时间压力下你想听什么? 参照组影响对冲动购买的调节

本文研究时间压力下消费者冲动性购买怎样受参照组的影响。通过二手数据和实验的方法发现时间压力和参照组影响类型对冲动性购买具有交互作用:时间压力低,信息性影响更能激发冲动性购买;时间压力高,规范性影响更能起作用;即时喜悦和规范性评估起中介作用。而且不同的信息性影响类型也会产生差异:时间压力高,数量性信息更容易使消费者冲动性购买;时间压力低,内容性信息更能起作用。本文的研究丰富了冲动性购买的相关理论和管理经验。     

The Effects of Anticipated Informational and Normative Influence on Perceptions of Hypothetical Opinion Change

Two experiments addressed the role of anticipated informational or normative influence on perceptions of hypothetical opinion change in the context of either an intellective or judgmental task. The findings from Experiment 1 indicate that informational and normative influence processes are perceived as being differentially effective in changing people's opinions about a judgmental task but not about an intellective task. Experiment 2 explores some possible causes of these findings.     

The influence of social interaction on the dynamics of employees’ psychological contracting in digitally transforming organizations

ABSTRACT

This paper takes a process perspective in exploring the influence of social interaction on the dynamics of psychological contracting throughout organizational change. Although social interaction is a key focus in social exchange theory, this aspect is largely overlooked in the current psychological contract literature. In this qualitative study, we adopt a retrospective design, asking change recipients to recollect events over time in the context of digital transformation in Dutch travel organizations. Our data reveal a sequence of different kinds of social interactions over the course of a change process, from collective-focused interactions (i.e., kindness and sharing) in stable contracts to transactional interactions (i.e., “what is in it for me”) following psychological contract disruption, to relational interactions (i.e., vigilance about equity in social exchange) in psychological contract repair, and to a final return to resonance and alignment with others and a return to psychological contract maintenance. Our results suggest that social interactions play a more potent role in the dynamics of psychological contracting than is currently recognized in the literature. Finally, we discuss a number of implications for dynamic models of psychological contracting.     

The Communication of Naïve Theories of the Social World in Parent–Child Conversation

Three studies examined the communication of naïve theories of social groups in conversations between parents and their 4-year-old children (N = 48). Parent–child dyads read and discussed a storybook in which they either explained why past social interactions had occurred (Study 1) or evaluated whether future social interactions should occur (Studies 2 and 3). In all 3 studies, the content of parents’ and children's explanations reflected an intuitive theory of social groups as markers of intrinsic obligations, whereby individuals are obligated to avoid harm to and direct positive actions toward their in-group members. Furthermore, Studies 2 and 3 suggested that when discussing the normative obligations that guide behavior, parents covertly reinforce their children's developing beliefs about social categories. Implications for the development of social cognition are discussed.     

How social and non-social information influence classification decisions: A computational modelling approach

Social information such as observing others can improve performance in decision making. In particular, social information has been shown to be useful when finding the best solution on one’s own is difficult, costly, or dangerous. However, past research suggests that when making decisions people do not always consider other people’s behaviour when it is at odds with their own experiences. Furthermore, the cognitive processes guiding the integration of social information with individual experiences are still under debate. Here, we conducted two experiments to test whether information about other persons’ behaviour influenced people’s decisions in a classification task. Furthermore, we examined how social information is integrated with individual learning experiences by testing different computational models. Our results show that social information had a small but reliable influence on people’s classifications. The best computational model suggests that in categorization people first make up their own mind based on the non-social information, which is then updated by the social information.     

Using a three-stage model of change to understand people’s use of bicycle,public transport,and car

More active ways of travelling (e.g., walking, cycling, and public transport) would benefit both individuals and society. To encourage people’s transition to more active travelling, it is important to understand the decision-making process regarding modal choice. The first aim of this study is therefore to combine a three-stage version of the transtheoretical model of change (TTM; Prochaska & DiClemente, 1983) with the theory of planned behaviour (TPB; Ajzen, 1991) to advance our understanding of the nature of the TTM stages. The second aim is to examine certain characteristics (i.e., age, gender, importance of everyday exercise, importance of environmental issues, perceived accessibility, and satisfaction with travel) of these three stages of change. The study used a web-based questionnaire, an app-based questionnaire, and an app-based travel diary completed by 306 people in the Stockholm area. The observed behaviour measured using the app-based travel diary showed that the three-stage model used in this study was consistent with the participants’ self-reported travel behaviour in using bicycles, public transport, and cars. Interventions focusing on attitude, subjective norm, and perceived behavioural control appear to have potential to move people from one stage to another regardless of initial stage. To make interventions as effective as possible, the stage of change as well as the behavioural, normative, and control beliefs underpinning attitude, subjective norm, and perceived behavioural control must be considered. Finally, more research is needed to advance our knowledge of the relationship between the three stages of change and other variables.     

