The purpose of this paper is to examine the influence of transparency on consumers' judgment and decision-making.
This study uses an experimental research design in which participants' negative emotions dynamically change driven by group emotional interactions when they are experiencing a group complaint.
The experimental results show that compared with opaque products, transparent products make consumers rely more on emotions to make judgments and decisions (Experiment 1). It is precise because transparency increases the influence of emotion on consumers' judgment and decision-making that positive emotion makes consumers' evaluation and willingness to pay higher, while negative emotion makes consumers' evaluation and willingness to pay lower (Experiments 2 and 3). Transparency will also affect consumers' subsequent judgment and decision-making methods, so they are more inclined to choose the option with the dominant emotional dimension (Experiment 4).
Previous studies mainly focus on the impact of transparent packaging on consumers and discuss the impact of transparent packaging on consumer product evaluation and consumption quantity. This study proves that product-related transparent elements can also affect consumers' decision-making methods, making them more dependent on emotions to make decisions, enriching the research on the influencing factors of consumer decision-making methods.
“This article was previously published in Mandarin as [杜建刚, 李丹惠, 赵宇煊, 杨梦雅. 透明使我们的决策更感性吗[J]. 营销科学学报, 2019, 15(2): 19–32.]. This translation appears here with the permission of the Chinese Marketing Association of Universities.”
Funding: This study was supported by the National Natural Science Foundation of China (71572082) and the National Natural Science Foundation of China (71972107).
Du, J., Li, D., Zhao, Y. and Yang, M. (2021), "Does a transparent umbrella make you longing for a humorous movie? The influence of transparency on decision-making", Journal of Contemporary Marketing Science, Vol. 4 No. 2, pp. 205-222. https://doi.org/10.1108/JCMARS-06-2021-0024
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