冲动性购买行为的研究综述

冲动性购买行为是消费行为研究的热点问题之一。因为冲动性购买涉及到的心理过程比较复杂 ,所以研究者对于冲动性购买概念的界定一直缺乏一致性。本文讨论了非计划性购买、冲动性购买与强迫性购买三种行为 ,探讨了当前研究方法的局限性 ,总结了以往关于冲动性购买的内在心理机制的研究 ,并探讨了今后可能的研究方向     

冲动性的测量方法

近年来,冲动性引发的社会问题引起广泛关注。本文梳理了冲动性定义和测量方法,例举了常用的11个量表和5种行为测量任务,讨论和总结了其关系。总体说来,量表之间相关较高,行为测量任务之间、量表和行为测量任务之间的相关较低。当前冲动性研究领域理论框架和定义凌乱,缺乏一致认可的测量方法。我们认为,整合已有定义和测量方法,利用机器学习算法等新技术方法建模,对深入理解“冲动性”、发现更好的冲动性测量方法至关重要。     

降低决策冲动性的方法及其神经机制

大量实验研究显示, 成瘾患者、多动症患者和病态赌博者在决策中表现出冲动偏好。目前研究冲动性决策偏好的经典实验范式是延迟折扣任务。通过延迟折扣任务, 心理学家揭示了冲动性决策偏好的神经机制并构建了多种理论, 包括单一系统评价理论、双系统评价理论、自我控制理论和自我参照加工理论。基于这些理论, 已经发展出了多种降低决策冲动性的方法, 包括想象未来具体事件、工作记忆训练、预先承诺以及提高血液中葡萄糖水平, 其背后的神经机制是通过认知控制和价值表征理论来实现的。未来研究方向需集中于价值计算、价值系统和多体素模式分析(MVPA)在改善决策冲动性以及内在机制研究上的应用。     

组合促销与消费者思维加工模式对冲动性购买的影响研究

本文从社会认知理论视角探讨了组合促销方式及思维加工模式对冲动性购买意愿的影响以及其中的内在机理。通过3个实验发现,在商家进行单店满减的促销活动时,与启动局部加工模式相比,启动消费者的整体加工模式会提高消费者冲动性购买意愿;在商家进行跨店满减的促销活动时,与启动整体加工模式相比,启动消费者的局部加工模式会提高消费者冲动性购买意愿,其中感知价值在影响过程中起中介作用。我们的研究发现进一步丰富了现有的组合促销和思维加工模式文献,并对企业在进行单店满减或跨店满减的促销活动时,如何提升消费者的冲动型购买意愿有重要的实践指导意义。     

孤独感对消费行为的影响及其理论解释

孤独感已成为一种日益普遍的社会现象。近年来,孤独感影响消费行为的研究成果为消费者行为领域做出了重要贡献。个体的孤独感会对补偿性消费行为、回避性消费行为、非理性消费行为及独特性消费行为产生影响。同时,这些影响会受到消费者亲密关系状态、营销策略、产品属性及消费情境等因素的影响。社交替代理论、控制感理论、补偿性消费行为理论、自我调节理论和人格特质理论可用来解释孤独感对消费行为的影响。未来研究应当关注孤独感对利他型消费行为的影响、孤独感类型和程度对消费行为的影响、孤独感影响消费行为的调节因素、孤独感影响消费行为的内在机制、消费行为对孤独感的反向影响等方向。     

多巴胺对动物冲动性的影响

冲动性是注意缺陷障碍、物质成瘾以及病理性赌博等常见精神疾病的主要症状, 已经成为人们日益关注的焦点。研究发现, 前额叶–纹状体神经回路多巴胺参与了冲动性的调节, 但是研究结果并不一致, 多巴胺在冲动性中发挥的作用, 可能会受到三个不同因素的影响。首先, 冲动性具有多维度特征, 多巴胺对冲动的多种亚结构的作用存在差异; 其次, 多巴胺可以通过多个脑区以及与其他递质系统的交互作用影响冲动性; 最后, 多巴胺在调节冲动性的过程中可能还受到多种变量的影响, 如个体差异、环境线索等。     

社会排斥与大学生冲动性消费行为：名人崇拜的中介及自我控制的调节作用

为探讨社会排斥与冲动性消费的关系及其作用机制,本研究采用社会排斥量表、名人崇拜量表、自我控制双系统量表以及冲动性购买倾向量表,对811名大学生进行调查。结果表明：（1）在控制性别、年龄、家庭月收入和每月生活费后,社会排斥显著正向预测冲动性消费;（2）名人崇拜在社会排斥和冲动性消费间起部分中介作用;（3）自我控制在中介路径的前半段及直接路径间起调节作用。本研究有助于对大学生冲动性消费的理解和干预。     

