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ISSN : 2233-4165(Print)
ISSN : 2233-5382(Online)
Journal of Industrial Distribution & Business Vol.10 No.4 pp.57-66
DOI : http://dx.doi.org/10.13106/ijidb.2019.vol10.no4.57.

The Factors Affecting Decision Confidence and Comfort that Induce Choice Commitment

Nak-Hwan Choi**
** Professor, Department of Business Administration, Chonbuk National University, Korea. Tel: +82-63-270-2998, E-mail: cnh@jbnu.ac.kr
March 09, 2019. March 25, 2019. April 05, 2019.

Abstract

Purpose - Present study aimed at investigating the factors that may affect consumers' decision confidence and decision comfort inducing choice commitment taken place at the stage of post-decision/pre-outcome. This study explored whether there are positive effects of dominance and instrumentality of chosen product on the decision confidence, and also identified whether there are positive effects of choice easiness and goal achievement-related affect felt at the chosen product on the decision comfort.
Research design, data, and methodology – Portable digital camera as experimental product was used. 260 data were collected from college students. Four were removed from the analyses because they did not complete the questionnaire. Eighteen were removed because they indicated not experiencing the camera in the past. 238 data were used at the analyses to verify hypotheses by structural equation model in AMOS 21.0.
Results - First, both of the consumers' decision confidence and decision comfort positively affected choice commitment. Second, the dominance as well as the instrumentality had positive impact upon the decision confidence. Third, the choice easiness and goal achievement-related affect felt at the chosen product had positive impact on the decision comfort. In sum, present study identified the mediation roles of the decision confidence in the effects of both dominance and instrumentality of the chosen product on forming choice commitment, and also found the mediation roles of the decision comfort in the effects of choice easiness and goal achievement-related affect felt at the product on forming choice commitment.
Conclusions - Focusing on the stage of post-decision/pre-outcome in decision making process, present study contributes to advancing the choice commitment theories by exploring the positive effects of both dominance and instrumentality of chosen product on the decision confidence, and by finding the positive effects of both choice easiness and goal achievement-related affect felt at the chosen product on the decision comfort. Marketers should promote their products’ dominance and instrumentality by showing the superior roles of their product attributes in achieving consumption goal, and should help consumers feel comfort by making choice process easier and giving information that could help feel the goal achievement-related affect at their product chosen.

JEL Classifications: C83, L81, M31, P46.

소비자의 선택제품의 몰입을 유도하는 결정 확신성과 안락감의 영향요인

최낙환

초록


    Chonbuk National University

    Figure

    Table

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