助推爱心：利用默认选项促进捐赠行为

本研究采用实验室和现场实验的方法检验了默认选项的助推策略是否能够促进慈善捐赠行为。结果发现：（1）相较于把被试费的“保留选项”设置为默认,把“捐献选项”设置为默认时,被试捐献的概率和金额更高;（2）在多个捐款选项情景中,默认选项的设置总体上提高了默认选项被选择的概率;将最大金额选项设置为默认选项有助于提高被试平均捐赠额。这些发现表明,应用默认选项的助推策略能够有效促进人们的捐赠行为。本研究结果对减少募捐成本、提高募捐效率有所启示。     

助推爱心：利用默认选项促进捐赠行为

本研究采用实验室和现场实验的方法检验了默认选项的助推策略是否能够促进慈善捐赠行为。结果发现：（1）相较于把被试费的“保留选项”设置为默认,把“捐献选项”设置为默认时,被试捐献的概率和金额更高;（2）在多个捐款选项情景中,默认选项的设置总体上提高了默认选项被选择的概率;将最大金额选项设置为默认选项有助于提高被试平均捐赠额。这些发现表明,应用默认选项的助推策略能够有效促进人们的捐赠行为。本研究结果对减少募捐成本、提高募捐效率有所启示。     

默认选项设置的助推效果：来自元分析的证据

默认选项设置指通过设置默认选项以增加人们选择该选项可能性的助推方法, 近年来被越来越多地运用于促进公众积极行为上, 然而这种方法在有效性上却受到了来自公众和学者的质疑。据此, 本研究运用元分析法整合了近几年有关默认选项设置的已有实证研究, 分析该助推手段的有效性, 并进一步考察可能影响其有效性的相关变量。研究共纳入符合要求的原始文献56篇, 含92个研究, 结果发现：(1)默认选项设置的确能有效助推人们的行为; (2)默认选项设置的助推有效性在东、西方文化下存在显著差异, 其在西方文化背景下的助推效果要显著好于其在东方文化背景下的使用; (3)默认选项设置的助推有效性在不同情境应用领域中存在显著差异, 相较于健康和环保领域, 默认选项设置在金钱相关的情境领域下助推效果更好。     

默认选项对赠品选择行为的影响

本研究以买房送家电为情境，通过三个实验探索默认选项对赠品选择行为的影响。实验1和2通过情境实验，分别在不考虑家电成本和考虑家电成本的情况下，考察默认选项对选择行为的影响。两个实验结果均表明，在设置默认选项后，个体倾向于选择默认选项。实验3通过现场实验，采用普通居民作为被试，也发现了默认选项效应。上述结果共同表明，设置默认选项可以影响个体对赠品的选择，既成事实的默认选项对选择行为产生的影响更大。     

网络公益平台默认选项设置对个人捐赠意愿的影响及作用机制

本文探讨了在网络公益背景下默认选项金额对个人捐赠意愿的影响及其心理机制。通过4个实验, 本文发现在网络公益平台中将默认选项设置为高金额会显著地减少个人的捐赠意愿, 而感知被操控在该影响过程中起到了中介作用。具体而言, 当公益机构将默认选项的金额设置为高金额(vs. 低金额)时, 人们的被操控感知增强, 进而捐赠意愿降低, 产生了默认效应的反作用。此外, 个体道德认同水平在这一影响中发挥了调节作用。当个体道德认同水平较低时, 高金额默认选项(vs. 低金额默认选项)会降低其捐赠意愿, 而对于道德认同水平较高的个体而言, 他们的捐赠意愿在高/低金额默认选项时不存在显著差异。研究结论推进了默认效应在捐赠决策领域的理论研究, 同时对于当前快速发展的网络公益平台进行捐赠金额的设置具有重要的实践意义。     

行为决策中的默认效应

默认效应指的是当存在默认选项时, 人们决策时倾向于保留默认选项而不做出改变的一种现象。这种现象广泛存在于器官捐献政策、退休金储蓄计划和消费决策等领域并在这些领域中有巨大的应用价值。目前, 研究者主要从损失规避、质询理论、暗含的推荐和神经心理机制四个方面解释默认效应的形成机制。默认效应还受到努力成本、默认选项的框架和个人经验等因素影响。未来的研究可以从深入探讨默认效应的产生根源、加强其跨文化研究以及拓展其应用领域这三个方面来展开。     

右侧颞顶联合区及道德加工脑网络的功能连接预测社会性框架效应：来自静息态功能磁共振的证据

社会性框架效应指个体进行社会性决策时, 描述方式(即框架)对其选择倾向的影响。采用“伤害/帮助框架”范式, 本研究在行为上发现了显著的框架效应：被试在伤害框架下比帮助框架下, 更倾向于选择利他选项, 这可能是由于伤害框架凸显了伤害他人的后果及有意性, 从而提高了道德冲突水平。在神经活动上发现(1)静息态下, 右侧颞顶联合区(TPJ)的低频振荡振幅(ALFF)与框架效应强度存在显著正相关; (2)道德加工相关脑区构成的局部脑网络内部的功能连接强度(FC)能够有效预测框架效应强度。本研究首次利用静息态功能连接探讨个体的社会性决策受到语言表述方式影响的神经机制, 为进一步揭示社会决策中的个体差异提供了神经学证据。     

