Construct Measurement-54
Table 3.3 Amount of Measurement Items-58
Table 4.1 Analysis of Respondents’ Personal Information-63
Table 4.2 Analysis between Respondents with Chanel-64
Table 4.3 Analysis of Research Model Fitness-66
Table 4.4 Analysis of Reliability and Convergent Validity-67
Table 4.5 HTMT and Difference of Chi-square-70
Table 4.6 Confidence Interval Test-71
Table 4.7 Goodness of Research Model Fit-74
Table 4.8 Hypotheses Test Analysis-76
Table 4.9 Direct, Indirect and Total Effect-79
Table 5.1 Result of Hypothesis Test-85

List of Figures
Figure 1.1 Taiwanese Per Capita Income and Private Consumption-1
Figure 1.2 Research Process-7
Figure 2.1 The S-E-D Model-9
Figure 3.1 The Conceptual Research Model-51
Figure 4.1 Analysis of Structural Equation Model-77
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