认知、动机、情感因素对谈判行为的影响

谈判,指两方或多方就利益不同而进行的协商,是解决选择冲突最常见的方式之一。认知、动机及情感因素,影响谈判者的信息处理与判断推理过程。谈判中它们既可能导致决策偏差,也可能促进决策质量。长期以来着眼于认知过程的谈判研究在社会心理学中占主流地位。近年,动机与情感因素对谈判行为的影响受到越来越多的关注。从社会认知的冷（cold：认知）、热（hot：动机、情感）两个角度,系统解析相关研究近年来的进展与成果,可以为揭示认知、动机、情感间的互动如何影响谈判行为打下基础     

报复的理论模型及相关因素

报复是指受害者根据冒犯者的动机, 对后果的严重程度进行评估后, 实施攻击行为以惩罚或伤害他人的现象。已有研究涉及到报复的心理学内涵及定义, 它应当包括认知、情绪和行为三种成分; 阐述了报复与宽恕的关系、有关理论模型及其相关因素。未来的研究方向主要在于概念和理论的丰富与完善、研究方法的改进以及对其相关因素的深入实证研究等。     

进化动机影响社会认知的一般特点及过程

进化动机影响社会认知的研究关注社会认知的起源、机能及影响。进化动机影响社会认知的一般特点有(1)特殊性, 如成功地解决求偶问题的机制不能用来解决身体危险有关的问题, (2)灵活性, 如不同类别的环境线索自动地激活与线索类别有关的社会信息。借用传统的社会认知研究方法, 研究者发现特定的线索会启动相应的进化动机(如面孔吸引力启动人们的求偶动机), 进化动机激活后就能引导人们加工有利于这种动机(或目标)实现的信息(如性别相关的风险信息等)。未来的进化动机影响社会认知的研究可以结合积极心理学(positive psychology)与具身认知(embodied cognition)的理论假设, 以产生更有价值的研究成果。     

动机在错误加工中的不一致效应：争议与整合

错误加工(errorprocessing)是个体探测错误发生并进行针对性调整的高级认知过程。大量研究表明,动机(如奖励、惩罚等)能够影响错误加工过程,但结果并不一致。本文在梳理和比较以往研究的基础上提出,年龄、性别、实验设计、人格和文化等因素可能影响动机与错误加工的关系。通过进一步整合,提出任务相关性(taskrelevance)可能是潜在的共同作用机制,即在与个体目标高相关的任务中,动机越强则错误加工程度增强(如更大的ERN、Pe波幅);而在低相关任务中,动机对错误加工的影响较弱。在这一理论框架下,上述因素可能通过影响任务相关性进而调节动机与错误加工的关系,新观点的提出有助于解释动机与错误加工关系的矛盾结果。未来一是需要系统验证上述因素及任务相关性的作用,二是关注不同类型错误和错误本身的动机作用,三是进一步探究动机与认知因素如何共同影响错误加工,这些将有助于完善和推进动机取向的错误加工理论。     

论品牌资产——一种认知的观点

品牌资产是当今营销研究领域的一个重要概念。文章以大量国外相关研究成果为佐证,从人类认知的角度对品牌资产的本质、品牌资产的形成和作用机制进行了系统地分析和论述。文章指出,品牌资产就是消费者关于品牌的知识,包括品牌名字与产品类别、产品评价和关联物(有关产品的信息或线索)的记忆联想;品牌资产是在品牌名字的基础上经过营销活动和消费者产品购买、使用经验的共同作用形成的;品牌资产的价值主要体现在对产品销售的促进和品牌延伸。     

奖励对创造力的影响及其机制

在奖励对创造力的影响的问题上, 相关研究一直存在很大争议。在系统分析以往研究的基础上, 认为奖励既可以促进创造力也可以阻碍创造力, 这取决于对奖励的界定及对创造力的理解, 也受个体差异和外部环境因素的影响。在作用途径上, 奖励可以通过动机或认知因素以及它们的综合作用对创造力产生影响。研究在此基础上构建出一个综合了奖励和创造力及其影响因素的模型。     

积极情绪对群际关系认知的影响

随着积极心理学的展开,积极情绪对群际关系认知的影响作用逐渐引起了研究者的关注。本文以熟悉和陌生为线索,回顾了近年来积极情绪对群际关系认知影响的相关研究,并抽取了最能解释积极情绪对群际关系认知的影响因素,包括动机因素、个体与群体的相关度和群体情境。同时根据国外研究的结果,初步总结出积极情绪对群际关系认知的影响模型以及6条影响路径,并对今后的研究提出了展望。     

高中生学习力的影响因素研究*

采用自编学习力及学习力影响因素问卷,对3056名高中生进行调查,建构学习力与影响因素的数学模型,探究各影响因素对高中生学习力的影响路径。结果发现,（1）影响高中生学习力的因素有六个,分别是认知能力、动机水平、精神状态、人际协调、身心优势感和学习氛围。（2）对学习力解释的贡献率大小排列依次为：精神状态、动机水平、学习氛围、认知能力、身心优势感和人际协调。（3）学习方法运用力主要受动机水平、精神状态、学习氛围、认知能力等4因素的影响;学习态度调控力主要受到精神状态、动机水平、学习氛围及认知能力等4因素的影响;学习自控力主要受精神状态的影响;提问互惠力主要受认知能力、精神状态、动机水平及学习氛围的影响。     

