网络交往中的人际信任

网络人际信任是人际信任在网络交往中的延伸.网络人际信任表现出脆弱性、认知性的特点,其产生与发展是一个动态的持续过程.网络环境因素、网络使用行为、个体因素和社会文化因素影响网络人际信任水平;此外,网络人际信任对个体网络自我表露、知识共享、行为决策以及团队合作等网络行为起促进作用.在此基础上指出现有研究的不足,并提出未来应基于网络人际信任的特点开展深入研究,明晰网络人际信任的影响因素及其发展过程.     

An examination of the relationships between coping styles,task-related affect,and the desire for decision assistance

Individuals cope in varying ways with the conflict and corresponding emotion resulting from the decision process. Their propensity to cope in a particular manner may subsequently influence their choice behaviors. The purpose of this research is twofold. We expand the study of decision task-related emotion by first examining how an individual’s decision coping style interacts with characteristics of the choice environment to influence decision task-related affect. Then, the effects of decision task-related affect and decision coping style on the desire for decision assistance, a choice avoidant behavior, are examined. Two types of maladaptive decision coping behavior, hypervigilance, and defensive avoidance are considered. Two characteristics of the choice context are also evaluated, the alignability of the differences that describe the options comprising a choice set and the attractiveness of the commonalities. Results indicate that an individual’s propensity to use a particular coping style and characteristics of the choice environment interact to influence choice avoidant behavior. Discussion of these results and implications for decision research and organizational decision-making are provided.     

Robustness of Additive Value Function Methods in MCDM

A simulation model is constructed of choice between a discrete number of non-dominated alternatives. The long-run goals of the decision maker are assumed to be consistent with a hypothetical preference structure which satisfies assumptions of completeness, transitivity and additive independence for an ideal set of criteria. The use of additive value functions to aid the decision maker in this choice is simulated for a variety of contexts and under a number of non-idealities such as the omission of criteria, confounding of criteria and inconsistent responses. It is found that ideal preference orderings are well identified by additive value functions provided that the non-idealities are moderate and that sufficient effort is put into modelling changing marginal values for different levels of performance. One of the potentially most sensitive areas is that of shifts in the decision maker's reference points as a result of the types of preference information asked.     

How we Became the Schmams: Conceptualizations of Fairness in the Decision-Making Process for Latina/O Children

The current study examines 16 Latina/o fifth grade children's desires for a decision-making structure within a youth participatory action research (yPAR) program. When given the choices of consensus, majority rule, authoritarian rule, delegation, and random choice models, children chose random choice. Procedural, distributive and emotional justice were heavily weighted in their reasoning around fairness and decision making. Many thought random choice offered the best alternative because it flattened power hierarchies so that each child would, at some point, have the power to make a decision. Additionally, children argued that the neutrality of random choice allowed them to sidestep interpersonal tensions. Implications include how social identities inform definitions of fairness and how yPAR programs should work with youth around how they will make decisions.     

Affective influences on partner choice: role of mood in social decisions.

Does mood influence our information search and decision strategies when choosing a partner? In Experiment 1 (N = 60), sad Ss preferred rewarding to competent partners and remembered information supporting that choice better. In Experiment 2 (N = 96), mood effects on information selectivity, decision speed, and processing strategy in partner choices were found. In Experiment 3 (N = 42), a computerized stimulus presentation revealed mood-induced differences in the latency, self-exposure, and eventual recall of interpersonal information. These results are interpreted as evidence for mood-induced selectivity in information search and decision strategies when making realistic partner choices. The implications of the findings for research on interpersonal relations and for contemporary affect-cognition theories are considered.     

Bridging the gap between joint and individual decisions: Deconstructing preferences in relationships

Most choice research has studied how people make decisions within a narrowly defined choice context and has not paid sufficient attention to the role of social context. We commend Simpson, Griskevicius, and Rothman for directing the attention of choice researchers to the study of joint decision making and current theories on relationships. Building on SGR, we propose that a relationship partner's influence varies with the type of decision at hand and with situational factors. We propose four possible types of decision episodes, defined by whether the decision stage and the consumption stage each occur singly or jointly, and explore how the decision type impacts the extent to which a decision maker will take a partner's preferences into account. We further discuss how situational factors, such as the environment in which the decision is made, as well as the mindset and cognitive resources of the decision maker, are likely to influence decision outcomes.     

