社会偏好中的框架效应

社会偏好中的框架效应是指, 个体在决策中受到选择方案框架形式的影响而表现出合作、互惠及利他行为及倾向改变的现象, 是框架效应在社会偏好领域的运用。预期理论、错误知觉说、心理动力模型、情绪维护理论以及解释水平理论分别从价值函数、知觉偏差、内部心理动力、情绪及认知表征角度解释了社会偏好中的框架效应, 心理距离、价值取向、人格特质和文化等因素对社会偏好中的框架效应具有重要影响。未来的研究需要从社会偏好中的框架效应的心理机制与神经机制、研究范式及外部效度改进等方面作进一步探讨。     

Shades of awe: The role of awe in consumers' pro-environmental behavior

Climate change is a critical issue right now. Despite substantial work in academia examining this issue, more solutions are needed to encourage consumers to engage in more pro-environmental behavior. In the current research, we explore the ability of awe, a unique and powerful self-transcendent emotion, to motivate pro-environmental behavior and green consumption. Using different methods to induce awe and assess the effect of awe on consumers' pro-environmental behavior, we conducted three experimental studies. Across our studies, our results show that when consumers feel awe, they are more likely to engage in pro-environmental behavior and consumption. Further, we distinguish among three kinds of awe (awe of nature, awe of God, and awe from man-made wonders) and show that awe arising from nature and from God increases pro-environmental behavior more than awe from man-made wonders. In addition, a series of mediation analyses show that the effects distinguishing different sources of awe are best accounted for by different mediators rather than one common mediator; specifically these relationships are mediated by consumers' feelings of small self (i.e., diminished self-concept) and their level of spirituality, respectively. Implications for how marketers and practitioners can best utilize the power of awe for encouraging pro-environmental behavior are discussed.     

The effect of imperfect memory recall on risk preferences

People often take on different levels of risk when deciding on future actions compared with when they take actions with immediate consequences. The presently reported research investigated how imperfect recall of previously chosen options influences temporal fluctuations in risk preferences. In two incentivized studies with a waiting time before decision resolution (a 4-week waiting period from an initial decision), we observed that errors in the recall of previous choices played a substantial role in constructing risk preferences for choices that are usually resolved after a delay. More specifically, in a first study, we found that after a waiting period (i.e., after participants waited for their risky choices to be resolved), participants perceived that they took less risk during their initial choices than they actually did. Importantly, when asked about whether they would change their initial choices, participants declared that they would take riskier choices. In a second study, we tested directly whether such a shift in initial choices could also be demonstrated behaviorally. Results revealed that after beliefs about past choices were induced, participants changed their risk preferences in line with the information presented during belief induction.     

权力感知对怀旧偏好的影响机制

作者考察了权力感知对消费者怀旧偏好的影响及其心理机制。通过3个实验, 作者发现低权力者比高权力者更加偏好怀旧产品或怀旧品牌, 而寻找生活意义的动机在该影响过程中起中介作用。具体而言, 权力的缺失导致个体认为自己的生活缺乏意义, 进而激发出寻找生活意义的动机。由于怀旧可以通过回忆有意义的事件和提供社会支持两条途径来帮助个体重拾生活意义, 因此低权力的消费者倾向于进行怀旧消费。这一研究发现进一步丰富了现有的权力和怀旧文献, 并对怀旧营销的设计具有重要的实践指导意义。     

死亡凸显对消费者体验性消费选择偏好的影响及其作用机制

消费者的决策心理与购买行为会受到周边环境暴露的死亡信息的影响发生变化。本文从意义维持模型出发,通过4个实验探讨了死亡凸显对消费者体验性消费选择偏好的影响及其作用机制。结果发现,死亡凸显情境下消费者更倾向选择体验性消费。进一步分析发现,死亡凸显通过降低消费者的生命意义感提高了其对体验性消费的选择偏好。同时,社会支持对此间接效应起到了缓冲作用。研究结果初步揭示,补偿生命意义感的缺失是死亡凸显增加体验性消费选择的潜在机制,这也为新冠疫情背景下的消费者决策行为干预提供了一定参考。     

The temporal organization of behavior on periodic food schedules.

