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Generative Tools를 활용한 소비자니즈의 추출과 분석

Extraction and Analysis of Consumer Needs by Applying Generative Tools

김기옥|황혜선
한국소비자학회 (Korean Society Of Consumer Studies)|2012.06|소비자학연구 (Journal of Consumer Studies)|제23권 제2호|pp. 165-205|DOI http://dx.doi.org/

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참고문헌

키워드

consumer needs소비자니즈(consumer needs)소비자 생활영역(consumer life domain)경험맥락(experience context)대처자원(coping resource)Generative Toolsconsumer life domainexperience contextcoping resource
주제분류경제학

초록

본 연구에서는 소비자의 잠재된 니즈에 접근할 수 있는 Generative Tools를 활용하여 소비자니즈를 추출하고이를 분석할 수 있는 모형을 제안하고자 하였다. 이를 위하여 먼저 이론적 고찰을 통해 소비자니즈가 발생하는 배경과 구체적으로 형성되는 과정에 근거한 소비자니즈의 분석을 위한 연구모형을 수립하였다. 연구모형은 소비자니즈가 형성되기까지의 과정에 영향을 미치는 소비자의 개인적·환경적 요인으로 구분하여 구성하였다. 소비자니즈의형성과정에 영향을 미치는 개인적 요인은 소비자가 평가하는 자신의 자원(대처자원)이고, 환경적 요인은 자신을 둘러싼 심리적 환경(경험맥락)에 대한 평가이다. 대처자원과 경험맥락의 평가는 각각 주관적 측면의 평가와 객관적측면의 평가로 구분되었다. 다음으로 소비자니즈의 추출 및 분석을 위해 두 단계로 구분된 조사 1과 조사 2를 진행하였다. 조사 1에서는 Generative Tools를 활용하여 소비자의 마음 속 깊은 곳에 존재하는 니즈까지 추출하기 위한 조사 및 분석을 수행하였다. 구체적인 조사 1의 조사 주제는 서로 다른 특징을 가진 세 가지 소비자 생활영역으로 개인적 생활영역, 가족생활영역, 가족 및 타인과의 여가생활영역에서 한 가지씩의 주제를 선정하였다. 각각 선정된 주제는 학습, 주방, 촬영기기 관련 활동이다. 세 주제영역에서 추출된 니즈의 공통성을 분석한 결과 두 개의 축으로 구성된 소비자니즈의 유형이 도출되었다. 두 축은 자아관련-타인관련의 축과 기능관련-감성관련의 축이다. 조사 2에서는 조사 1에서 조사된 네 가지 유형의 니즈가 형성되기까지의 과정에 영향을 미치는 소비자의 개인적·환경적 요인을 구조방정식모형으로 분석하였다. 소비자니즈의 분석은 각 생활영역에 대해 대처자원과 경험맥락에 대한주관적·객관적 평가의 요소로 구성되는 연구모형을 통해 세 가지 주제영역에서 각각 도출된 네 가지 유형의 소비자니즈에 영향을 미치는 요인이 무엇인지 규명하였다.

Abstract

This study aimed to construct a framework of consumer needs for systematical research and analysis to develop products based on the needs. Producing what consumers really want is the primary way to enhance consumer welfare not only directly but also indirectly. For the former instance, consumers can choose the products which meet their needs, thereby maximizing the satisfaction. Not only this but also product developers as companies may concentrate on producing products according to the needs, which concludes effective and efficient distribution of resources. Finally, consumer welfare would be raised with need-oriented production. For this perspective, consumer needs should be treated as the most crucial issue in the development process of products and analyzed thoroughly. Nowadays, most of companies are trying to apply consumers’ needs to their products by researching them with surveys, interviews, observations,or other techniques. The methods generally used in consumer research, however, cannot approach to tacit and latent needs which exist deep inside the consumers’ mind. Consumer needs which cannot be articulated by words may not be expressed with verbal techniques such as surveys or types of interviews. Even the techniques researching consumers by observing what they do have another limitation catching only behavioral expressions. Furthermore, many companies design consumer research from their perspectives as which attempting to research consumer needs within their product categories or business fields. This tendency precludes consumers from expressing their needs freely, but locking in the given boundaries. On the other hand, product developers may not be familiar with the circumstance of consumers, which makes them hard to understand why consumers want something. The products developed without sufficient understanding of consumers’ life cannot resonate with consumers. This study aimed to suggest a model to analyze consumer needs by applying a technique,Generative Tools, which approaches even to latent needs. A model suggested on this study is to be used as a framework of analysis of consumer needs. For this purpose, a two-step research was conducted: Research 1 by Generative Tools and Research 2 by a structural equation model. In Research 1, consumer needs were extracted from three themes(learning, kitchen, and imaging device). The consumer needs were researched by Generative Tools to apply to the theoretical consumer needs analysis model. The needs research themes were selected according to the consumer life domains as origins of consumer needs. Three themes were selected: learning activities for personal life domain, kitchen activities for family life domain, and activities using image capturing devices for leisure life domain with family and others. The consumer needs structured into a common 2-axis typology of consumer needs: self-oriented/others-oriented axis and functional/emotional axis. Based on the 2-axis typology, consumer needs were classified into four consumer needs types. These four types of consumer needs were applied to the structural equation model of Research 2 to verify the consumer needs analysis model. From Research 1, four types of consumer needs combined by the typology were analyzed by a structural equation model in Research 2. The model was designed to indentify different needs development and elaboration by a three-stage appraisal model, which is “consumer needs analysis model.” The model was based on theoretical studies including Lewin’s field theory and cognitive appraisal and interaction studies. The consumer needs analysis model was constructed theoretically with the dualistic structure of consumer needs origin and elaboration. The consumer needs origin consists of interaction between person and psychological environment. A person’s characteristics are affected by surroundings which are related to his/her life called psychological environment. Reversely, a person can also change the surroundings. The interaction between a person and his/her psychological environment is the origin of consumer needs, which are elaborated by an appraisal process of the both: a person and the environment. The appraisal of a person is composed of evaluation of the personal coping resource, and the environment is appraised by evaluating the experience context surrounding consumers as a psychological environment. The experience context is appraised by goal relevance, goal congruence, and possibility of development with both objective and subjective criterion. The coping resource is composed of objective and subjective resources which intervene in the appraisal of the experience context, which affects the process of consumer needs elaboration indirectly. As a result, the consumer needs analysis model differentiates the characteristics of the life domains and the distinguishing types of the consumer needs. Consumer needs of learning are generally affected by subjective appraisal about one’s possibility of development, whereas objective appraisal about the possibility of development has negative effect to self-oriented consumer needs. All the types of consumer needs about kitchen are positively affected by objective goal relevance. It means the housewives have more needs about better kitchen when they regard their kitchen as a place they are required to work for a job. Also, the more they evaluate their subjective possibility of development the more self-oriented functional needs are extracted. It is a difference between learning and kitchen themes that housewives have their needs based on objective evaluations because kitchen is a place to share with other family members and to work for housewives while learning is one of the personal life domain. From the theme of imaging device, four types of consumer needs are positively affected by objective goal relevance,whereas negatively affected by subjective goal relevance. It means that the imaging device users care about other people because the activity using an imaging device is observable. The results from the three themes show that the model elucidates the process of consumer needs elaboration based on the theories, and predicts the different types of the consumer needs by identifying what variables have influence. This result proposes a guideline to research and analyze consumer needs by a more consumer-centered research method in depth.

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