学前儿童迷走神经活动与情绪反应、情绪调节及冲动性的关系

Porges的多迷走神经理论提出迷走神经活动(vagal activity)与儿童的情绪及社会行为密切联系,已有研究探讨了儿童迷走神经活动与儿童的情绪反应及调节的关系,但研究结论不够清晰,需要进一步研究澄清。本研究选取93名4-6岁学前儿童被试,运用生理测量手段与呼吸性窦性心律不齐(respiratory sinus arrhythmia,RSA)分析的方法,采用父母报告的学前儿童情绪反应强度、情绪调节能力、冲动性为结果变量,进一步探讨儿童迷走神经活动(以基线RSA、RSA撤出、RSA恢复为指标)与情绪反应、情绪调节及冲动性的关系。研究发现:(1)基线RSA与儿童情绪反应强度显著负相关,与儿童情绪调节能力显著正相关,基线RSA是儿童情绪反应强度显著负向预测因子,是儿童情绪调节能力的显著正向预测因子;(2)RSA撤出、RSA恢复性与儿童冲动性显著负相关,是儿童冲动性显著负向预测因子。研究结果支持了Porges的多迷走神经理论,表明迷走神经活动与儿童情绪反应、情绪调节及冲动性密切联系。     

自伤青少年的冲动性

以自我报告、行为学和脑电为指标, 检验自伤青少年的冲动性。研究1, 对820名普通中学生和72名工读生进行问卷调查, 探讨自伤行为与情绪调节困难、冲动性的关系。结果表明, 冲动性能够预测自伤行为, 且预测效应量大于情绪调节困难。研究2, 采用Go/Nogo范式的ERPs实验, 检验自伤组与对照组冲动控制的行为学与脑电差异。结果表明, 自伤组Nogo正确反应的N2波幅显著高于对照组, N2潜伏期在部分电极点处高于对照组。脑电地形图显示两者的脑电差异主要体现在前额叶区。结论：自伤青少年的冲动性高于同龄普通青少年。     

群体购买情境下冲动性购买影响研究：解释水平视角

本研究基于解释水平理论视角,检验了消费者在群体购买情境中的冲动性购买行为.研究1采用2（解释水平：高vs.低）＆#215;2（自我建构：独立vs.互依）组间因子设计,用来检验解释水平是否调节自我建构类型对冲动性购买的影响;研究2采用2（解释水平：高vs.低）＆#215;2（认知模式：感知vs.模拟）组间因子设计,检验认知模式和解释水平对冲动性购买的联合影响.实验结果表明：群体购买情境下,消费者自我建构类别不同,冲动性购买意愿也不同,且受到解释水平的调节影响;群体购买情境下,消费者对他人认知模式的不同,对自身冲动性购买的影响也不同,解释水平在其中也起到了调节作用.     

奖赏敏感性在冲动性饮食行为中的作用

肥胖会导致癌症、心脏病、糖尿病等诸多健康问题,而冲动性饮食是肥胖的一个重要影响因素。厘清奖赏敏感性在冲动性饮食中的作用,有助于深入理解冲动性饮食行为。本文介绍了奖赏敏感性的概念、涉及的主要研究领域、生物学基础及测量;整理归纳出奖赏敏感性影响冲动性饮食的三种可能路径:通过注意力偏向影响对享乐性食品的感知、影响消费欲望及随后的自我控制;文章最后指出了基于奖赏敏感性对冲动性饮食进行拓展研究的可能方向。     

移动支付对大学生冲动性消费行为的影响——来自ERP的实验证据

为寻找移动支付影响冲动性消费的电生理证据,实验采用两难选择的虚拟购物任务,通过2(支付方式)×2(产品类型)被试内实验设计,结合ERP技术比较移动支付和现金支付下的冲动消费及相关电生理指标。实验数据显示:(1)移动支付下参与者的购买意愿高于现金条件;(2)对享乐品的购买,移动支付下的购买意愿、购买率高于现金支付,而对实用品两种支付下无差异;(3)决策阶段头皮左侧发现,移动支付下享乐品的LPP波幅正于实用品,而现金支付下二者LPP波幅无差异;(4)N2波幅上存在Buy/No Buy效应。结果表明:移动支付促进了享乐品的冲动性消费,决策阶段左侧脑区的LPP波幅可作为其电生理指标,N2波幅表征买与不买。     

