# Hypothesis 1. There will be a significant difference between the three conditions in their keep intention. Those in Condition 3 Restrictive Policy will have the highest Keep Intention.

PY1102 2020
PY1102 Lab Report Results
The experiment conducted online between Week 2 and 4 of this semester will form the basis of the
Lab Report due on Friday 9th October, 2020 (Week 10). This Lab Report is to be a maximum of
1,500 words, and must be submitted using the APA 7th edition formatting guidelines discussed in
class. You are required to submit an electronic copy of your Lab Report to the SafeAssign drop box by 5pm on the due date. You do not need to submit a hard copy of your report.

The aim of the experiment was to demonstrate the effectiveness of different operant conditioning
reinforcement schedules on individuals keep and repurchase intentions. The online experiment was
based on Study 1 in Gelbrich et al. (2017).
Participants were shown the below text:
Please imagine that you are beginning to prepare for a weekend getaway with friends and
notice you need new overnight luggage. You find the below luggage on the website of an
online store for \$75. The shipping cost is \$10.

Following this, participants were randomly assigned to 1 of 3 conditions. Each condition described
different return policies for the online store. The first condition described a Lenient Policy +
Reward whereby return of an unwanted item would be free or the buyer would receive a reward for
keeping the product purchased. The second condition described a Conventional Policy whereby
return of unwanted item is free however there is no reward for keeping purchased item. The third
condition described a restrictive return policy whereby the buyer would have to pay the \$10 postage
for the return of the item.
Participants then completed items which measured their order intention, keep intention, repurchase
intention, familiarity with restrictive policy as well as a manipulation check.

Study Information
Hypothesis 1. There will be a significant difference between the three conditions in their keep
intention. Those in Condition 3 Restrictive Policy will have the highest Keep Intention. Participants
assigned to Condition 1 – Lenient Policy + Reward will the second highest keep intention.
Participants in Condition 2 – Conventional Policy will have the lowest keep intention.

Hypothesis 2. There will be a significant difference between the three conditions in their
repurchase intention. Participants assigned to Condition 1 – Lenient Policy will have the highest
repurchase intention and Participants in Condition 3 – Restrictive Policy will have the lowest
repurchase intention.

Participants
N=82
Age: Mean age (M) = 23.77 years Standard Deviation (SD) = 8.21

Gender: 29 Males; 53 Females
Descriptive Statistics
Condition Number of participants Mean response keep Standard
Lenient + Reward 25 3.76 1.96
Conventional Policy 28 3.54 1.97
Restrictive 28 4.61 1.73
Condition Number of participants Mean response repurchase Standard
Lenient + Reward 25 3.76 1.51
Conventional Policy 28 3.22 1.28
Restrictive 28 2.86 1.38
Inferential Statistics
Intention F (df) p-value
Keep intention 2.48(2,78) .04
Repurchase intention 2.81 (2,78) .03
Reporting the Statistics
When reporting the statistics in your laboratory report, the data can be summarised in a few short
sentences (the data does not need to be presented in a table). The data for the each groups keep and
repurchase intention of the luggage needs to be reported. This includes the mean, standard
deviation, F-statistic, degrees of freedom (df) and the p-values. The results should also be presented
following APA conventions using the following format:
For example…
The results of an One-Way ANOVA indicated there to be a significant difference between the
means for the three conditions intention to keep the luggage, F(2,78) = 2.48, p = .04. The means
indicated that participants who were in the restrictive policy condition (n = 28) had the highest keep
intention (M = 4.61, SD = 1.73). Participants who were in the lenient policy + reward condition (n =
25) had the second highest keep intention (M = 3.76, SD = 1.96). Participants in the conventional
policy condition (n = 28) had the lowest keep intention (M = 3.54, SD = 1.97).
**NOTE: This will need to be repeated for the other hypothesis.
**NOTE 2: As there are quite a number of means and standard deviations to report, it would
also be appropriate to present the descriptive statistics in a table. Refer to APA style guides
for how to correctly format this.

Discussion questions

1. Which condition/s had the highest keep and repurchase intention
2. Is this what you expected? Why/why not?
3. Were the two main hypotheses supported? How do you know this?
Below is a list of readings to get you started with writing your Lab Report. Note you will need
more articles than what is listed here.
Burton, L., Westen, D., & Kowalski, R. (2019). Chapter 7. Psychology: 5th Australian and New Zealand
Edition. Wiley & Sons: Milton, Qld.
Gelbrich, K., Gäthke, J., & Hübner, A. (2017). Rewarding customers who keep a product: How
reinforcement affects customers’ product return decision in online retailing. Psychology &
Marketing, 34(9), 853-867. https://doi.org/10.1002/mar.21027
PY1102 2020
Appendix
Survey items relevant to hypotheses:
Please imagine that you are beginning to prepare for a weekend getaway with friends and notice
you need new overnight luggage. You find the below luggage on the website of an online store for
\$75. The shipping cost is \$10.
Stated towards the bottom of the webpage is the online stores return policy.
4. It is:
Lenient Policy + Reward
“If you decide once you receive your luggage that it is not for you, you are able to return the
luggage within 30 days of the receipt date free of charge using the return package provided. If you
choose to keep the luggage you will receive free shipping on your next purchase with the store”
Conventional Policy
“If you decide once you receive your luggage that it is not for you, you are able to return the
luggage within 30 days of the receipt date free of charge using the return package provided”
PY1102 2020
Restrictive Policy
“If you decide once you receive your luggage that it is not for you, you are able to return the
luggage within 30 days of the receipt date for a fee of \$10 using the return package provided”
Item assessing keep intention
“When you receive the luggage you are not 100% sold on your choice as the luggage does not have
the storage capacity you had thought.”
Given this, please answer the following questions: Ratings on Likert scale (1 = Strongly disagree,
7 = Strongly agree)
Item: It is very likely that I would keep the luggage
Item assessing repurchase intention
Ratings on Likert scale (1 = Strongly disagree, 7 = Strongly agree)
Item: In the future, it would be my intent to buy again from this online store
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