客戶心理模板之顧客希望值與失落感relaives

Relativeconsumptionand

satisfactionDr.RussellJamesIII,UniversityofGeorgiaPastExpectedFutureAlternativeNearbyadditionalRelevantObservedCurrentMultipleAlternativeOurchoicesandoursatisfactionaredrivenbythecomparisonswemakeBehavioralEconomicsConceptsPastExpectedFutureAlternativeNearbyadditionalRelevantObservedCurrentMultipleAlternativeHedonicAdaptationPlaceboEffect;StereotypesEndogenousDeterminationofTimePreferenceAnchoring;ParadoxofChoiceLossAversion;EndowmentEffect;StatusQuoBiasAvailabilityEffectsRelativeStandingPeerEffects;AfundamentalideaofstandardeconomicsHigherincomemeansgreaterconsumptionandthereforegreaterutilityandsatisfaction

But,somepiecesofthepuzzledon’tseemtofit!B.Frey(U.Zurich),A.Stutzer,2002,Whatcaneconomistslearnfromhappinessresearch?JournalofEconomicLiterature,40,402-435.DanielKahneman

(Princeton)andAlanB.Krueger(Princeton),2006,DevelopmentsintheMeasurementofSubjectiveWell-Being,JournalofEconomicPerspectives,20(1),3-24.A.Clark,P.Frijters,andM.Shield,2008,RelativeIncome,Happiness,andUtility:AnExplanationfortheEasterlinParadoxandOtherPuzzles,JournalofEconomicLiterature,46(1),95–144A.Clark,P.Frijters,andM.Shield,2008,RelativeIncome,Happiness,andUtility:AnExplanationfortheEasterlinParadoxandOtherPuzzles,JournalofEconomicLiterature,46(1),95–144Whydon’tweseenationalsubjectivewell-beingrisingwithnationalincomeindevelopedcountries?StandardeconomicsMoremoneymeansgreaterconsumptionandthereforegreaterutilityandsatisfactionRelativestandingMylevelofsatisfactiondependsuponmyrelativeconsumptionv.thoseinmycomparisongroupSomegoodsaremore““positional””GoodswhererelativeleveliskeyCarsHousesFashionProfessionalattireIncomeGoodswhereabsoluteleveliskeyHealthSafetyRelationshipsVacationtimeS.J.Solnick(U.Vermont)&D.Hemenway(Harvard),2005.Arepositionalconcernsstrongerinsomedomainsthaninothers?AmericanEconomicReview,95,147-151“ConspicuousConsumption””ThorsteinVeblenTheoryoftheLeisureClass(1899)“ConspicuousConsumption””whenpeoplepreferagoodbecauseitismoreexpensive.Thedisplayoftheitemprojectsrelativestanding.ConspicuousconsumptionShippingmagnateAristotleOnassiswantedaspecialyachtChristina––325ft.Barstoolswithwhaleivoryfootrestsandleathermadefromwhalepenis.Mosaictilefloorofswimmingpoolrosetobecomeadancefloor.RelativestandinginconspicuousconsumptionShippingcompetitor,StavrosNiarchosbuilttheAtlantisIIwiththeinstructionofmakingit50-ftlongerthantheChristina.1990Turama,3-ftlongerthantheAtlantisIIEtc.,Etc.Yougraduatefromcollegeandyourincomechangesfrom$0to$29,000.Yourfriendsallgetjobsmaking$50,000.Howdoyoufeel?StandardeconomicsMoremoneymeansgreaterconsumptionandthereforegreaterutilityandsatisfaction$0v.$29,000RelativestandingMylevelofsatisfactiondependsuponmyrelativeconsumptionv.thoseinmycomparisongroup$29,000v.