劝捐策略和框架效应对个体捐赠决策的影响

采用两个3×2完全随机实验设计,考察劝捐策略和目标框架效应对个体捐赠决策的影响,结果表明：（1）劝捐策略和目标框架效应的主效应显著,信用劝捐被试捐赠更多,决策时间更短,损失目标框架比收益目标框架的被试决策时间更短,捐赠更多,被试在信用X损失框架情境中捐赠最多,反应时最短;（2）劝捐策略和框架效应的交互效应均显著,情感策略受框架效应影响较大,在损失框架下被试反应时更短,捐赠更多。     

Argument,Inference, and Persuasion

This paper distinguishes between two types of persuasive force arguments can have in terms of two different connections between arguments and inferences. First, borrowing from Pinto (in Argument, inference, and dialectic, Kluwer Academic Pub, Dordrecht, 2001), an arguer's invitation to inference directly persuades an addressee if the addressee performs an inference that the arguer invites. This raises the question of how invited inferences are determined by an invitation to inference. Second, borrowing from Sorenson (J Philos 88:245–266, 1991), an arguer's invitation to inference indirectly persuades an addressee if the addressee performs an inference guided by the argument even though it is uninvited. This raises the question of how an invitation to inference can guide inferences that the arguer does not use the argument to invite. Focusing on belief-inducing inference, the primary aims here are (i) to clarify what is necessary for an addressee's belief-inducing inference to be invited by an argument used as an instrument of persuasion; and (ii) to highlight the capacity of arguments to guide such inferences. The paper moves beyond Pinto's (2001) discussion by using Boghossian's (Philos Stud 169:1–18, 2014) Taking Condition in service of (i) and (ii) in way that illustrates how epistemically bad arguments can rationally persuade addressees of their conclusions.

     

Argument Structure,Argument Content,and Cognitive Change in Children's Peer Interaction

In this experimental study, the author examined whether children's conversations play a role in the processes of influence between peers. Children, aged 8 to 10 years, who were at different levels of moral development participated. The conversations of 120 children were coded and analyzed in terms of argument structure and content. Results indicated that the differences in structure between boys' and girls' arguments are stylistic and do not influence conversation outcomes. The children's use of the structural features of conversations suggested that when a more advanced position is adopted, the arguments themselves appear to inspire cognitive change. However, when a less advanced position is adopted, the children who influence their peers invoke a particular and insistent conversational style. Results are discussed in terms of transmission and constructivist accounts of the role of social interaction in cognitive development.     

Selective Self-Categorization: Meaningful Categorization and the In-Group Persuasion Effect

ABSTRACT

Research stemming from self-categorization theory (Turner et al., 1987 Turner, J. C., Hogg, M. A., Oakes, P. J., Reicher, S. D. and Wetherell, M. 1987. Rediscovering the social group: A self-categorization theory, Oxford, , England: Basil Blackwell. [Crossref] , [Google Scholar]) has demonstrated that individuals are typically more persuaded by messages from their in‐group than by messages from the out-group. The present research investigated the role of issue relevance in moderating these effects. In particular, it was predicted that in-groups would only be more persuasive when the dimension on which group membership was defined was meaningful or relevant to the attitude issue. In two studies, participants were presented with persuasive arguments from either an in-group source or an out-group source, where the basis of the in-group/out-group distinction was either relevant or irrelevant to the attitude issue. Participants' attitudes toward the issue were then measured. The results supported the predictions: Participants were more persuaded by in-group sources than out-group sources when the basis for defining the group was relevant to the attitude issue. However, when the defining characteristic of the group was irrelevant to the attitude issue, participants were equally persuaded by in-group and out-group sources. These results support the hypothesis that the fit between group membership and domain is an important moderator of self-categorization effects.     

We're Closer than I Thought: Social Network Heterogeneity,Morality, and Political Persuasion

Literature in the area of social networks indicates that increases in perceived social network attitudinal heterogeneity generate increased openness to attitude change. Recent evidence in the area of morality, however, shows that morally based attitudes are particularly resistant to persuasion and can result in the rejection of disagreeing others. Positing that considering morality would reduce network influence, an experiment varied moral cues presented along with a non‐network persuasive message while holding the actual content constant. Results demonstrate that morality and network composition interact to predict persuasion, such that when people are not cued to consider morality increased network heterogeneity predicts increased persuasion, but when identical messages are presented in a way that invokes morality the impact of network heterogeneity disappears or even reverses marginally. This interactive effect was replicated in two very different political issues: gay adoption and nationalized healthcare. Implications for persuasion by morally motivated sources independent of the effects of specific moral arguments are discussed.     

A Concept Divided: Ralph Johnson's Definition of Argument

Ralph Johnson's Manifest Rationality (2000) is a major contribution to the field of informal logic, but the concept of argument that is central to its project suffers from a tension between the components that comprise it. This paper explores and addresses that tension by examining the implications of each of five aspects of the definition of argument.     