自主性动机对创造力的预测：认知抑制的调节作用

执行功能和动机是构成创造力个体差异的重要因素。本研究采用Stroop任务、自主性动机和创造力量表对372名大学生进行问卷调查及实验室研究,以考察认知抑制在自主性动机预测创造力中的调节作用。结果发现：（1）自主性动机显著正向预测流畅性/灵活性/独创性。（2）认知抑制调节自主性动机对流畅性与灵活性的预测作用。具体表现为,对高认知抑制能力者,自主性动机显著正向预测流畅性和灵活性,对低认知抑制能力者这一预测作用不显著。该研究深化了自主性动机与创造力关系的研究。     

拟人化:从“它”到“他”

拟人化是将人类特征、动机、意向或心理状态赋予非人对象的心理过程或者个体差异。拟人化的产生受到激发主体知识、效能动机和社会动机的影响,现有研究包括对自然、超自然、动物、机器、品牌和产品等的拟人化。对自然的拟人化能够促进环境保护行为,对动物、机器、品牌和产品的拟人化则形式多样、后果复杂。未来研究的焦点可能在人-机器人交互以及拟人化与可爱的关系问题上。     

Self-regulation and selective exposure: the impact of depleted self-regulation resources on confirmatory information processing

In the present research, the authors investigated the impact of self-regulation resources on confirmatory information processing, that is, the tendency of individuals to systematically prefer standpoint-consistent information to standpoint-inconsistent information in information evaluation and search. In 4 studies with political and economic decision-making scenarios, it was consistently found that individuals with depleted self-regulation resources exhibited a stronger tendency for confirmatory information processing than did individuals with nondepleted self-regulation resources. Alternative explanations based on processes of ego threat, cognitive load, and mood were ruled out. Mediational analyses suggested that individuals with depleted self-regulation resources experienced increased levels of commitment to their own standpoint, which resulted in increased confirmatory information processing. In sum, the impact of ego depletion on confirmatory information search seems to be more motivational than cognitive in nature.     

Incongruency effects in affective processing: automatic motivational counter-regulation or mismatch-induced salience?

Attention is automatically allocated to stimuli that are opposite in valence to the current motivational focus (Rothermund, 2003; Rothermund, Voss, & Wentura, 2008). We tested whether this incongruency effect is due to affective-motivational counter-regulation or to an increased salience of stimuli that mismatch with cognitively activated information. Affective processing biases were assessed with a search task in which participants had to detect the spatial position at which a positive or negative stimulus was presented. In the motivational condition, positive or negative affective-motivational states were induced by performance feedback after each trial. In the cognitive activation condition, participants memorised the word "good" or "bad" during the search task. The affective incongruency effect was replicated in the motivational condition, whereas an affective congruency effect obtained in the cognitive activation condition. These findings support an explanation of affective incongruency effects in terms of automatic counter-regulation that is motivational in nature.     

Rational learning and information sampling: on the "naivety" assumption in sampling explanations of judgment biases

Recent research has argued that several well-known judgment biases may be due to biases in the available information sample rather than to biased information processing. Most of these sample-based explanations assume that decision makers are "naive": They are not aware of the biases in the available information sample and do not correct for them. Here, we show that this "naivety" assumption is not necessary. Systematically biased judgments can emerge even when decision makers process available information perfectly and are also aware of how the information sample has been generated. Specifically, we develop a rational analysis of Denrell's (2005) experience sampling model, and we prove that when information search is interested rather than disinterested, even rational information sampling and processing can give rise to systematic patterns of errors in judgments. Our results illustrate that a tendency to favor alternatives for which outcome information is more accessible can be consistent with rational behavior. The model offers a rational explanation for behaviors that had previously been attributed to cognitive and motivational biases, such as the in-group bias or the tendency to prefer popular alternatives.     

Self‐congruity effects: A critical review and an integrative model

This research conducts an extensive review study on the extant research on self‐congruity, and presents some recommendations and propositions for future research. It describes the differences between two constructs (i.e., self‐congruity and brand personality) regarding the symbolic benefits of a brand. It also suggests an integrative model to encompass important cognitive and motivational factors to moderate the relationship between self‐congruity and brand evaluation. Although there should be meaningful moderators of self‐congruity effects that are not addressed in the model, this research can be a starting point for future research in order to develop a better research model for analyzing self‐congruity effects.     