$50,000Whichworldwouldyouchoose?WorldA:Youandyourfamilyliveinaneighborhoodwith3,000sq.ft.houses,therestofthetownlivesinneighborhoodswith2,000sq.ft.houses.WorldB:Youandyourfamilyliveinaneighborhoodwith4,000sq.ft.houses,therestofthetownlivesinneighborhoodswith6,000sq.ft.houses.RelativeincomeandhedonicadaptationRelativeincomeandlifesatisfactionStudy:Apanelstudyofabout10,000peoplein965differentneighborhoodsQuestion:Comparingindividualswiththesameincome,dotheyfeelworsewhenothersaroundthemhavemoreincome?Whatdoyouthink?Peoplefeellesshappywhentheincomeofthosearoundthemgoesup.Peoplefeelmorehappywhentheincomeofthosearoundthemgoesup.Peopleareunaffectedbywhatthosearoundthemearn.Luttmer,E.(Harvard),2005,Neighborsasnegatives:Relativeearningsandwell-being.QuarterlyJournalofEconomics,120(3),963-1002.RelativeincomeandlifesatisfactionFinding:“higherearningsofneighborsareassociatedwithlowerlevelsofself-reportedhappiness.”Itappearsthatpeoplehave“utilityfunctionsthatdependonrelativeconsumptioninadditiontoabsoluteconsumption.”Luttmer,E.(Harvard),2005,Neighborsasnegatives:Relativeearningsandwell-being.QuarterlyJournalofEconomics,120(3),963-1002.GlobalresultsfromWorldValuesSurveyR.Inglehart,ModernizationandPostmodernization(Princeton,1997).Overallincomemaystillbeimportantforlifesatisfactioninrelativelypoornations.R.InglehartandH-D.Klingemann,"Genes,CultureandHappiness,"MITPress,2000.R.InglehartandH-D.Klingemann,"Genes,CultureandHappiness,"MITPress,2000.IncomeeffectweakensforthetophalfOriginalchartfromB.Frey(U.Zurich),A.Stutzer,2002,Whatcaneconomistslearnfromhappinessresearch?JournalofEconomicLiterature,40,402-435.50thpercentileofincomeSimilarresultsfrom35yearsagoOriginalchartfromB.Frey(U.Zurich),A.Stutzer,2002,Whatcaneconomistslearnfromhappinessresearch?JournalofEconomicLiterature,40,402-435.50thpercentileofincomeRelativestandingandpeereffectsIfwearedoingwellcomparedtothosearounduswetendtobesatisfiedandcomplacent.Ifwearedoingpoorlycomparedtothosearoundus,wetendtobedissatisfiedanddriventoaction.IfyouwanttoworkonacquiringMOREofsomething,focusonthosewhohaveMOREofitthanyoudo.Ifyouwanttobesatisfiedwithyourcurrentlevelofsomething,focusonthosewhohaveLESSofitthanyoudo.IamtheBESTIneedtoworkharderIamalmostthereISistersandrelativeincomeSupposetwomarriedwomen’’shusbandsmakeidenticalsalaries.Ifonewoman’’shusbandmakeslessmoneythanhersister’shusband,doesthismakeherLesslikelytobeemployedoutsidethehome?Morelikelytobeemployedoutsidethehome?NoimpactNeumark,D.(MichiganState)&Postlewaite,A.(U.Penn),1998,Relativeincomeconcernsandtheriseinmarriedwomen’semployment.JournalofPublicEconomics,70,157-183.SistersandrelativeincomeAmongmarriedwomenwithasisterwhowasnotemployed,theprobabilityofthewoman’sownemploymentrises16-25%ifhersister’shusbandmakesmorethanherhusband.Neumark,D.(MichiganState)&Postlewaite,A.(U.Penn),1998,Relativeincomeconcernsandtheriseinmarriedwomen’semployment.JournalofPublicEconomics,70,157-183.Problem:Relativestandingdrivessatisfaction.Increasingoneperson’srelativestandinghasanegativeimpactonanotherperson’srelativestanding.Question:Isthereanywaytoincreaseyourperceivedrelativestandingwithoutreducingsomeoneelse’s?Byfocusingonthoseinneedthroughvolunteering,philanthropy,orcompassion,wereshapeourpersonalenvironmentofrelativestanding.Doesthisincreaselifesatisfaction?