通过计算估计整合分拆价格

Integrating partitioned prices via computational estimation

Psychology and Marketing · 2017
被引 5
ABS 3

中文导读

研究消费者在遇到分拆价格(如原价加百分比折扣)时,如何通过计算估计来简化算术问题,发现折扣接近整数时消费者更倾向使用该策略,从而得到更准确、更低的价格估计并更有信心,导致这类折扣更受欢迎。

Abstract

This paper introduces computational estimation to the literature on consumers’ numerical cognition. Computational estimation involves simplifying an arithmetic problem via mathematical procedures to produce an approximate answer. Employing calculation knowledge and approximation together, consumers are likely to use computational estimation as it is relatively accurate while saving cognitive effort compared to calculating values. Three studies applied to partitioned prices in the form of a base price and a percentage discount, demonstrate that when faced with this numeric integration task, the strategy consumers undertake is dependent on the characteristics of the numerals with discounts that are round or close to round being associated with greater use of computational estimation. Further, when employing computational estimation, consumers arrive at more accurate, and lower, price estimates in which they place more confidence than when using alternative an integration strategy. As a result, discounts that are near a round value are preferred to those that are not; a result that is dependent upon the use of computational estimation.

消费者行为定价策略数值认知计算估计