A meta-analysis of the regulatory focus nomological network: Work-related antecedents and consequences

Regulatory focus theory (Higgins, 1997, 1998) has received a great deal of recent attention in the organizational behavior literature. Despite the amount of new evidence surrounding regulatory focus and its relationships with other variables, a quantitative summary of this literature is lacking. The authors used meta-analysis to summarize correlations from 77 empirical studies that included self-report measures of promotion and prevention focus. Meta-analytic effect sizes between promotion and prevention focus and work-related variables are reported. In general, results indicated that promotion and prevention focus are orthogonal constructs and each construct is uniquely related to other theoretically relevant constructs. The results also demonstrate the importance of regulatory foci to organizational researchers as well as the need for a unified approach to their measurement.     

Reflective and Impulsive Determinants of Consumer Behavior

This article describes a dual‐system model of consumer behavior. This model is based on the assumption that all human behaviors are a joint function of reflective and impulsive mechanisms. Those mechanisms have different principles of operation but contribute to the act of buying. However, the relative contribution of impulsive and reflective processes depends on personal and contextual circumstances. The operation and interaction of the 2 systems at different stages of information processing is described and applied to the dynamics of consumer behavior, with a special emphasis on impulse buying.     

Emotion Regulation Mediates Effects of Alexithymia and Emotion Differentiation on Impulsive Aggressive Behavior

Alexithymia and low emotion differentiation restrict access to emotional information and increase propensity toward dysregulated and deviant behaviors, such as impulsive aggression. However, mechanisms underlying such effects are largely unknown. This study examined the mediating role of emotion regulation in the relationship between restricted access to emotional information and impulsive aggression. Alexithymic features and emotion differentiation explained 43% of the variance in impulsive aggression; these relationships were fully mediated by emotion-regulation difficulty. Contrary to previously held assumptions, alexithymic features and emotion differentiation were uncorrelated with one another, each limiting the translation of unique emotion information necessary for adaptive emotion and behavior regulation.     

工作搜索行为理论模型的述评

简要介绍了西方有关工作搜索行为的心理学理论模型,并进行了简要的述评。在此基础上,文章又根据已有的研究成果探讨了未来理论模型构建的趋向,并且认为自我决定理论、控制焦点理论以及洛克的工作动机模型对未来的模型建构具有重要的启示意义。     

Theory-Based Health Behavior Change: Developing, Testing, and Applying Theories for Evidence-Based Interventions

Theories are needed to explain and predict health behavior, as well as for the design and evaluation of interventions. Although there has been a history of developing, testing, applying, and refining health behavior theories, debates and limitations in evidence exist: The component of theories which, for example, predicts change should be better elaborated so that we can more easily understand what actually drives behavior change. Theories need to be empirically testable in two ways. Theories need to specify a set of changeable predictors to describe, explain, and predict behavior change, and they should enable us to design an effective intervention that produces exactly those changes in behavior that are predicted by the relevant theory. To make this possible, theories need to be specified in such a way that they can be rigorously tested and falsified. Moreover, for the design of theory-based interventions it must be possible to derive change techniques from the theory and to use them to generate changes in behavior. Based on eight state-of-the-science articles that make conceptual and empirical contributions to the current debate on health behavior theories, various approaches are discussed to gain further insights into explaining and changing health behaviors and the iterative process of theory development.     

Process Analyses of Impulsive Behavior in Binge-Eating Disorder During the Randomized Controlled IMPULS Trial

Impulsivity represents a risk factor for patients with binge-eating disorder, and we therefore investigated the treatment process of impulsive behaviors including binge-eating episodes in the randomized controlled IMPULS trial. Using 8 weekly online questionnaires throughout the assessment period, we compared 41 patients participating in the IMPULS program, which emphasized impulsive eating behavior (IG), with 39 control patients who received no intervention (CG). We assessed the frequency of binge eating, other impulsive behaviors, situations in which such behaviors could be inhibited, and the execution of alternative behaviors. Results indicate a stronger binge-eating reduction in the IG compared to the CG at the fifth, seventh, and eighth treatment weeks. Overall, both groups reduced other impulsive behaviors. They did not differ in the amount of inhibited impulsive behaviors and showed similar alternative behaviors, “distraction” most frequently used. IG patients evaluated the IMPULS program as very helpful. The stronger reduction of binge eating in the IG and positive evaluation of the treatment indicate a specific treatment effect regarding impulsive eating behavior. The reduction of other impulsive behaviors across both groups, and the initial reduction of binge eating within the CG, could be explained by an increased degree of self-observation.