Various theories of temporal control and schedule induction imply that periodic schedules temporally modulate an organism's motivational states within interreinforcement intervals. This speculation has been fueled by frequently observed multimodal activity distributions created by averaging across interreinforcement intervals. We tested this hypothesis by manipulating the cost associated with schedule-induced activities and the availability of other activities to determine the degree to which (a) the temporal distributions of activities within the interreinforcement interval are fixed or can be temporally displaced, (b) rats can reallocate activities across different interreinforcement intervals, and (c) noninduced activities can substitute for schedule-induced activities. Obtained multimodal activity distributions created by averaging across interreinforcement intervals were not representative of the transitions occurring within individual intervals, so the averaged multimodal distributions should not be assumed to represent changes in the subject's motivational states within the interval. Rather, the multimodal distributions often result from averaging across interreinforcement intervals in which only a single activity occurs. A direct influence of the periodic schedule on the motivational states implies that drinking and running should occur at different periods within the interval, but in three experiments the starting times of drinking and running within interreinforcement intervals were equal. Thus, the sequential pattern of drinking and running on periodic schedules does not result from temporal modulation of motivational states within interreinforcement intervals.     

The effect of temporal setting on likelihood estimates

In a series of experiments, subjects judged the likelihood of events set either in the past or the future. No consistent differences were found in either the central tendency or the dispersion of subjects' likelihood judgments regarding past and future events which differed solely in their temporal setting. Temporal setting was, however, found to affect the production of possible event outcomes. These results contradict a “sure past” hypothesis, advanced by a number of observers, according to which judges are more confident in dealing with past than future events. They also eliminate a possible source of methodological difficulty in the interpretation of existing judgmental studies and provide some insight into the use of judgmental heuristics. Belief in the “sure past” hypothesis is discussed as the result of confusion between temporal setting and its ecological correlates.     

The effect of unconscious priming on temporal production

We examined the effects of unconscious priming on temporal-interval production. In Experiment 1, participants were instructed to keep visual displays on a screen for 2500 ms intervals. Half of the displays were repeated across blocks throughout the entire experiment, and the others were newly generated from trial to trial. The displays consisted of patterns so complex that the participants could not intentionally memorize them. The results showed that significantly more time elapsed for old displays than for new displays before participants indicated that a 2500 ms interval had elapsed. Experiment 2 replicated this effect and excluded an alternative account based on perceived pattern complexity. The effect of repetitive presentation was obtained despite the fact the participants did not recognize the repetition, suggesting that unconscious priming increased temporal production. These results suggest that time perception is affected by an unconscious process.     

The effect of facial attractiveness on temporal perception

Previous research suggests that feelings of fear, dislike, shame and sadness affect our perception of duration (Droit-Volet et al., 2004; Gil et al., 2009). The current study sought to expand our understanding of the variables which moderate temporal perception by examining whether the attractiveness of a face influenced its perceived duration. Participants completed a verbal estimation task in which they judged the duration of attractive, unattractive and neutral faces. The results showed that participants underestimated the duration of unattractive faces relative to attractive and neutral faces. Estimates of unattractive faces were also less accurate than those of the attractive and neutral faces. The results are consistent with Gil et al.'s (2009) suggestion that the duration of disliked stimuli are underestimated relative to liked and neutral stimuli because they detract attention from temporal perception. Analysis of the slope and intercept of the estimation gradients supports Zakay and Block's (1997) suggestion that reduced attention to time results in a multiplicative underestimation of duration.     

The effect of false memory on temporal perception

This study examined the effect of false memory on temporal perception. The Deese-Roediger-McDermott (DRM) paradigm, which elicits false recognition of a nonpresented word, was used to determine whether the perceived duration of falsely remembered words was longer than that for control words. The study results revealed that the perceived duration for falsely recognized words was longer than that for correctly rejected words. This is the first study to show the effect of false memory on temporal perception and suggests that temporal perception can be affected by conceptual fluency without any perceptual repetition.     

The effect of reinforcement on preferences for simple classification concepts

Reinforcement was delivered followingchanges in color or in shape of geometric stimuli. It was found that this training produced differences in strength of preferences for classification bases of shape (when shape changes were reinforced) or of color (when color changes were reinforced) in a subsequent categorization task. There was, however, no evidence that conditioning of peripheral orienting responses to changes in shape or color occurred through reinforcement during training. It appeared that while reinforcement delivered in relation to systematic stimulus changes (and assumed orienting responses) did influence the formation of shape or color preferences, its role did not depend on maintenance or enhancement of the peripheral orienting response.     

The rise of chatbots: The effect of using chatbot agents on consumers' responses to request rejection

This research investigates consumers’ perceptions and evaluations of robot service agents compared with human service agents when service requests are rejected. Six studies were conducted. The results show that when consumers receive a rejection of their service request, they evaluate the service less negatively if the service is handled by a chatbot agent versus a human agent. The reason is that consumers have lower expectations that robots will be able to provide flexible services to them. Consequently, their dissatisfaction with the request rejection is lower when the service is handled by robots. However, the aforementioned effect is not observed (1) when consumers have not experienced the service yet, (2) when their service request has been accepted, or (3) when the service agent conveys emotions to apologize for request rejection.     

