• 마케팅과학연구
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• 제19권3호
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• pp.17-27
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• 2009

典型的价格促销是指降低一定数量产品的价格或以相同的价 格获得更多数量的产品, 从而增加价值和创造经济的激励购买. 价格促销经常用来鼓励没有消费过产品或服务的用户试用产品或服务. 因此, 理解价格促销对那些从来没有使用过促销品牌的消费者的此品牌质量认知的影响是很重要的. 然而, 如果消费者通过价格促销获得的产品的质量不好, 促销可能达不到用经济的刺激方法来增加销售的效果. 相反则有可能发生. 具体来说, 通过价格促销消费者产生低的质量的认知会削弱经济的和心理上的激励, 减少购买的可能性. 因此, 对市场营销人员来说理解品牌的价格促销信息如何影响消费者对此品牌的质量的不良认知是非常重要的. 先前的有关价格促销对质量认知的影响的研究有不一致的解释. 一些是关注价格促销对消费者认知的不利影响. 但是其他的研究显示价格促销并没有提高消费者对品牌的不良认知. 之前的研究发现这些不一致的结果和价格促销曝光的时机以及相关的试验得出的质量评估有关. 而且, 消费者是否经历过产品促销都可能会调节这些影响. 一些研究把产品类别的不同作为基本的因素. 本研究的目的是探讨在不同的情况下, 价格促销信息对消费者的不良的质量认知产生的影响. 作者控制了促销曝光的时机, 过去的各种促销形式以及信息发布的方式. 与以往的研究不同, 作者通过控制以前个人使用此产品的经验的潜在调节作用来测试事先设定限制的价格促销的影响. 这样的操作可以解决相关的有可能产生的争议. 这种方法对实际工作方面也是有意义的. 价格促销不仅适用于已存在的目标消费者, 而且可以鼓励没有使用过产品和服务的消费者尝试此产品或服务. 因此, 对市场营销人员来说理解品牌的价格促销信息如何影响消费者对此品牌的质量的不良认知是非常重要的. 如果没有使用过这个品牌的消费者通过价格促销获得的产品的质量不好, 促销可能达不到用经济的刺激方法来增加销售的效果. 相反则有可能发生. 另外, 如果价格促销结束, 购买了这个产品的消费者可能会出现明显的减少再购买行为. 通过文献回顾, 假设1用来探讨消费者通过过去的价格促销获得的质量认知的调节作用. 消费者对没有使用过的品牌的价格促销而产生的质量认知的影响会被此品牌过去的价格促销活动所调节. 换句话说, 消费者会对没有进行过价格促销的没有使用过的品牌产生不良的质量认知. 假设2-1:未使用过的品牌进行首次价格促销的时候, 价格促销的信息发布的方式将影响价格促销的成败. 假设2-2:消费者越不在意价格促销的原因, 越容易对产品的质量产生不良的认知. 通过测试1, 简要地解释了产品和品牌在提供四种价格促销形式之前并解释说明了每种价格促销形式. WAVEX这个虚拟品牌的质量的认知被评估为7. 网球拍被选中的原因是由于选定的产品组必须过去几乎没有价格促销活动来消除促销的平均次数对价格促销信息的影响, 正如Raghubir和Corfman(1999)所提出的. 测试2也用网球拍作为产品组, 主持测试2的管理者与测试1相同. 随着测试1, 选择了对产品组熟悉而对产品不熟悉的受访者. 每个受访者被分配到代表WAVEX价格促销的两种不同信息发布方式的两组中的一组. 在评估WAVEX的质量认知为7以前, 受访者看了每个促销信息. 不熟悉的实验品牌的价格促销对消费者的质量认知的影响被证明为会被以前有过或没有价格促销活动所调节. 与过去的促销行为一致是使品牌评估变得更糟的不良影响的重要变量. 如果此品牌从未进行过价格促销, 价格促销活动会对消费者的质量认知产生不良的影响. 第二, 不熟悉的品牌进行首次价格促销时, 促销信息的发布方式会影响公司促销的成败. 当消费者进行性格归因和情境归因的比较时, 质量认知的不良影响会更大. 与先前主要关注具有或不具有情境/性格归因中良好或不良的动机的研究不同, 本研究的焦点是检验如果公司提出了具有说服性的理由, 即使消费者在价格促销行为中有性格归因, 情境归因也可以被推断出的事实. 这种方法, 在学术方面取得了很大的成果, 意义在于它运用非数学的问题来解释固定和调整过程而不像以前的研究大部分是把它用于数学问题来解释. 换句话说, 根据基本属性错误, 有很大的倾向去性格地归因其他的行为. 当这种情况出现在价格促销时, 我们可以推断出消费者很有可能性格地归因公司的价格促销行为. 反而, 即使在这种情况下, 公司可以调整消费者的锚定性来降低性格归因的可能性. 另外, 不像多数对价格促销的长/短期影响的以往的研究, 只考虑价格促销对消费者的购买行为影响, 本 研究测试对质量认知的影响, 一个影响消费者购买行为的因素. 这些结果在实际工作方面有重要启示. 本研究的结果可以作为新产品有效的提供促销信息的指南. 如果品牌要避免错误的暗示, 比如在施行价格促销战略时被认为是产品的质量不好, 一定要为促销提供清晰合理的理由. 尤其是对那些以前没有进行过价格促销活动的公司来说, 提供明确的理由尤其重要. 不一致的行为可以导致消费者的不信任和焦虑. 这也是无止境的价格战的风险的重要因素之一. 没有事先通知的价格促销会使消费者怀疑, 但不会影响市场份额.

• 마케팅과학연구
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• 제18권3호
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• pp.59-88
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• 2008

Digital Convergence means integration between industry, technology, and contents, and in marketing, it usually comes with creation of new types of product and service under the base of digital technology as digitalization progress in electro-communication industries including telecommunication, home appliance, and computer industries. One can see digital convergence not only in instruments such as PC, AV appliances, cellular phone, but also in contents, network, service that are required in production, modification, distribution, re-production of information. Convergence in contents started around 1990. Convergence in network and service begins as broadcasting and telecommunication integrates and DMB(digital multimedia broadcasting), born in May, 2005 is the symbolic icon in this trend. There are some positive and negative expectations about DMB. The reason why two opposite expectations exist is that DMB does not come out from customer's need but from technology development. Therefore, customers might have hard time to interpret the real meaning of DMB. Time is quite critical to a high tech product, like DMB because another product with same function from different technology can replace the existing product within short period of time. If DMB does not positioning well to customer's mind quickly, another products like Wibro, IPTV, or HSPDA could replace it before it even spreads out. Therefore, positioning strategy is critical for success of DMB product. To make correct positioning