The Influence of Decision Aids on Choice Strategies: An Experimental Analysis of the Role of Cognitive Effort

This paper examines the role of computer-based decision aids in reducing cognitive effort and therefore influencing strategy selection. It extends and complements the works reported in the behavioral decision theory literature on the role of effort and accuracy in choice tasks. The central proposition of this paper is that specific features can be incorporated within a set of decision aids that will alter the effort required to implement a particular choice strategy relative to other strategies, and that this will influence strategy selection by the decision maker. In a laboratory experiment, using a repeated measures design, 48 subjects performed a preferential choice task using different decision aids. Subjects were given different levels of support to reduce the cognitive effort associated with different preferential choice strategies. In particular, the decision aids provided varying levels of support for the processing associated with either elimination by aspects or additive difference strategies. The study examined how information processing strategies were influenced by the decision aids. The results show that decision aids which reduce the effort associated with the elimination by aspects strategy induce behaviors associated with elimination by aspects. More importantly, there was an interaction effect caused by the distinct behavior of the group which was provided support for additive difference but not for elimination by aspects. This group processed the information about available choices in a way that is consistent with an additive difference strategy. These findings indicate that a decision aid can induce additive processing by altering the relative effort requirements of different choice strategies.     

AUTOMATIC RELATIONSHIP–HARM ASSOCIATIONS AND INTERPERSONAL TRAUMA INVOLVING CLOSE OTHERS

Women exposed to violence early in life are at risk of revictimization. The interpersonal schema hypothesis of revictimization proposes that revictimized women will be more likely to hold negative expectations about intimate relationships, including expectations that relationships involve harm, relative to singly or nonvictimized women. To test the interpersonal schema hypothesis, we used the implicit lexical decision task to examine automatic associations between relationship and harm concepts among college women who reported histories of no, single, or multiple types of interpersonal trauma involving close others (e.g., family member, partner). Women exposed to multiple types of interpersonal trauma involving close others showed stronger relationship–harm associations than singly or nonexposed women. Relationship–harm associations predicted the number of interpersonal trauma types (e.g., sexual, physical trauma) involving close others reported by participants, but were unrelated to posttraumatic stress disorder (PTSD) symptoms. Findings suggest that relational schemata held by women exposed to multiple types of interpersonal trauma involving close others include concepts of harm, which may have implications for how multiply victimized women behave in and think about intimate relationships.     

ABCs of the Interview: The Role of Affective,Behavioral, and Cognitive Responses by Applicants in the Employment Interview

The purpose of this paper is to examine the influence of a job applicant's verbal statements on interviewer ratings of an applicant's interpersonal characteristics. Applicant verbal statements were coded as containing affective, behavioral, and cognitive components. Verbal statements were analyzed using regression analysis and findings indicated that behavioral and cognitive speech components significantly impacted interviewer ratings of an applicant's self-confidence. In turn, interpersonal characteristics of enthusiasm, self-confidence and effectiveness had a significant influence on an interviewer's rating of an applicant's overall quality and the ultimate hiring decision.     

多时点结果跨期选择的决策效应及其心理机制

多时点结果跨期选择涉及两个及两个以上多个时点结果的权衡, 正日益成为跨期选择的研究重点。现有研究主要从两时点结果和序列结果两方面深入探讨了多时点结果跨期选择中的诸多决策效应, 包括：隐藏的零效应、象征效应、额外金额效应、前端金额效应以及序列效应, 并运用序列模型和权衡模型对上述决策效应进行阐释。未来还应深入探索同时涉及损益结果混合的多时点结果跨期选择, 运用决策过程追踪技术揭示决策效应的过程机制。     

What types of advice do decision-makers prefer?

In the decision-making literature, “advice” has typically been defined very restrictively, as a recommendation concerning which alternative the decision-maker should choose. The present paper examines decision-makers’ reactions to this and three additional types of advice (a recommendation concerning which alternative not to choose, information about alternatives, and a recommendation concerning how to make the decision), along with another common form of interpersonal assistance (Social Support), from the perspective of maximizing decision accuracy and maintaining decision autonomy. The role of situational and individual differences is also examined. Results from two multilevel policy-capturing studies indicate that, although they consider recommendations regarding which alternative to choose to be important in some contexts, decision-makers often prefer to receive a type of advice that is greatly understudied by researchers—namely, the provision of information about alternatives. The implications of these findings for the study of advice-taking are discussed, as are future research directions.     