阈下说服的存在证据与争议

通过阈下刺激或者信息的呈现, 试图引导个体采用某种观点、态度或者行为的过程被称为阈下说服。已有的研究从不同视角考察了阈下说服的效果, 对阈下说服的存在与否有着较大的争议。出现争议的原因可能与觉知、阈下语义激活、当前动机以及习惯有关。最近的研究聚焦于探究当前动机在阈下说服研究中所起到的关键作用。未来应当继续尝试其它途径, 促进语义激活; 丰富动机种类, 探讨引发动机的方法; 关注机体变量, 探索新机制。     

The evolution of policy arguments in teachers' negotiations

Argument is a critical component in policy deliberations. In this study, negotiation is viewed as a type of policy deliberation, one characterized by attack and defense of proposals, interdependence between disputants, and mixed motives of cooperation and competition. Argument in negotiation, then, functions as a reason-giving activity to enact policy. Employing a category system based on rhetorical stasis, the researchers examine whether bargainers specialize in their use of argument types and whether this specialization remains consistent throughout a teacher-school board negotiation and whether it differs for the type of settlement of agenda items. Results of the study suggest that bargainers specialize in argument types at different times during the bargaining. In the early stages of negotiation, teachers center on harm and workability arguments to prepare their case and justify the merits of their proposals, but in the latter phases of bargaining they switch to arguments on implementation to reaffirm their demands and to prioritize issues. Board members, in the early stages, rely on disadvantage, workability, and implementation arguments to establish resistance points and to refute appeals for change, but in the latter stages of negotiation they employ harm-inherency and disadvantage arguments to weigh the costs of concessions and to rationalize the settlement. This study, then, supports the existence of phase variation in bargaining and argues for a developmental approach in deciphering how negotiators who hold antithetical positions reach mutually satisfactory settlements.     

说服效应的理论模型、影响因素与应对策略

说服效应是指面临说服性信息时, 个体态度发生转变并影响其决策行为的一种现象, 该现象普遍存在于政治选举、生活消费及商业广告等领域, 具有重要的应用价值。说服效应的两个主要理论模型包括双加工模型和自我功效理论。信息源的可信度、情绪、信息框架、社会网络、事件卷入度等是影响说服效应的主要因素。说服效应的应对策略包括公开承诺和自我控制。未来的研究应该从说服效应的产生根源、特征成分及应用领域等方面进行深入地探讨。     

Dispositions and the Argument from Science

Central to the debate between Humean and anti-Humean metaphysics is the question of whether dispositions can exist in the absence of categorical properties that ground them (that is, where the causal burden is shifted on to categorical properties on which the dispositions would therefore supervene). Dispositional essentialists claim that they can; categoricalists reject the possibility of such ‘baseless’ dispositions, requiring that all dispositions must ultimately have categorical bases. One popular argument, recently dubbed the ‘Argument from Science’, has appeared in one or another form over much of the last century and purports to win the day for the dispositional essentialist. Taking its cue from physical theory, the Argument from Science treats the exclusively dispositional characterizations of the fundamental particles one finds in physical theory as providing a key premise in what has been called a ‘decisive’ argument for baseless dispositions. Despite sharing the intuition that dispositions can be baseless, I argue that the force and significance of the Argument from Science have been greatly overestimated: no version of the argument is close to decisive, and only one version succeeds in scoring points against the categoricalist. Not only is physical theory more ontologically innocent than defenders of baseless dispositions seem to appreciate, most versions of the Argument from Science neglect important ways that dispositions could be grounded by categorical properties.     

Justification, Discovery, Reason & Argument

In distinguishing justification from discovery, the logical empiricists hoped to avoid confusing causal matters with normative ones. Exaggerating the virtue of this distinction, however, has disguised from us important features of the concept of a reason as it functions in human practice. Surfacing those features gives some insight into reasoning and argument.     

影响整合式谈判的情境因素和过程因素

从“情境因素”和“过程因素”两个方面对整合式谈判影响因素的研究动态和研究成果进行了归纳和分析。其中“情境因素”是指在正式谈判一开始时就已经存在的因素,主要包括：（1）谈判者的文化价值观,如个人主义与集体主义、权力距离和沟通的高、低语境;（2）社会动机,研究谈判组的动机构成如何影响谈判过程和结果;（3）情绪因素,研究谈判中的积极情绪、消极情绪各自对达成整合式谈判的影响。对“过程因素”的研究考察了谈判沟通的过程,包括谈判过程中各种策略的使用频次、次序和谈判各个阶段的策略使用情况     