“Volunteersreporthigherwell-beingscoresthannon-volunteers;theyarelessdepressed,andtheirmortalityrateislowerthanaverage””Meier,S.(Harvard),2006,Theeconomicsofnon-selfishbehaviorVolunteering,happiness,&causationWhenpeoplelostvolunteeropportunities,subsequenthappinessratingsdeclined,suggestingthatvolunteeringwascausinghappiness(notonlyvice-versa).Meier,S.(Harvard)&Stutzer(U.Zurich),2008,IsVolunteeringRewardinginItself?Economica,75,39-39.InastudyofcharitablegivingdecisionsmadewhileinanfMRImachine,charitablegivingwas““associatedwithneuralactivationsimilartothatwhichcomesfromreceivingmoneyforoneself.”Harbaugh,W.T.(Oregon),Mayr,U.(NBER),&Burghart,D.R.(Oregon),2006,Neuralresponsestotaxationandvoluntarygivingrevealmotivesforcharitabledonations.Science,316,1622-1625GivingandHappinessIt’’snotjustaboutthecharityreceivingmoney,itisaboutusvoluntarilymakingthegift“neuralactivity…aswellassubjectivesatisfaction,islargerinthevoluntarythaninthemandatorysituation.”Harbaugh,W.T.(Oregon),Mayr,U.(NBER),&Burghart,D.R.(Oregon),2006,Neuralresponsestotaxationandvoluntarygivingrevealmotivesforcharitabledonations.Science,316,1622-1625StandardeconomicsMoremoneymeansgreaterconsumptionandthereforegreaterutilityandsatisfactionRelativestandingMylevelofsatisfactiondependsuponmyrelativeconsumptionv.thoseinmycomparisongroupIfyouwanttoworkonacquiringMOREofsomething,focusonthosewhohaveMOREofitthanyoudo.Ifyouwanttobesatisfiedwithyourcurrentlevelofsomething,focusonthosewhohaveLESSofitthanyoudo.IamtheBESTIneedtoworkharderIamalmostthereISlidesby:RussellJamesIII,J.D.,Ph.D.Asst.Professor,DepartmentofHousing&ConsumerEconomics,UniversityofGeorgiaPleaseusetheseslides!Ifyouthinkyoumightuseanythinghereinaclassroom,pleaseletmeknow.Thanks!9、靜夜四無無鄰，荒居居舊業(yè)貧。。。12月-2212月-22Saturday,December31,202210、雨中黃葉葉樹，燈下下白頭人。。。06:30:2906:30:2906:3012/31/20226:30:29AM11、以我獨獨沈久，，愧君相相見頻。。。12月-2206:30:2906:30Dec-2231-Dec-2212、故人江海海別，幾度度隔山川。。。06:30:2906:30:2906:30Saturday,December31,202213、乍乍見見翻翻疑疑夢夢，，相相悲悲各各問問年年。。。。12月月-2212月月-2206:30:2906:30:29December31,202214、他鄉(xiāng)生生白發(fā)，，舊國見見青山。。。31十十二月20226:30:30上午午06:30:3012月-2215、比不不了得得就不不比，，得不不到的的就不不要。。。。十二月月226:30上上午午12月月-2206:30December31,202216、行動出成成果，工作作出財富。。。2022/12/316:30:3006:30:3031December202217、做做前前，，能能夠夠環(huán)環(huán)視視四四周周；；做做時時，，你你只只能能或或者者最最好好沿沿著著以以腳腳為為起起點點的的射射線線向向前前。。。。6:30:30上上午午6:30上上午午06:30:3012月月-229、沒有失敗，，只有暫時停停止成功！。。12月-2212月-22Saturday,December31,202210、很多多事情情努力力了未未必有有結(jié)果果，但但是不不努力力卻什什么改改變也也沒有有。。。06:30:3006:30:3006:3012/31/20226:30:30AM11、成成功功就就是是日日復復一一日日那那一一點點點點小小小小努努力力的的積積累累。。。。12月月-2206:30:3006:30Dec-2231-Dec-2212、世間成成事，不不求其絕絕對圓滿滿，留一一份不足足，可得得無限完完美。。。06:30:3006:30:3006:30Saturday,December31,202213、不知香積寺寺，數(shù)里入云云峰。。12月-2212月-2206:30:3006:30:30December31,202214、意志堅強強的人能把把世界放在在手中像泥泥塊一樣任任意揉捏。。31十二二月20226:30:30上上午06:30:3012月-2215、楚楚塞塞三三湘湘接接，，荊荊門門九九派派通通。。。。。十二二月月226:30上上