The use of multiple reference points in risky decision making

Among psychologists and economists, prospect theory continues to be one of the most popular models of decision making. The theory's key property is reference dependence; specifically, how an individual's perception of loss or gain is dependent upon their starting point (i.e., the status quo). Although prospect theory is widely accepted, other authors have sought the inclusion of reference points besides the status quo. Initially these extensions focused on the importance of single reference points such as goals. More recently, authors have explained choice data by including multiple reference points within the value function. Multiple‐reference‐point theories generally assume that many choice situations possess an implicit or explicit goal, or point an individual will strive to obtain, and/or a minimum requirement (i.e., a “lower bound”) above which an individual will strive to stay. In two experiments, we present evidence that individuals can utilize the minimum requirement, status quo, and goal within a single risky decision task. Participants most often chose to maximize their chance of reaching reference points even when that decision was riskier, resulted in lower expected value, resulted in lower expected utility, or ran contrary to the predictions of prospect theory. Furthermore, salience and uncertainty moderated the use of goals and minimum requirements as reference points. Copyright © 2010 John Wiley & Sons, Ltd.     

Contingent Weighting in Self-Other Decision Making

Three studies are presented that examine the decision-making processes that lead advisors to have preferences distinct from personal decision makers (Kray & Gonzalez, 1999). Advising and personal decision making were hypothesized to invoke different interpersonal frames, which lead to different weighting of decision attributes. Alternatively, advisors might simply exert less effort in decision making for others than do personal decision makers. In Study 1, the contingent weighting of attributes was examined in two decision-making tasks (choice vs. matching). Advisors were more likely to choose in a manner consistent with "what most people would prefer" than personal decision makers, but no differences in preferences were observed in the matching task. Advisors subsequently reported experiencing less regret and blame and more strongly preferred the chosen alternative than did personal decision makers. In Study 2, advisors considered more decision attributes to be important in the abstract compared to personal decision makers, and the choice pattern of Study 1 was replicated. In Study 3, advisors and personal decision makers generated more considerations when making a decision compared to individuals making decisions in the abstract. Finally, the preferences of personal decision makers were more consistent with their reported attribute importance judgments than were those of advisors. In total, the results suggest advisors incorrectly infer others' preferences, rather than suffer from a deficit of motivation, when giving advice. Copyright 2000 Academic Press.     

African American Women in the Workplace: Relationships Between Job Conditions, Racial Bias at Work, and Perceived Job Quality

Although studies have described work processes among employed African American women, few have examined the influence of these processes on job outcomes. This study examined relationships between African American women's exposure to a range of occupational stressors, including two types of racial bias—institutional discrimination and interpersonal prejudice—and their evaluations of job quality. Findings indicated that institutional discrimination and interpersonal prejudice were more important predictors of job quality among these women than were other occupational stressors such as low task variety and decision authority, heavy workloads, and poor supervision. Racial bias in the workplace was most likely to be reported by workers in predominantly white work settings. In addition, Black women who worked in service, semiskilled, and unskilled occupations reported significantly more institutional discrimination, but not more interpersonal prejudice, than did women in professional, managerial, and technical occupations or those in sales and clerical occupations.     

A Reverse Outcome Bias: The Influence of Multiple Reference Points on the Evaluation of Outcomes and Decisions

Two experiments examined the influence of multiple reference points on the evaluation of outcomes and decisions that lead to those outcomes. Norm theory is applied as a conceptual framework for understanding the conditions under which alternative norms may be evoked by the decision context and how they are subsequently used as reference points in the evaluation process. Of primary interest, in these studies, was how an outcome is evaluated when two reference points, the status quo and an evoked alternative, provide conflicting information about the "goodness" of the outcome (the outcome is good from the perspective of one reference point and bad from the perspective of the other). A gambling paradigm, based on regret theory, is employed to address these questions. We find that an alternative outcome is more likely to be evoked as a reference point when: (1) it is certain that another choice would have led to the alternative outcome; (2) a social comparison other receives the alternative outcome; and (3) the alternative outcome is in a different evaluative domain than the outcome received (i.e., is negative when the outcome received is positive). When these conditions hold, and the alternative outcome is used as a reference point for evaluation, the evaluations which result are quite counterintuitive: winners are rated as more regretful over their choices than losers are considered to be less satisfied with their outcomes than losers, and are rated as having made poorer quality decision than losers, who made the same choice! The latter finding represents a complete reversal of the outcome bias often observed in judgments of decisions made under uncertainty.     

