Overview of experiments of different payment--论文代写范文精选

51Due论文代写网精选paper代写范文：“Overview of experiments of different payment ” 我们进行了三项研究调查,与不同的支付形式相关的心理研究，影响交易的经济因素。在这篇社会paper代写范文的研究中,使用一个控制试验操作购买，使用不同的付款方式。检查是否使用现金支付增加感知价值和情感依恋。研究也表明,支付方式的影响是在交易之后产生。接下来,通过实验排除潜在的其他解释,如收入效应和交易成本等，检查支付是否产生影响。保持客观量不变,增加心理连接效应。

Abstract 
We conducted three studies to investigate how the psychological pain associated with different payment forms affects post-transaction connection following an economic transaction. In Study 1, we use a controlled field experiment where we manipulate the form of payment used for purchase. We examine whether paying for a mug using their own cash increases post-transaction connection via the perceived value (i.e., an endowment effect) and emotional attachment to the item in comparison to those who pay using ‘plastic’ (i.e., debit/credit or student card). Study 1 also demonstrates that the effect of payment method on post-transaction connection is mediated by pain of payment. Next, in Study 2, we use a laboratory experiment to rule out the potential alternative explanations that income effects, transaction costs, or halo effects drive the results. Study 2 examines whether the pain of paying effect can influence post-transaction connection even when the individual is spending someone else’s money. We again find that paying by a more painful form of money, even when holding the objective amount constant, increases psychological connection to the chosen alternative. 

We also demonstrate that paying by a more painful form alters the psychological connection for non-chosen alternatives, with individuals decreasing psychological connection to the non-chosen alternatives in comparison to paying by a less painful and more psychologically distant form of payment. Study 2 demonstrates that experiencing more pain of payment increases the likelihood of participants publicly signaling their connection by wearing a ribbon lapel pin for their chosen charity. Finally, we use archival donation data to determine whether the pain of payment predicts post-transaction connection in a more real-world setting using a longer time horizon such as over a one-year time period. In Study 3, we use archival donation data to determine whether the subjective pain associated with payment can influence loyalty and repeat donation likelihood as a proxy for post-transaction connection. Specifically, we demonstrate that paying in year t by check, a more painful form of payment than credit or debit card, increases the likelihood of donating in year t + 1. Thus, we demonstrate that the pain of paying effect is both robust over time and occurs with real, consequential decisions.

STUDY OF MUG FIELD EXPERIMENT
Study investigates whether paying with a more painful form of money increases how much consumers value a product after the transaction is completed. To establish there is a causal relationship between payment form and post-transaction value, we manipulate whether consumers pay for a mug using cash or by plastic card. More specifically, we examine whether paying by a more painful form of money increases the value of the mug as measured by the willingness to accept amount for the purchased mug (i.e., the endowment effect) and by their psychological commitment toward the mug. We also examine whether the psychological pain associated with payment mediates the effect of payment form on value.

Method 
Procedure and design. The study used a door-to-door salesmen design with an experimental manipulation. The study experimenter approached ninety-eight employees of a private Southeastern university, asking each if they would like to purchase a mug. The mug was navy blue in color and contained a university logo. Individuals were informed that the mug normally sold for $6.95, but that as part of a promotion the mugs were discounted to $2. Individuals were randomly assigned to one of two experimental conditions. In the ‘Pay by Cash’ condition, individuals were told that they could only purchase the mug with cash. In the ‘Pay by Plastic’ condition, individuals were told that they could only purchase the mug with a credit card, debit card, or university card commonly used on campus. Sixty-three people purchased a mug, 32 in the Pay by Card condition, 31 in the Pay by Plastic condition. As expected due to the discounted rate (Shah, Bettman and Payne 2014), payment method did not significantly affect purchase likelihood across the two payment conditions, t(94)=-.786, p = .434, MCash=59%, MPlastic = 67%.  Approximately two hours after the transaction, the experimenter approached everybody who purchased a mug and asked them to complete a follow-up survey.

Measures. The independent variable in our analysis is Paid by Cash, a dummy variable that indicates whether the participants used cash (Paid by Cash = 1) or a form of plastic (Paid by Cash = 0) to pay for their purchase. As described above, participants were randomly assigned to pay by cash or by plastic; they did not choose their form of payment. The dependent and mediating variables were all measured on the post-transaction questionnaire. We used single-item questions to measure all of these variables because the study’s participants did not initially pursue an opportunity to participate in a research study; they were invited to participate in this study because they were part of an economic transaction.We measured two dependent variables. First, we measured the participants’ Psychological Commitment with a single item question: “How emotionally attached are you to the mug (1-7 Likert scale, 1=Not at all, 7=Very Attached)?” Second, we measured how much the participants valued the mug by asking the participants about the minimum price that they would demand to give up their mug. The Willingness to Accept (WTA) measure was used to indicate post-transaction valuation.

The mediating variable is Pain of Payment. We assessed the participants’ pain of payment by asking: “How painful was paying for the mug when you originally bought it (1-7 Likert scale, 1=Not at all, 7=Very Painful)?” Although it would have been ideal to ask this question when they decided to purchase the mug, at the time of the decision, the participants did not yet know that they were participating in a research study.Although our theories focus only on how payment forms influence the aforementioned variables of psychological commitment and willingness to accept, the post-transaction questionnaire also included a measure of Willingness to Pay measure (“How much would you pay for the mug normally (in $USD)?”) because Prelec and Simester (2001) found that people who paid by plastic would be more willing to pay for a product than people who paid by cash.(paper代写)

Results
We analyze the data in two stages. We first investigate whether the experimental manipulation had the predicted effect on the dependent variables, Post-transaction Commitment and Willingness to Accept. We then test whether the Pain of Payment mediates the experimental manipulation’s effect on the dependent variables.Effects of Payment Method. Payment method significantly influenced both dependent variables. Regarding post-transaction valuation, individuals who paid with cash exhibited a significantly higher Willingness to Accept in comparison to those who paid with plastic (MCash = $6.71, MPlastic = $3.83, t = 6.68, p < .001). Regarding post-transaction connection, individuals who paid by cash also exhibited significantly more Post-transaction Connection than participants who paid with plastic (MCash = 3.28, MPlastic = 2.45, t = 2.41, p = .019). These effects are consistent with our hypothesis.(paper代写)

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