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카테고리 효과 대 랭킹 효과: 타인 선물과 본인 사용 간의 사결정 차이에 대한 해석수준의 영향을 중심으로

Category- vs. Ranking-Effect: Influence of Construal Level on the Decision-Making Differences between Gift Giving and Self Use

박세범|김도연
한국소비자학회 (Korean Society Of Consumer Studies)|2015.11|소비자학연구 (Journal of Consumer Studies)|제26권 제5호|pp. 23-49

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심리적 거리psychological distance해석수준construal levelcategory effect마인드 셋mind-set카테고리 효과랭킹 효과ranking effect
주제분류경제학

초록

본 연구는 두 제품의 가격대가 비슷할 때, 브랜드 지위가 높지만 브랜드 내 모델 랭킹은 낮은 제품과 브랜드 지위는 낮지만 브랜드 내 모델 랭킹은 높은 제품 간 트레이드 오프의 딜레마 상황에서 해석수준(construal level)이 소비자의 판단과 의사결정에 미치는 영향을 규명하고자 하였다. 소비자들이 ‘높은 지위 브랜드의 낮은 랭킹 모델’ 옵션을 더 선호하는 현상은 카테고리 효과(category effect)에 해당하고 ‘낮은 지위 브랜드의 높은 랭킹 모델’ 옵션을 더 선호하는 현상은 랭킹 효과에(ranking effect) 해당한다. 본 연구는 심리적 거리와 해석수준이 카테고리 효과와 랭킹 효과에 영향을 미친다고 제안하고 일련의 실험들을 통해 이를 입증하였다. 구체적으로, 의사결정자와 타겟 사용자 간 심리적 거리가 ‘본인 사용’ 조건 대 ‘타인 선물’ 조건으로 조작된 가운데, 다양한 제품군들을 대상으로 4개의 실험들이 수행되었으며, 수렴적인 결과들이 도출되었다. 타겟 사용자와의 심리적 거리가 먼 ‘타인 선물’ 조건에서 타겟 제품에 대하여 높은 해석수준에서 사고하여 카테고리 효과가 나타났다. 반면, 타겟 사용자와의 심리적 거리가 가까운 ‘본인 사용’ 조건에서는 낮은 해석수준에서 사고하여 랭킹 효과가 나타났다. 마지막으로, 타겟 사용자와의 심리적 거리에 적합하지 않은 마인드 셋 점화는 이와 같은 효과를 약화시켰다. 이와 같이, 본 연구는 의사결정자와 타겟 사용자 간 심리적 거리와 해석수준에 따라 브랜드의 지위가 높은 제품 대 모델의 랭킹이 높은 제품에 대한 판단과 선택이 달라질 수 있다는 것을 입증하였다.

Abstract

Consumers are often faced with the decision-making dilemma of a trade-off between a low-ranking model of a high-status brand (e.g., an Audi’s lowest quality model) and a high-ranking model of a low-status brand (e.g., a Volkswagen’s highest quality model), when their prices are approximately the same. Leclerc, Hsee, and Nunes (2005) conceptualized the relative preference between the two products in such a dilemma. The category effect refers to when consumers favor a low-ranking member of a high-status category over a high-ranking member of a low-status category because they evaluate the items based on the categories to which they belong. In the meantime, the ranking effect means that a high-ranking member of a low-status category is evaluated more favorably, since they are assessed based on their rank within their categories. In addition, it has been argued that since these effects are moderated by an evaluation mode, the category effect appears in the joint evaluation mode whereas the ranking effect is seen in the separate evaluation mode. The current study suggests that another factor influences the ranking and category effects, in addition to the evaluation mode. We propose construal level as a determining factor, and attempt to demonstrate this empirically. At a high level of construal, people tend to focus on abstract benefits and make the mental representation at superordinate levels, so they are likely to refer to broad referents at higher levels. Therefore, it was expected that the category effect, which means that objects are evaluated based on the status or desirability of the categories to which they belong, was more likely to prevail at the high construal level. On the other hand, at the low construal level, people tend to focus on the concrete “how” aspects of the object and make mental representations at subordinate levels, so they are likely to focus on immediate narrow referents at lower levels. Thus, it was predicted that the construing of objects in a low level would allow the ranking effect to appear, under which objects are evaluated based on their position or rank within the category. To test these research hypotheses, a total of 4 experiments with various products were conducted, where psychological distance between the decision maker and the target user was manipulated by associating the purchase situation with use for self versus a gift for others. Since the products presented as gifts are often limited by beneficiaries’ gender and age, experiments 1A through 1C were performed by adopting the same experimental design and procedure in the context of various products including pizza, cosmetic cream and a beauty salon. In three experiments, participants were randomly assigned to one condition in a 2 (target user: self vs. gift for others) × 2 (mind-set: how vs. why) between-subject design. They were then instructed to imagine that they were considering purchasing the product for themselves or as a gift for others. After the “how” or the “why” mind-set was primed in correspondence to the experimental condition, participants were offered two options: a low-ranking model of a high-status brand, and a high-ranking model of a low-status brand. The prices of the two options were set to be equivalent. In turn, they were asked to indicate their relative preference and choice between these two conflicting options. Finally, the manipulation check for brand status, model ranking, and mind-set were conducted. All manipulations turned out to be successful. The converging results from this set of experiments were revealed as follows. First, the category effect was found when people decided to purchase a gift for others, whereas the ranking effect was observed when people decided to purchase for their own use (Hypothesis 1). Second, while the category effect prevailed in a “why” mind-set, the ranking effect was more likely in a “how” mind-set (Hypothesis 2). Lastly, priming the mind-set to be mismatched with the psychological distance between the decision maker and the product diminished these effects. Specifically, priming the “how” mind-set seemed to attenuate the category effect in the condition of purchasing a gift for others, whereas the “why” mind-set prime appeared to diminish the ranking effect in the condition of purchasing for self (Hypothesis 3). Ultimately, experiment 2 was conducted to verify the mediating effect of construal level (Hypothesis 4). A 2 (target user: self vs. gift for others) between-subject design was employed. Experiment procedures and dependent variables were almost the same as those used in the previous experiments; however, experiment 2 measured the construal level to examine the mediating effect, whereas experiments 1A through 1C manipulated the ‘why’ or ‘how’ mind-set. Wine, which adult males often drink or give as a gift, was employed for experiment 2, considering that the participants in experiments 1B through 1C were limited to adult females. As a result, hypothesis 1 was affirmed. More importantly, the findings supported hypothesis 4, revealing that construal level mediated the effect of the psychological distance between the decision maker and the target user on the preference discrepancy. Overall, our findings contributed to the construal level approach to the dilemma of the trade-off between high-status brand and high-ranking model, suggesting construal level as a new factor that influences both the category effect and the ranking effect. This study also provided managerial implications in targeting and marketing communication strategies based on product status.

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