The impact of virtual reality functions of a hotel website on travel anxiety.

This study deals with the impact of virtual reality (VR) features that are embedded in a hotel website on travelers' anxiety. Having more information is thought to be a factor in relieving anxiety in travel. A hotel website can be a good place for gathering information about the accommodation. In this study, we posit that a hotel website with VR functions should lead to a reduction in travelers' anxiety about travel. We built a website of a hotel and used VR functions to show the exterior, the lobby, a guest room, and a restaurant through an interactive and spatial shot of the hotel images. The experiment was conducted with a premise that the subjects were about to embark on a journey to an unknown place and to stay at an unknown hotel whose website contained VR functions. The subjects were asked to play with VR functions of the hotel website and then to complete a survey with questions regarding the degree of anxiety on the travel and psychological relief that might have been perceived by the subjects. The result confirms our hypothesis that there is a statistically significant relationship between the degree of travel anxiety and psychological relief caused by the use of VR functions of a hotel website.     

Cycle commuting intention: A model based on theory of planned behaviour and social identity

Although cycling as a mode of transport can provide various important benefits to cities and their transport systems, it accounts for only a small proportion of commuter trips in southern Europe. The aim of this study was to develop a new model based on Ajzen’s (1991) theory of planned behaviour (TPB), but including social identity as an additional predictor variable to improve the explanatory capability of the TPB. We conducted a telephone survey of a representative sample of 595 non-cycle commuters in the Spanish city of Vitoria-Gasteiz, which has a moderate proportion of bicycle users (6.9%). Confirmatory factor analysis to test the model showed satisfactory overall measurement fit, and all sub-scales had high reliability and validity coefficients. The findings demonstrated the value of incorporating social identity into the TPB to capture motivational factors relevant to cycle commuting. The relationships between the factors in the model indicated that there is a strong link between identifying as ‘a cyclist’ and perceived self-efficacy with respect to cycling. Furthermore, the results suggest that a more specific measure of perceived self-efficacy, targeting concrete behaviours could be used to inform development of initiatives to promote urban cycling. Our data also revealed that, excluding control variables such as journey time, economic cost and distance, the psychosocial variables included in the model predicted 32% of the variance in car users’ intention to start commuting by bicycle.     

Behaving as expected: Public information and fairness norms

What is considered to be fair depends on context‐dependent expectations. Using a modified version of the Ultimatum Game, we demonstrate that both fair behavior and perceptions of fairness depend upon beliefs about what one ought to do in a situation—that is, upon normative expectations. We manipulate such expectations by creating informational asymmetries about the offer choices available to the Proposer, and find that behavior varies accordingly. Proposers and Responders show a remarkable degree of agreement in their beliefs about which choices are considered fair. We discuss how these results fit into a theory of social norms. Copyright © 2009 John Wiley & Sons, Ltd.     

The identification of deviance: A conceptualization and initial test of a model of social norms

This paper outlines and initially tests a conceptual model of social norms, within the context of a general research framework for examining how deviant behaviour is identified and responded to. Norms are examined vis-a-vis (a) the structure of beliefs and expectancies toward one's own and [deviant] individual's behaviour, and (b) normative focus, representing the social context of behaviour and the nature of the group the norm is shared within. The results showed both of these constituents to be salient to the application of the model to the identification of alcohol abuse, particularly in terms of (i) the relationship between normative structure and the recognition of and evaluation of deviant drinking, (ii) a strong influence of social context on norms and (iii) the finding of powerful differences in normative structure in socio-economically different communities. This latter effect is discussed in terms of the [social ecology] of norms. It is hoped that this model will have heuristic value in expediting theory based studies of both normative regulation, and perceptions of abnormal behaviour.     

Deterrence and transmission as mechanisms ensuring reliability of gossip

Spreading information about the members of one’s group is one of the most universal human behaviors. Thanks to gossip, individuals can acquire the information about their peers without sustaining the burden of costly interactions with cheaters, but they can also create and revise social bonds. Gossip has also several positive functions at the group level, promoting cohesion and norm compliance. However, gossip can be unreliable, and can be used to damage others’ reputation or to circulate false information, thus becoming detrimental to people involved and useless for the group. In this work, we propose a theoretical model in which reliability of gossip depends on the joint functioning of two distinct mechanisms. Thanks to the first, i.e., deterrence, individuals tend to avoid informational cheating because they fear punishment and the disruption of social bonds. On the other hand, transmission provides humans with the opportunity of reducing the consequences of cheating through a manipulation of the source of gossip.     