防范儿童意外伤害的人文策略

意外伤害是危害儿童健康的主要因素,虽然其发生具有一定的随机性和不可预料性,但仍然是可防、可控的;在掌握了儿童意外伤害的流行特征之后,我们可以采取一系列具有人文策略的干预措施,来增加儿童及家长的依从性,从而降低致残率和致死率;有关儿童意外伤害的研究工作还存在一些问题。     

防范儿童意外伤害的人文策略

意外伤害是危害儿童健康的主要因素,虽然其发生具有一定的随机性和不可预料性,但仍然是可防、可控的;在掌握了儿童意外伤害的流行特征之后,我们可以采取一系列具有人文策略的干预措施,来增加儿童及家长的依从性,从而降低致残率和致死率;有关儿童意外伤害的研究工作还存在一些问题.     

自发性观点采择对宽恕不同程度人际伤害的影响

设计并采用“换位体验”的社会互动范式,结合自陈报告法和情感错误归因程序的内隐态度研究范式,通过2个实验比较了面对不同程度的人际伤害,自发性观点采择和语言劝说这两种不同的人际伤害消解方式分别对外显和内隐宽恕的影响。结果发现：无论面对何种程度的人际伤害,（1）与自发性观点采择相比,语言劝说可以有效的促进外显宽恕;（2）自发性观点采择可以有效减少负面内隐态度,促进内隐宽恕,而语言劝说会提高负面内隐态度,阻碍内隐宽恕。该研究结果说明不同人际伤害消解方式对内隐和外显宽恕的影响是不同的,同时也证明了观点采择可以在人际互动中自发产生,并且会对人际关系产生隐性影响。     

The asymmetric connection between money and material vs. experiential purchases

We examined the relationship between having a monetary mindset and the pursuit of material goods over experiences and found that people tend to think of their material purchases more in monetary terms than their experiential purchases. Purchase price correlated more highly with participants’ satisfaction with their material goods than their experiences (Study 1) and participants reported that the amount spent on significant components of a purchase (Study 2) would have more impact on their satisfaction with material goods than with experiences, as would a change in purchase price (Study 3). When the same purchase (a 3D TV) was framed in material terms (vs. experiential terms), participants reported that a price change would have a greater impact on their satisfaction. These findings suggest experiences suffer less than material possessions from the extrinsic psychology that comes with thinking about purchases in monetary terms.     

Consumer affects when making undesirable purchases to meet the minimum purchase requirement: Decision‐related variables as moderators

One common type of sales promotion involves a minimum purchase requirement (MinPR), where customers must purchase at least a minimum number of products to enjoy a discount. In the process of making purchases to qualify for the discount, consumers may find their first‐choice product options or have to settle for products that they did not originally prefer. Three between‐subjects experiments examines whether, in various decision situations, counterfactual thinking (CFT) might bias individuals' emotions in response to desirable versus undesirable purchases. Study 1 demonstrates that participants who made undesirable purchases to meet the MinPR felt less satisfied with the purchase outcome precipitated by upward CFT, whereas downward CFT led to feelings of pleasure in participants who could find their first‐choice product options. Studies 2 and 3 find that counterfactual emotions of undesirable purchases were more pronounced when participants experienced a difficult decision process because of a narrow promotion scope or when time pressure, manipulated in terms of explicit deadlines, is heavy rather than light, respectively. On the contrary, participants' responses to desirable purchases did not vary as a function of decision difficulty or time pressure.     

The Heart and the Head: On Choosing Experiences Intuitively and Possessions Deliberatively

An enduring question in the field of judgment and decision making is when people are likely to choose on the basis of intuition and when they are likely to pursue a more deliberative decision strategy. Here, we attempt to shed light on that question by examining whether people tend to weight intuition more heavily when making experiential purchases, and to weight deliberation more heavily when making material purchases. Results from seven studies indicate that they do. In Study 1 (and a replication), participants expressed an explicit preference for choosing experiential purchases intuitively and material purchases analytically. In Study 2 (and a replication), participants anticipated experiencing more regret after going against reason for material purchases and going against intuition for experiential purchases. Participants in Study 3 who were asked to think about an experiential purchase wanted to see the relevant information presented by alternative, which facilitates intuitive/holistic processing, more than did those who were asked to consider a material purchase. In two additional studies, participants who were induced to think intuitively chose experiential purchases more often (Study 4) and reported a higher willingness to pay for them (Study 5) compared with participants induced to think analytically. Copyright © 2016 John Wiley & Sons, Ltd.     

