消费者寻求多样化与企业定价竞争

消费者寻求多样化的购买行为会对寡头企业之间的价格竞争和经济效率产生重要影响。文章研究发现,针对消费者寻求多样化的购买行为,企业会对忠诚的消费者给予价格优惠,而对新顾客索取高价;消费者寻求多样化购买行为弱化了企业两期价格竞争,导致"默契合谋";而以两期统一定价为基准的经济效率分析显示,歧视定价机制促进了企业间竞争,导致消费者剩余增加,企业利润减少。     

滞留成本、竞争性定价歧视和定价机制选择

在很多市场环境下,消费者重复消费同一种商品会产生效用折扣或者消费者喜欢尝试不同的商品特性,因此消费者追求消费多样化,重复消费同一种商品会产生滞留成本。文章采用两期动态博弈框架,研究滞留成本的存在对于企业竞争性歧视定价行为和市场绩效的影响,此后又进一步研究了企业的定价机制选择问题。文章的研究结果表明:(1)在歧视定价机制下,企业会奖励忠诚的消费者,即企业会对重复购买自己产品的消费者(忠诚消费者)给予价格优惠,而对新顾客索取高价;(2)与统一定价相比,歧视性定价降低了企业利润和社会福利,增加了消费者剩余;(3)当企业可以在歧视定价和统一定价两种机制之间进行选择时,每个企业选择歧视性定价机制是均衡结果。     

Multichannel Shopping Through Nontraditional Retail Formats: Variety-Seeking Behavior With Hedonic and Utilitarian Motivations

Understanding motivations of multichannel shoppers is critical for retailers, especially in terms of how retailers can best attract shoppers to and orient shoppers across different channel options. Our study thus seeks to understand multichannel shopping through nontraditional retail formats by studying the effects of shoppers' hedonic and utilitarian motives. We used the theory of variety-seeking behavior for conceptualization, and analyzed data from a large-scale U.S. consumer survey. Our findings suggest that both hedonic and utilitarian factors are important predictors of multichannel shopping. Hedonic motivations have more explanatory power for high-level multichannel shopping than for moderate-level multichannel shopping, as compared to non-multichannel shopping.     

The effects of food-related personality traits on tourist food consumption motivations

This study explores the motivational dimensions underlying food consumption in tourism, and to examine the effects of two food-related personality traits, namely food neophobia and variety-seeking, on these motivational dimensions. A tourist food consumption motivational scale was developed and seven motivational dimensions were identified: novelty and variety, authentic experience and prestige, interpersonal and culture, price/value and assurance, health concern, familiarity and eating habit, and sensory and contextual pleasure. Both food neophobia and variety-seeking were found to have significant effects on various motivational dimensions. The implications of the findings for practice and future research are discussed.     

Variety-Seeking and Time of Day: Why Leader Brands Hope Young Adults Shop in the Afternoon,but Follower Brands Hope for Morning

The relationship between variety-seeking behaviors and the time of day at which choices are made is investigated. It is proposed that more variety-seeking will typically occur during times of day when people are experiencing arousal lows rather than arousal peaks. Two studies support this view. Moreover, it is also shown that the incidence of choice is greater for follower brands during day periods when variety-seeking is heightened, whereas leader brands fare better in periods when variety-seeking is relatively minimal.This revised version was published online in May 2005 with a corrected cover date.     

顾客多忠诚及其与见异思迁的差异述评

随着市场竞争和产品同质化的加剧,多忠诚顾客已成为现实中普遍存在的消费群体。文章对相关文献进行梳理,厘清了顾客多忠诚的定义、分析了顾客多忠诚行为与见异思迁行为的异同点,并给予评价。这不仅有利于将来对顾客多忠诚展开系统深入的研究,也有助于营销实践者更清晰地甄别顾客,制定和实施有效的顾客忠诚计划。     

互联网新商业模式下寡头厂商定价研究——基于共享经济市场的分析

互联网经济下,厂商不断探索产品定价问题,考虑共享经济中典型因素：会员制,消费者寻求多样化购买和厌恶拥塞等。建立了两期非合作动态博弈模型,研究表明厂商在第一期竞争时平分市场,期望总收益与会员价格相关。证明了厂商第二期存在三度价格歧视均衡定价,定价与多样化购买因子相关。研究表明：在互联网背景下,企业根据消费者历史数据,细分消费者市场,获得更高收益;同时企业需要丰富产品线,促进消费者寻求多样化购买,同时应制定合理会员价格。