Attitudes in social context: A social identity perspective

Research on attitudes and attitude phenomena occupies a central place in social psychology, but tends to focus mainly on cognitive, intra-individual, and interpersonal dimensions. The normative, group membership, and identity dimensions of attitudes tend to attract less attention. This article approaches attitudes from the perspective of research on group processes, intergroup relations, and social identity, and conceptualises attitudes and attitude phenomena in terms of their group normative properties and dynamics. Our perspective is explicitly framed and focused by contemporary social identity theory—a theory that has a great deal to contribute to attitude research, but often does not talk directly about attitudes. We discuss attitudinal influence and change, how people perceive normative attitudes, and how attitudes relate to action.     

信息性从众行为和规范性从众行为比较研究

目的:从众可分成两种,即信息性从众行为和规范性从众,探讨它们两者之间的区别。方法:通过瑞文智力测验为材料创造了这两种从众情境,观察大学生被试在两种实验条件下的行为差异。结果:信息性从众和社会规范性从众两者之间存在显著差异(Z=-3.183,P=0.001)。结论:大学生被试的信息性从众行为多于社会规范性从众行为,两者存在统计学上的显著性差异。     

Cryptonormative Judgments

A cryptonormative judgment, roughly speaking, is a judgment that is presented by the agent who makes it as non‐normative (either generally or in some particular respect), but that is in fact normative (either generally or in that particular respect). The idea of cryptonormativity is familiar from debates in social theory, social psychology, and continental political philosophy, but has to my knowledge never been treated in analytic metaethics, moral psychology or epistemology except in passing. In this paper, I argue, first, that cryptonormative judgments are pervasive: familiar cases from everyday life are most naturally diagnosed as cryptonormative judgments. Secondly, they reveal that normative judgment is a state that can be quite deeply non‐transparent to its bearer, in a way that is not, for example, assimilable to the phenomenon of self‐deception. Thirdly, they shed light on debates over amoralism and lend some support to a picture of normative psychology that links normative judgment constitutively to motivation. In the conclusion, I make some remarks about the social and political insidiousness of cryptonormativity, looking forward to future work.     

The interaction effect of ad appeal and need for cognition on consumers' intentions to share viral advertisements

Viral advertising has become a popular form of persuasive communication to promote brands on social media. Extant research on viral advertising has focused mostly on evaluating content characteristics as drivers of virality, but very few studies have examined the potential influence of consumers' personality variables that affect their information processing and subsequent ad‐sharing behavior. By taking a consumer‐centric approach, two experimental studies were conducted to examine how consumer's need for cognition (NFC: high vs. low) interacts with message appeal (emotional vs. informational) used in the branded viral advertisements and extent of brand information (high vs. low brand prominence) present in the branded viral advertisement to influence consumers' intentions to share viral advertisements. As compared with low‐NFC individuals, high‐NFC individuals reported higher sharing intentions for viral ads that use informational appeal and also for an emotional viral ad where brand prominence is high. This finding is consistent with the elaboration likelihood model (ELM). Further, the results of these studies show an interesting finding that contradicts the existing understanding originating from ELM; that is, high‐NFC individuals reported higher sharing intentions for viral ads with an emotional appeal as compared with low‐NFC individuals, even when the brand prominence is low. Possible explanations and implications of the findings are discussed in this paper.     

Deterrence and transmission as mechanisms ensuring reliability of gossip

Spreading information about the members of one's group is one of the most universal human behaviors. Thanks to gossip, individuals can acquire the information about their peers without sustaining the burden of costly interactions with cheaters, but they can also create and revise social bonds. Gossip has also several positive functions at the group level, promoting cohesion and norm compliance. However, gossip can be unreliable, and can be used to damage others' reputation or to circulate false information, thus becoming detrimental to people involved and useless for the group. In this work, we propose a theoretical model in which reliability of gossip depends on the joint functioning of two distinct mechanisms. Thanks to the first, i.e., deterrence, individuals tend to avoid informational cheating because they fear punishment and the disruption of social bonds. On the other hand, transmission provides humans with the opportunity of reducing the consequences of cheating through a manipulation of the source of gossip.