The effects of retention intervals on self- and proxy reports of purchases

Two studies explored underlying differences between self- and proxy reports and determining whether proxy reporters process and retrieve information the same way self-reporters do. In both studies, participants recorded their own and a target person's incidental purchases for two weeks and then returned, either immediately or one-week after the diary-keeping period, for two recall tests. These tests pertained to self-and proxy purchases. The reported items were scored against the recorded ones. In Study 1, the data indicate that proxies tend to recall more typical events than do self-reporters immediately following the diary-keeping period. However, after a delay of one week, both proxy and self-reporters tended to report typical items. These findings suggest that, at least initially, self- and proxy reporters process the information differently but that after one week they process it similarly. Study 2 employed a method that was identical to that of Study 1 except that participants were given a recognition test. The verbal protocols from the recognition test indicate that participants used different strategies to determine who made the purchase. Whereas participants focused on perceptual details surrounding the event when identifying their own purchases, proxies engaged in various strategies to identify their spouses' purchases.     

The effects of retention intervals on self- and proxy reports of purchases

Two studies explored underlying differences between self- and proxy reports and determining whether proxy reporters process and retrieve information the same way self-reporters do. In both studies, participants recorded their own and a target person's incidental purchases for two weeks and then returned, either immediately or one-week after the diary-keeping period, for two recall tests. These tests pertained to self- and proxy purchases. The reported items were scored against the recorded ones. In Study 1, the data indicate that proxies tend to recall more typical events than do self-reporters immediately following the diary-keeping period. However, after a delay of one week, both proxy and self-reporters tended to report typical items. These findings suggest that, at least initially, self- and proxy reporters process the information differently but that after one week they process it similarly. Study 2 employed a method that was identical to that of Study 1 except that participants were given a recognition test. The verbal protocols from the recognition test indicate that participants used different strategies to determine who made the purchase. Whereas participants focused on perceptual details surrounding the event when identifying their own purchases, proxies engaged in various strategies to identify their spouses' purchases.     

Discretionary activity and happiness: The role of materialism

The current study examined the moderating impact of materialism on the relationship between discretionary activities (creative activities, experiential purchases, and material purchases) and happiness. It was hypothesized that materialistic persons would associate more happiness with discretionary material purchases and that persons lower in materialism would associate other types of discretionary activity (experiential purchases and creative activity) with happiness. Participants were randomly assigned to recall a recent material purchase, experiential purchase, or creative activity. Subsequently, participants reported the amount of happiness and self-relevance associated with the event and then completed a measure of materialism. As predicted, materialists associated happiness with material purchases and than non-materialists.     

Decision-making quality of younger and older adults in familiar and unfamiliar domains

Age-related differences in purchasing decisions were examined as a function of age and familiarity. On each trial, participants received purchasing options which varied in quality but ultimately cost the same amount of money. On half the trials, participants made decisions about items familiar to younger adults and on the other half of the trials, participants made decisions about products familiar to older adults. The participants’ task was to choose the option that provided the best value for the money. We were particularly interested in participants’ performance when inferencing was required to select the optimal option from the two choices. Younger adults outperformed older adults in unfamiliar but not familiar domains. It appeared that both younger and older adults used inferencing and elaborative processing to make the best decision in familiar domains but that only younger adults used inferencing and elaborative processing in unfamiliar domains.     

Can Ego-Depletion Be Helpful? Testing the Process Model Implication That Ego-Depletion Reduces Irrational Persistence

The present research investigated the effect of state self-control on irrational persistence, which refers to pursuing a course of action beyond when the effort can no longer be justified given the cost of persisting and/or probability of success. In 3 studies, ego-depletion reduced the level of irrational persistence displayed by participants. In Study 1, ego-depleted participants were less tolerant of ineffective default computer settings that wasted their time. In Study 2, ego-depleted participants solved more anagrams than nondepleted participants when given only a limited amount of time to solve anagrams that ranged from easy to difficult and skipping was allowed. Study 3 conceptually replicate the effect of Study 2 but produced a smaller effect size.     

I am what I do, not what I have: the differential centrality of experiential and material purchases to the self

What kinds of purchases do the most to make us happy? Previous research (Carter & Gilovich, 2010; Van Boven & Gilovich, 2003) indicates that experiences, such as vacations and concerts, are more likely to do so than material possessions, such as clothes and electronic gadgets. The present research was designed to explore 1 potential explanation for this result, namely, that experiences tend to be more closely associated with the self than possessions. The authors first show that people tend to think of their experiential purchases as more connected to the self than their possessions. Compared with their material purchases, participants drew their experiential purchases physically closer to the self (Study 1), were more likely to mention them when telling their life story (Study 2), and felt that a purchase described in terms of its experiential, rather than its material, qualities would overlap more with their sense of who they are (Study 4). Participants also felt that knowing a person's experiential purchases, compared with their material purchases, would yield greater insight into that person's true self (Studies 3A-3C). The authors then show that the tendency to cling more closely to cherished experiential memories is connected to the greater satisfaction people derive from experiences than possessions (Study 5).