دانلود رایگان مقاله انگلیسی تاثیر رنگ ها بر واقعیت ها در خرید آنلاین - الزویر 2018

Abstract

This study investigates the links among color, price, and patronage intention on the Internet. With regard to the effects of a store website's background colors and product prices, the interactions of background colors and price levels may influence online patronage intention via perceptions of quality, sacrifice, and value. The results reveal that online consumers' reactions to online merchandise prices vary according to website background colors. Participants who view blue or low-brightness backgrounds have high patronage intentions regardless of whether prices are high or low. Participants who view red or high-brightness backgrounds are sensitive to merchandise prices and react significantly negatively to high prices. Further mediation analyses indicate that website background colors can influence how consumers interpret price levels: Blue backgrounds make consumers use high price as a sign of high quality rather than monetary sacrifice, but red or high-brightness backgrounds make consumers use high price as a sign of high monetary sacrifice rather than product quality.

General Discussion and Implications

Our studies focus on how online buyers use price and atmospheric color to form judgments about the values of offers and make purchase decisions. Many online consumers cite low price as their dominant motivation for purchasing online; consumers who patronize stores with low prices often report higher behavior intentions than those who patronize stores with high prices (Forman, Ghose, and Goldfarb 2009). The results of our first study reveal that e-retailers can use appropriate website background colors to alleviate the negative relationship between price and patronage; when price varies, consumers' patronage intentions are more stable when designers use blue or dark (i.e., low-brightness) backgrounds. In contrast, when online stores are designed with red or bright (i.e., high-brightness) backgrounds, price level may significantly influence patronage. These findings suggest that blue hues and low brightness are harmless background-color dimensions, but e-retailers who use red hues or bright backgrounds should be careful when pricing their products.

Our second study reveals that quality, monetary sacrifice, and value perceptions mediate the influence of color and price on patronage intentions. People exhibit different patronage intentions because they perceive different values from products when the background colors of online stores vary. By comparing perceived quality and sacrifice, we find that participants in blue-hue conditions perceive higher value than those in red-hue conditions if prices are high because they likely focus on the positive role of price as an indicator of quality, not on the negative role of price as an outlay of economic resources. However, when the background color of a website is red, people are more likely to focus on the role of price as a sacrifice, and their perceived value is negatively influenced by price levels. These results reveal that website background hues influence consumers' interpretations of price information.