strategy, one needs to understand how consumer interprets DMB and how consumer's interpretation can be changed via communication strategy. In this study, we try to investigate how consumer perceives a new product, like DMB and how AD strategy change consumer's perception. More specifically, the paper segment consumers into sub-groups based on their DMB perceptions and compare their characteristics in order to understand how they perceive DMB. And, expose them different printed ADs that have messages guiding consumer think DMB in specific ways, either cellular phone or personal TV. Research Question 1: Segment consumers according to perceptions about DMB and compare characteristics of segmentations. Research Question 2: Compare perceptions about DMB after AD that induces categorization of DMB in direction for each segment. If one understand and predict a direction in which consumer perceive a new product, firm can select target customers easily. We segment consumers according to their perception and analyze characteristics in order to find some variables that can influence perceptions, like prior experience, usage, or habit. And then, marketing people can use this variables to identify target customers and predict their perceptions. If one knows how customer's perception is changed via AD message, communication strategy could be constructed properly. Specially, information from segmented customers helps to develop efficient AD strategy for segment who has prior perception. Research framework consists of two measurements and one treatment, O1 X O2. First observation is for collecting information about consumer's perception and their characteristics. Based on first observation, the paper segment consumers into two groups, one group perceives DMB similar to Cellular phone and the other group perceives DMB similar to TV. And compare characteristics of two segments in order to find reason why they perceive DMB differently. Next, we expose two kinds of AD to subjects. One AD describes DMB as Cellular phone and the other Ad describes DMB as personal TV. When two ADs are exposed to subjects, consumers don't know their prior perception of DMB, in other words, which subject belongs 'similar-to-Cellular phone' segment or 'similar-to-TV' segment? However, we analyze the AD's effect differently for each segment. In research design, final observation is for investigating AD effect. Perception before AD is compared with perception after AD. Comparisons are made for each segment and for each AD. For the segment who perceives DMB similar to TV, AD that describes DMB as cellular phone could change the prior perception. And AD that describes DMB as personal TV, could enforce the prior perception. For data collection, subjects are selected from undergraduate students because they have basic knowledge about most digital equipments and have open attitude about a new product and media. Total number of subjects is 240. In order to measure perception about DMB, we use indirect measurement, comparison with other similar digital products. To select similar digital products, we pre-survey students and then finally select PDA, Car-TV, Cellular Phone, MP3 player, TV, and PSP. Quasi experiment is done at several classes under instructor's allowance. After brief introduction, prior knowledge, awareness, and usage about DMB as well as other digital instruments is asked and their similarities and perceived characteristics are measured. And then, two kinds of manipulated color-printed AD are distributed and similarities and perceived characteristics for DMB are re-measured. Finally purchase intension, AD attitude, manipulation check, and demographic variables are asked. Subjects are given small gift for participation. Stimuli are color-printed advertising. Their actual size is A4 and made after several pre-test from AD professionals and students. As results, consumers are segmented into two subgroups based on their perceptions of DMB. Similarity measure between DMB and cellular phone and similarity measure