The temporal structure of goal-directed and habitual operant behavior

Operant behavior can reflect the influence of goal-directed and habitual processes. These can be distinguished by changes to response rate following devaluation of the reinforcing outcome. Whether a response is goal directed or habitual depends on whether devaluation affects response rate. Response rate can be decomposed into frequencies of bouts and pauses by analyzing the distribution of interresponse times. This study sought to characterize goal-directed and habitual behaviors in terms of bout-initiation rate, within-bout response rate, bout length, and bout duration. Data were taken from three published studies that compared sensitivity to devaluation following brief and extended training with variable-interval schedules. Analyses focused on goal-directed and habitual responding, a comparison of a habitual response to a similarly trained response that had been converted back to goal-directed status after a surprising event, and a demonstration of contextual control of habit and goal direction in the same subjects. Across experiments and despite responses being clearly distinguished as goal directed and habitual by total response rate, analyses of bout-initiation rate, within-bout rate, bout length, and bout duration did not reveal a pattern that distinguished goal-directed from habitual responding.     

The effect of temporal distance on level of mental construal

Four studies examined the prediction of construal level theory that the more distant future events would be construed in higher-level, more abstract, and simple terms. Objects were categorized into broader categories when they pertained to distant future situations than to near future situations (Study 1). Positive and negative experiences in the more distant future were expected to be more prototypical—less variable and more extreme (Study 2). More distant future coping experiences were expected to be less variable (Study 3). Preferences for events and activities that were expected in the distant future were organized around simpler structures than preferences for the same events when they were expected in the near future (Study 4). These results support the principle of temporal construal, according to which the more distant future is represented in a more schematic, abstract, and coherent way.     

The effect of attractiveness on food sharing preferences in human mating markets

The current study explored how physical attractiveness affects food sharing by studying payment preferences for hypothetical romantic dinner dates (a hypothetical mating market). We analyzed payment preferences, self-rated attractiveness, and rated attractiveness for hypothetical dates in 416 participants. We hypothesized that (1) men would be more likely to prefer to pay than would women, (2) attractive individuals of both sexes would be less willing to pay, and (3) preferences to enter an exchange would be influenced by the attractiveness of prospective partners such that (3a) men would prefer to pay for attractive women, and (3b) women would prefer to be paid for by attractive men. All hypotheses were supported by our results. Individuals with higher self-rated attractiveness were more likely to prefer that their date would pay for the meal, and we found clear sex differences in how the attractiveness of potential dates affected payment preferences. Male participants preferred to pay for dates that had higher facial attractiveness, while female participants preferred that attractive men would pay. Individuals show condition dependent financial preferences consistent with the provisioning hypothesis in this mating market that are adaptive to evaluations of their own quality and that of prospective partners.     

The effect of adult influence on children's preferences: Compliance versus opposition

The present study examined the effects of adult influence on the choice preferences of first and fifth grade girls and boys. It was found that when the adult directed the children as to which choice alternative to choose, all children (both grades and both sexes) preferred that alternative advocated by the adult. When, however, the adult's influence attempt was followed by another adult's stating that the child should choose whatever he/she wanted, first graders displayed oppositional behavior (preferring the alternative not urged by the first adult), while fifth graders continued to comply with the first adult's influence. These results suggested that oppositional behavior in first grade children may occur as a function of conflict between adults regarding adult control over the child.The author would like to thank the staff and students at the Price's Fork Elementary School, Blacksburg, Virginia, for their invaluable assistance in conducting this study. The author is indebted to Marie Kerwan, Twila Stephenson, and Jeanne Warren for their excellent work as experimenters.     

The temporal course of the frustration effect

General activity subsequent to reward (R) and nonreward (N) was monitored at 5-sec intervals with a stabilimeter in the runway goal box. Activity of never-rewarded control Ss was also measured. In Expt 1 it was found that the frustration effect (difference between N- and R-trial activities) disappeared after about 40 sec of goal box confinement. This disappearance of the frustration effect was due to activity increase on R trials rather than activity decrease on N trials as a function of time. Comparison of N-trial activity with control group activity indicated that frustration does not dissipate within 60 sec. Expt 2 investigated activity following reward and nonreward as a function of reward magnitude. Evidence from these experiments suggests that the late R-trial activity increase results from frustration, possibly conditioned to apparatus cues on N trials.