The effect of standard, motivation, and strategy instructions on the facial processing accuracy of internal and external subjects

In the present study, it was hypothesized that poorer performance of externals in cognitive and interpersonal tasks also would be found in the processing of nonverbal information in the form of a facial affect recognition task. It was further hypothesized that the poorer nonverbal processing performance of externals was due to either their lower motivation or their use of less effective processing strategies. Subjects (N = 70) were divided into internal and external groups and then further subdivided into groups that received standard, motivational, or strategy instructions. Analysis of subjects' responses to the facial affect recognition task showed internals performed significantly better than externals under standard conditions. However, neither motivational nor strategy instructions improved the performance of externals. The implications for interpersonal functioning of the poorer nonverbal processing ability of extenrals was discussed from both theoretical and methodological perspectives.     

Gender Differences in Implicit Processing of Sexual Stimuli

The present studies investigated whether men and women differ in cognitive–motivational processing of sexual stimuli in order to better understand the commonly observed gender differences in sexual outcome variables. Because these processes often operate without conscious control, we focused specifically on automatic stimulus processing. Using a series of implicit tasks, we measured inhibition, attentional orientation, appraisal and approach‐avoidance motivation regarding sexually explicit stimuli in male and female students. Results showed that men were more strongly motivated to approach sexual stimuli than women and were better able to inhibit sexual information as to prevent activation of the sexual response. With regard to attentional orientation, men were more easily drawn by sexual cues than women, yet only when the cues were presented long enough to allow more elaborative processing. No gender differences were found in the implicit evaluation of sexual information, although men and women did differ at the level of self‐reported sexual evaluations. Our results indicate the importance of incorporating information‐processing mechanisms and emotion regulation strategies into the conceptualization of the sexual response and promote further research on the specificity, robustness, predictive validity and malleability of the cognitive–motivational processes underlying sexual arousal. Copyright © 2015 European Association of Personality Psychology     

Selective Exposure,Decision Uncertainty,and Cognitive Economy: A New Theoretical Perspective on Confirmatory Information Search

We propose that a variety of findings on selective exposure effects (confirmatory information search) and their different underlying psychological processes can be integrated utilizing a new model based upon perceived decision uncertainty and cognitive economy. The proposed model assumes that (a) perceived decision uncertainty is negatively related to the extent of engagement in confirmatory information search; (b) that decision makers are fundamentally motivated to preserve cognitive energy; and (c) that the cognitive processing of decision‐consistent information requires fewer cognitive resources than the processing of decision‐inconsistent information. By employing these three basic assumptions on cognitive economy and confirmatory information processing, we can integrate classic motivational (dissonance) and cognitive (informational) accounts of selective exposure.     

Negative affect varying in motivational intensity influences scope of memory

Emotions influence cognitive processes involved in memory. While some research has suggested that cognitive scope is determined by affective valence, recent models of emotion–cognition interactions suggest that motivational intensity, rather than valence, influences these processes. The present research was designed to clarify how negative affects differing in motivational intensity impact memory for centrally or peripherally presented information. Experiments 1 & 2 found that, relative to a neutral condition, high intensity negative affect (anger) enhances memory for centrally presented information. Experiment 3 replicated this effect using another high intensity negative affect (threat). Experiment 4 extended this by finding that, relative to a neutral condition, low intensity negative affect (sadness) enhanced memory for peripherally presented information. Finally, in Experiment 5, the effects of sadness and threat on scope of memory were directly compared, finding that threat narrowed scope of memory, while sadness broadened scope of memory. Together, these results provide additional support for the motivational dimensional model of cognitive scope, in that high intensity emotions narrow cognitive scope, while low intensity emotions broaden cognitive scope.     

Systematic and heuristic processing of majority and minority-endorsed messages: the effects of varying outcome relevance and levels of orientation on attitude and message processing

Two experiments investigated the conditions under which majority and minority sources instigate systematic processing of their messages. Both experiments crossed source status (majority vs. minority) with message quality (strong vs. weak arguments). In each experiment, message elaboration was manipulated by varying either motivational (outcome relevance, Experiment 1) or cognitive (orientating tasks, Experiment 2) factors. The results showed that when either motivational or cognitive factors encouraged low message elaboration, there was heuristic acceptance of the majority position without detailed message processing. When the level of message elaboration was intermediate, there was message processing only for the minority source. Finally, when message elaboration was high, there was message processing for both source conditions. These results show that majority and minority influence is sensitive to motivational and cognitive factors that constrain or enhance message elaboration and that both sources can lead to systematic processing under specific circumstances.     

Implications of Independent Versus Interdependent Self-knowledge for Motivated Social Cognition: The Semantic Procedural Interface Model of the Self

The Semantic Procedural Interface Model of the Self (SPI) suggests that, depending on the strength of the situational accessibility of independent or interdependent self-knowledge, people will tend to process stimuli either unaffected by context (context-independency) or cognizant of context (context-dependency). In this paper we describe the cognitive processes underlying context-independent or context-dependent information processing. We suggest that degree of context-dependency depends on cognitive control processes (attentional focus on focal or task-relevant information; inhibition of contextual or task-irrelevant information; task-management). Second, we predict motivational effects of the self's independence/interdependence by including assumptions about possible selves.