between DMB and TV are used to classify consumers. If subject whose first measure is less than the second measure, she is classified into segment A and segment A is characterized as they perceive DMB like TV. Otherwise, they are classified as segment B, who perceives DMB like cellular phone. Discriminant analysis on these groups with their characteristics of usage and attitude shows that Segment A knows much about DMB and uses a lot of digital instrument. Segment B, who thinks DMB as cellular phone doesn't know well about DMB and not familiar with other digital instruments. So, consumers with higher knowledge perceive DMB similar to TV because launching DMB advertising lead consumer think DMB as TV. Consumers with less interest on digital products don't know well about DMB AD and then think DMB as cellular phone. In order to investigate perceptions of DMB as well as other digital instruments, we apply Proxscal analysis, Multidimensional Scaling technique at SPSS statistical package. At first step, subjects are presented 21 pairs of 7 digital instruments and evaluate similarity judgments on 7 point scale. And for each segment, their similarity judgments are averaged and similarity matrix is made. Secondly, Proxscal analysis of segment A and B are done. At third stage, get similarity judgment between DMB and other digital instruments after AD exposure. Lastly, similarity judgments of group A-1, A-2, B-1, and B-2 are named as 'after DMB' and put them into matrix made at the first stage. Then apply Proxscal analysis on these matrixes and check the positional difference of DMB and after DMB. The results show that map of segment A, who perceives DMB similar as TV, shows that DMB position closer to TV than to Cellular phone as expected. Map of segment B, who perceive DMB similar as cellular phone shows that DMB position closer to Cellular phone than to TV as expected. Stress value and R-square is acceptable. And, change results after stimuli, manipulated Advertising show that AD makes DMB perception bent toward Cellular phone when Cellular phone-like AD is exposed, and that DMB positioning move towards Car-TV which is more personalized one when TV-like AD is exposed. It is true for both segment, A and B, consistently. Furthermore, the paper apply correspondence analysis to the same data and find almost the same results. The paper answers two main research questions. The first one is that perception about a new product is made mainly from prior experience. And the second one is that AD is effective in changing and enforcing perception. In addition to above, we extend perception change to purchase intention. Purchase intention is high when AD enforces original perception. AD that shows DMB like TV makes worst intention. This paper has limitations and issues to be pursed in near future. Methodologically, current methodology can't provide statistical test on the perceptual change, since classical MDS models, like Proxscal and correspondence analysis are not probability models. So, a new probability MDS model for testing hypothesis about configuration needs to be developed. Next, advertising message needs to be developed more rigorously from theoretical and managerial perspective. Also experimental procedure could be improved for more realistic data collection. For example, web-based experiment and real product stimuli and multimedia presentation could be employed. Or, one can display products together in simulated shop. In addition, demand and social desirability threats of internal validity could influence on the results. In order to handle the threats, results of the model-intended advertising and other "pseudo" advertising could be compared. Furthermore, one can try various level of innovativeness in order to check whether it make any different results (cf. Moon 2006). In addition, if one can create hypothetical product that is really innovative and new for research, it helps to make a vacant impression status and then to study how to form impression in more rigorous way.