MDFT account of decision making under time pressure

In this paper, decision making under time pressure for multiattribute choice alternatives in a risky environment is investigated. A model, multiattribute decision field theory (MDFT), is introduced that describes both the dynamic and the stochastic nature of decision making and accounts for the observed changes in choice probabilities, including preference reversals as a function of time limit. An experiment in which five different time limits were imposed on the decision maker is presented to test the predictions of the model. It is shown that MDFT is able to account for the complex decision behavior observed in the data. Furthermore, MDFT is compared with the predictions of decision field theory (Busemeyer & Townsend, 1993; Roe, Busemeyer, & Townsend, 2001).     

Ceding and Succeeding: How the Altruistic Can Benefit from the Selfish in Joint Decisions

We examine how the interplay of two partners’ interpersonal orientations (selfish vs. altruistic) in a decision‐making dyad impacts the extent to which the joint decision matches each partners’ individual a priori preferences. Two experiments, in which we manipulate and measure interpersonal orientations, as well as examine real consumption decisions, demonstrate the benefit of mismatching interpersonal orientations (selfish‐altruistic) in dyadic decisions. Specifically, altruistic and selfish consumers reach joint decisions that better reflect their individual preferences when working with a partner who has the opposite interpersonal orientation (heterogeneous dyad) versus a matching one (homogeneous dyad). Initial evidence suggests that this effect occurs because homogeneous dyads are more prone to engage in negotiation (communication that involves departure from one's initial position to a mutually serving position) than heterogeneous dyads. This leads homogeneous dyads to focus more on equally preferred options than on their own most preferred options, which pushes them further down both partners’ preferences lists. This research contributes to the literature on joint decision making and has important implications for consumer well‐being.     

决策的三参照点理论:从原理到应用

三参照点理论(Tri-Reference Point Theory,Wang,2008a; Wang& Johnson,2012)以底线、现状和目标为参照点,将决策结果空间划分为失败、损失、获益和成功4个功能区域.根据3个参照点的心理权重的排序:底线＞目标＞现状,该模型继而推导出跨越不同区域的以现状为分界的双S-型的价值函数,以及据此产生的对于跨越不同参照点的预期结果的偏好转换、和损失-获益及失败-成功的两种不对称性.总之,风险决策的基本任务在于,在使得达到目标的可能性最大化的同时使底线不保的可能性最小化.三参照点理论将统计学和金融学中的均值与方差(均差)分析与行为决策研究中的参照点效应有机地结合在一起;在面对不同的风险选项时,通过分析各个预期结果的均差分布与3个参照点之间的关系作出适应性的决策.本文介绍了三参照点理论的基本推论、运行原则、实证检验、以及它与期望效用理论和前景理论相比较的异同之处.同时我们也探讨了三参照点理论对实践中管理决策的指导意义和多重启示.     

What do differences between own,admired, and attributed choices have to do with group induced shifts in choice

Two studies examined certain discrepancies which have been considered important evidence in support of interpersonal comparison (value-adherence) explanations of group induced shifts in choice. These are (a) the differences between a person's own choice and the choice he predicts others would make and (b) the difference between the former and the choice he admires. Findings from the first study indicate that own choices are more extreme than those a person predicts others would make because he is more certain and confident about the former than the latter, not because he wishes to appear to outdo others as interpersonal comparison theories of choice-shift effect would have it. The second study strongly suggests that extreme choices are admired not because they display maximal adherence to a social ideal but because they imply that the person's solution to a problem involving choice is well-founded, that he has persuasive reasons for the choice. On the whole the evidence bodes well for explanations of choice-shift effects based on persuasive argumentation and poorly for those relying on interpersonal comparison processes.     

Situational influences on ethical sensemaking: Performance pressure,interpersonal conflict,and the recipient of consequences

Multiple situational influences are often present in organizational ethical dilemmas. This article explores the influences of recipient of the consequence, performance pressure, and interpersonal conflict on sensemaking processes, metacognitive reasoning strategies, and decision ethicality. Results suggest that decision ethicality is greater when individuals are the recipients of consequences. In addition, individuals analyzed causes of the dilemma to a greater extent when faced with low interpersonal conflict and when consequences occurred at an individual level. Individuals in the low interpersonal conflict condition anticipated consequences, looked within, and considered others more than those in the high interpersonal conflict condition. Additional research on performance pressure is needed given that the manipulation used in this study was not effective. Implications for theory and practice of ethics in organizational settings are discussed.