负面情绪和说服策略对品牌关系再续意愿的影响

营销学和心理学的已有研究表明, 负面情绪会影响信息处理过程。因此, 企业在品牌关系再续的实践中, 必须结合消费者负面情绪来选择适当的说服策略。基于此, 通过区分反驳型说服策略和诊断型说服策略, 并将其联结于消费者的情绪特点(情绪类型与情绪强度), 经由两个实验探讨了不同情绪特点的消费者对两种说服策略的反应。实验一初步证明了负面情绪类型(后悔和生气)调节说服策略对原谅的影响。实验二证明了负面情绪强度(低和高)调节说服策略对原谅的影响, 并进一步检验了实验一的结论。即当负面情绪强度低时, 负面情绪类型的调节作用不显著; 但是, 当负面情绪强度高时, 负面情绪类型的调节作用显著。此外, 两个实验均验证, 根据消费者负面情绪特点, 适当的说服策略有利于消费者原谅品牌, 进而产生品牌关系再续意愿。     

AI &; Law,Logic and Argument Schemes

This paper reviews the history of AI & Law research from the perspective of argument schemes. It starts with the observation that logic, although very well applicable to legal reasoning when there is uncertainty, vagueness and disagreement, is too abstract to give a fully satisfactory classification of legal argument types. It therefore needs to be supplemented with an argument-scheme approach, which classifies arguments not according to their logical form but according to their content, in particular, according to the roles that the various elements of an argument can play. This approach is then applied to legal reasoning, to identify some of the main legal argument schemes. It is also argued that much AI & Law research in fact employs the argument-scheme approach, although it usually is not presented as such. Finally, it is argued that the argument-scheme approach and the way it has been employed in AI & Law respects some of the main lessons to be learnt from Toulmin’s The Uses of Argument.     

Framing and the Role of the Second Actor: An Application of Prospect Theory to Bargaining

An actor's frame of reference significantly affects that actor's risk attitude. Although the frame of reference is often taken as a given, earlier work shows it to be the result of an actor's assumptions and beliefs, which can be manipulated by a second actor in a bargaining situation. As modeled here, confidence in selected assumptions can be manipulated by one of two means: changing the confidence of the actor about the future domain, and getting the actor to adopt a particular domain by discounting the utility of a course of action. Both methods force a change in the perceived domain and a shift in risk attitude. In addition to showing manipulation of an actor's frame, the model adds to our understanding of Kahneman and Tversky's original expression of prospect theory.     

Influencing health decision-making: A study of colour and message framing

Objective: Previous research has provided evidence that colour associations and frame can influence behavioural intentions to engage in vaccination behaviours. In this study, the extension of these effects to sunscreen application behaviours was investigated. Additional colours and the manner in which colour primes were employed were also explored.

Design: Two hundred and eighty-six college students were primed with either short wavelength colours (blue/purple) or long wavelength colours (red/orange) as part of goal framed sunscreen information pamphlets.

Main outcome measures: Self-reported behavioural intentions to apply sunscreen, immediate affective reaction to stimuli material, anticipated affect towards sunscreen use, and perceived efficacy of preventing skin cancer were measured.

Results: Individuals with no prior intention to use sunscreen expressed greater behavioural intentions to do so after reading a positively framed sunscreen pamphlet that was designed using short wavelength colours. The negatively framed messages and those presented in long wavelength colours did not enhance persuasion.

Conclusions: In accordance with the Unification Theory of Framing, a match between the representations of the target behaviour, the colour prime, and the frame resulted in the greatest amount of persuasion. Creating communications with representations that match the target behaviour could be a powerful tool to increase compliance.     

Idealism and the Ontological Argument

The ontological proof became something of a signature argument for the British Idealist movement and this paper examines how and why that was so. Beginning with an account of Hegel's understanding of the argument, it looks at how the thesis was picked up, developed and criticized by the Cairds, Bradley, Pringle-Pattison and others. The importance of Bradley's reading in particular is stressed. Lastly, consideration is given to Collingwood's lifelong interest in the proof and it is argued that his attention is best understood as a direct continuation of theirs. In view of the fact that recent commentators have tried to draw a sharp line between Collingwood's approach to metaphysics and ontology and that of his predecessors, the establishment of this connection calls for a measure of reassessment on both sides.     

和谐动机与整合性谈判结果*

人们追求人际和谐的动机具有双重性,一方面是为了促进和谐,另一方面是为了避免破裂,两种动机驱使人们在面对冲突时采取不一样的应对策略。那么,谈判作为一种与冲突密不可分的情境,谈判者的和谐的动机将会对他们的谈判结果产生什么影响呢？本研究整合和谐动机和谈判两方面的文献,探讨了在整合性谈判中两种不同的和谐动机与谈判者的行为以及谈判结果之间的关系。研究结果表明,1)在个体层面上,谈判者的促进和谐动机与其个体收益以及对谈判双方关系的评价正相关,而避免破裂动机与其个体收益以及对谈判双方关系的评价负相关；2)在谈判对子层面上,谈判双方总体的促进和谐与谈判双方的联合收益正相关。本研究不仅进一步论证了和谐动机的概念效度,而且从理论上论证了和谐动机与谈判的关系,对于谈判者具有实践意义。