• 사상체질의학회지
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• 제11권2호
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• pp.119-150
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• 1999

동(東) 서양의학(西洋醫學)이 여러 방면(方面)으로 눈부시게 발전(發展)해 왔음에도 불구(不拘)하고 동일질병(同一疾病)에 대한 약(藥) 효과(效果)의 개인별(個人別) 차이(差異)나 질병(疾病)에 대한 개인별(個人別) 감수성(感受性)의 차이(差異)에 따른 여러 가지 면역관계(免疫關係) 질환(疾患)의 다양성(多樣性)이나 난치병(難治病)의 다양(多樣)한 예후(豫後) 등(等)의 이유(理由)를 정확(正確)히 이해(理解)하지 못하고 따라서 적절(適切)한 대처(對處)를 하지 못하고 있는 것이 현실(現實)이다. 그런데 사상의학(四象醫學)의 네 체질(體質)에 따른 질병(疾病) 관리(管理), 치료(治療) 및 예방법(豫防法)은 현대(現代)의 난치병(難治病)이라고 할 수 있는 성인병(成人病), 면역계(免疫係) 질환(疾患), 스트레스성(性) 질환(疾患)의 관리(管理)에 효과적(效果的)으로 적용(適用)할 수 있으므로 현재(現在) 한방임상의학(韓方臨床醫學)에서 많이 응용(應用)되고 있다. 이러한 사상의학(四象醫學)을 세계(世界)에 폭넓게 적용하기 위해서는 국제적(國際的)으로 응용(應用)할 수 있는 체질진단(體質診斷)의 기준(基準)이 마련되어야 한다. 우선(于先) 본(本) 연구(硏究)는 외국인(外國人)에게도 과연(果然) 체질(體質)이 존재(存在)할까 하는 의문점(疑問点)을 해결(解決)하기 위(爲)하여 미국인(美國人)을 대상(對象)으로 체질(體質) 분류(分類)를 시도하여 체질(體質) 존재(存在) 여부(與否)를 확인(確認)하는 작업(作業)부터 시작(始作)하였다. 또 체질(體質)이 존재(存在)한다면 체질(體質) 진단(診斷) 도구(道具)로는 어떤 것이 좋을까를 알아보기 위(爲)한 연구(硏究)를 병행(竝行)하였다. 선택(選擇)된 체질(體質) 진단(診斷) 도구(道具)로는 경희대학교(慶熙大學校) 사상의학(四象醫學) 교실(敎室)에서 개발(開發)되어 학회(學會)에서 공인후(公認後) 임상(臨床)에서 널리 사용(使用)되는 체질(體質) 진단(診斷) 도구(道具)인 QSCCII를 바탕으로 이를 영문(英文)으로 번역(飜譯)하고 채점(採點) 방법(方法)을 보완(補完)하여 새롭게 제작(製作)된 new QSCCII + 사용(使用)하였다. 본(本) 연구(硏究)는 국내(國內)에서 표준화(標準化)되어 사용(使用)하고 있는 체질진단진단도구(體質診斷診斷道具)인 QSCCII를 보완하여 미국(美國)에서 응용(應用)할 수 있는 새로운 진단(診斷) 도구(道具)를 마련하고자 처음으로 시도(試圖)된 연구(硏究)이다. 조사(調査) 대상(對象)은 University of Bridgeport. Connecticut. U.S.A의 학생(學生), 교직원(敎職員)그리고 Health Science Center의 Clinic을 방문(訪問)한 사람중(中) 본(本) 조사(調査)에 협력(協力)한 사람이 주(主)로 그 대상(對象)이 되었으며 기타(其他) 주변(周邊)의 현지인(現地人)들이 대상(對象)이 되었다. 년(年) 조사대상인원(調査對象人員) 344명(名)이었고 전체(全體) 조사(調査) 대상(對象)에서 재검사(再檢査)를 할 수 있었던 인원(人員)은 240명(名)이었다. 연구기간(硏究期間)은 1998년(年) 9월(月)부터 1999년(年) 8월(月)까지 약(約) 1년(年) 여(餘)에 걸쳐 실시(實施)되었다. 이러한 연구결과(硏究結果)를 고찰(考察)해 볼 때 아래와 같은 결론(結論)을 얻었다. 1. 미국(美國) 사람에게도 사상체질(四象體質)은 존재(存在)한다. 추론(推論)컨데 미국(美國)에는 다양(多樣)한 인종(人種)이 섞여 살고 있으므로 외국인(外國人) 모두에게 역시(亦是) 체질(體質)이 존재(存在)한다고 볼 수 있다. 2. 미국인(美國人)에게 특(特)히 백인(白人)에게선 소양인(少陽人)으로 진단(診斷)되는 경향(傾向)이 높았다. 이 결과(結果)는 미국(美國)사람에게도 사상체질(四象體質)은 존재(存在)한다는 가설(假說)과 다소(多少) 부합(附合)된다 사료(思料)된다. 3. 검사재검사(檢査再檢査)를 통하여 분석(分析)된 결과(結果)를 볼 때 그 결과(結果)가 일관(一貫)되게 나오는 것으로 보아 new QSCCII +가 외국인(外國人)의 체질(體質)을 진단(診斷)할 때 일관(一貫)된 결과(結果)를 얻을 수 있는 진단방법(診斷方法)일 가능성(可能性)을 시사(示唆)한다. 4. 표준(標準) 집단(集團)의 체질(體質) 분류(分類)에서는 인종(人種)에 관계(關係)없이 체질(體質)이 존재(存在)하고 있었다. 5. 반응(反應) 빈도(頻度)가 낮은 문항(問項)은 미국인(美國人)을 위(爲)한 표준화(標準化) 연구(硏究)를 할 때 미국인(美國人)에게 이해(理解)가 될 수 있는 또다른 표현(表現)으로 바꾸어 적용(適用)해 볼 필요(必要)가 있을 것으로 추정(推定)된다. 6. 미국인(美國人)의 체질(體質)을 정확(正確)하게 하기 위(爲)해서는 표준화(標準化) 작업(作業)을 함으로써 QSCCII라는 진단도구(診斷道具)를 이용(利用)하여 측정(測定) 진단(診斷) 데이터를 평가(評價)할 수 있는 진단(診斷) 기준(基準)이 만들어져야 한다. 7. 체질(體質)이 불투명(不透明)하다고 나온 71명(名) 중(中)에는 잠재적(潛在的) 태양인체질(太陽人體質)이 포함(包含)되어 있을 것으로 추정(推程)되나 태양인(太陽人)의 희소성(稀少性)에서 기인(起因)하는 new QSCCII+의 변별력저하(辨別力低下)에 대한 해결방안(解決方案)에 대(對)한 연구(硏究)가 추후(追後)에 진행(進行)되어야 할 것으로 사료(思料)된다. 8. 연구결과(硏究結果) 북미지역(北美地域)의 체질분포(體質分布)는 다음과 같다. 연인원(年人員)을 대상(對象)으로한 분포(分布)에서는 소양인(少陽人) 36.25 %(87명), 태음인(太陰人) 13.75 %(33명(名)), 소음인(少陰人) 20.41%(49 명(名)), 분류(分類)가 안되거나 태양인(太陽人)인 경우(境遇)가 29.58%(71 명(名))이었다.