消费者触摸渴望的形成机制解析——基于认知体验视角

对消费者触摸渴望形成机制的探讨, 有利于线上和线下企业制定如何补偿和满足消费者触摸渴望的营销战略。迄今, 关于消费者触摸渴望形成机制的探讨主要从信息加工视角、动机视角、决策视角以及先天观视角着手。但这些视角均不能解释为何同一消费者在不同认知体验下在触摸行为反应上的差异。本文提出个人控制受威胁感这一认知体验是消费者触摸渴望形成的前因变量。具体而言, 本文发现, 个人控制受威胁感这一负性认知体验会导致消费者触摸渴望的增加, 内在机制是为了满足对环境的控制需求(实验1, 2)。本文进一步发现, 当强化消费者的自我价值后, 他们对环境的控制需求下降了, 因此消费者的触摸渴望将不再受个人控制受威胁感的影响(实验3)。最后, 本文还发现, 强化自我价值对个人控制受威胁感与消费者触摸渴望间关系的调节作用仅在高自尊者(vs.低自尊者)身上出现(实验4)。论文结尾讨论了本文所关注的个人控制受威胁感这一认知体验视角对已有触觉研究、已有个人控制感研究等的理论贡献。     

Attributionally more complex people show less punitiveness and racism

Based on past findings that attributionally more complex people make less fundamental attribution error, it was hypothesized that they would show less punitiveness and racism. In a study of 102 undergraduates, this hypothesis received robust support. The effect of attributional complexity was significant in two different punitiveness measures, a rehabilitation support measure, and two different racism measures. Also, this effect still held when demographic variables, crime victimization history, and need for cognition were statistically controlled. Moreover, attributional complexity mediated the effect of need for cognition and gender on punitiveness and racism. Theoretical implications are discussed.     

Weapons of Influence Misused: A Social Influence Analysis of Why People Fall Prey to Internet Scams

Internet crime, including fraud and spread of malicious software, is a pervasive and costly global issue. Many of these crimes occur not because of technology failure but because of the human element. People can easily be manipulated through social engineering – the use of psychological tactics to influence individuals to assist in their own victimization. We employ a social influence framework, drawing upon ideas from Robert Cialdini, to understand the nature of social engineering techniques and why they are successful in exploiting unsuspecting individuals. Specifically, we discuss how social engineers misuse six pervasive weapons of influence – Liking, Authority, Scarcity, Social Proof, Reciprocity, and Commitment and Consistency – in order to effectively influence individuals to take the initial steps toward their exploitation. We conclude with a discussion of the precautions individuals can take to resist malicious influence attempts online.     

Less thought, more punishment: need for cognition predicts support for punitive responses to crime

Three studies examined the relationship between need for cognition and support for punitive responses to crime. The results of Study 1 (N = 110) indicated that individuals high in need for cognition were less supportive of punitive measures than their low need for cognition counterparts. This finding was replicated in Study 2 (N = 1,807), which employed a nationally representative probability sample and included a more extensive battery of control variables. The purpose of Study 3 (N = 255) was to identify a third variable that might explain this relationship. This final study's results suggest that attributional complexity mediates the relationship between need for cognition and punitiveness. High need for cognition individuals are less supportive of punitive measures because they endorse more complex attributions for human behavior than their low need for cognition peers.     

disowning our shadow: a psychoanalytic approach to understanding punitive public attitudes

Punitive public attitudes cannot be easily explained by pointing to instrumental concerns (e.g., fear of crime, personal victimization, or real or perceived levels of crime). Instead, numerous observers have suggested that public punitiveness is more a symptom of free-floating anxieties and insecurities resulting from social change than a rational response to crime problems. We argue that these public concerns might be better understood by drawing on the insights of psychoanalytic theory, and we review relevant theoretical work to that effect.     

Disinhibition of aggression through diffusion of responsibility and dehumanization of victims

The present study tested derivations from social learning theory on the disinhibition of aggression through processes that weaken self-deterring consequences to injurious conduct. Subjects were provided with opportunities to behave punitively under diffused or personalized responsibility toward groups that were characterized in either humanized, neutral, or dehumanized terms. Both dehumanization and lessened personal responsibility enhanced aggressiveness, with dehumanization serving as the more potent disinhibitor. Escalation of aggression under conditions of dehumanization was especially marked when punitiveness was dysfunctional in effecting desired changes. The uniformly low level of aggression directed toward humanized groups, regardless of variations in responsibility and instrumentality of the conduct, attested to the power of humanization to counteract punitiveness. Results of supplementary measures are consistent with the postulated relationship between self-disinhibiting processes and punitiveness. Dehumanization fostered self-absolving justifications that were in turn associated with increased punitiveness. Findings on the internal concomitants of behavior performed under different levels of responsibility suggest that reducing personal responsibility heightens aggressiveness more through social than personal sources of disinhibition.     

Retributive and restorative justice: Importance of crime severity and shared identity in people's justice responses

Retributive and restorative justice present two different responses to wrongdoing: one that focuses on addressing the moral wrong through punitive sanctions (retribution) and one that focuses on addressing the harm that has been caused through reparative sanctions (restoration). Psychological investigations of what factors influence which justice outcome that people desire (retributive, restorative, or both) have focused on two constructs: crime severity and shared identity. The crime severity approach contends that people can have multiple justice goals, and which justice goals people want to fulfil is dependent on the salient features of the situation (such as offence seriousness). The shared identity approach argues that people's desire for restoration or retribution is dependent on the shared identity and perceptions of value consensus between offender and victim in the judgement context. The findings related to both of these factors are reviewed, and possibilities for future research integrating these two approaches are discussed.     

Reacting to reactance: An Interpersonal interpretation of the need for freedom

This study was designed to investigate the conditions under which the negative consequences of social influence attempts can be mitigated by freedom-affirming interventions. Eighty-eight high school girls received an influence message, presumably written by a co-worker, containing either a threat or a promise. In addition, subjects were or were not given a choice option as to mode of compliance, if they chose to comply with the message. In half the cases, the Interpersonal condition, subjects received their choice/no choice option from their co-worker; in the other half of the cases, the Noninterpersonal condition, subjects were assigned the choice/no choice option by a random event unknown to the influencing agent. As anticipated, in the Interpersonal as compared to the Noninterpersonal condition, (a) threats produced greater compliance when a choice was offered than when it was not, and (b) promises and threats were more equivalent in gaining compliance when a choice was offered than when it was not. These results, which suggest that in a social setting individuals' concerns about freedom are interpersonally motivated, are discussed in terms of their relation to and implications for reactance theory.     

Group belongingness and collective action: Effects of need to belong and rejection sensitivity on willingness to participate in protest activities

Engaging in political protests are becoming increasingly common, and considering the potential, individual, costs and the low probability of affecting the political outcome, it is necessary to understand the motivations behind such actions. The desire to be part of a social group is deeply rooted in human nature, and previous research proposes that the groups one belongs to may influence the decision to engage in protests. We build on this research and suggest that social exclusion, individual fear of exclusion and need to belong interact in explaining who is likely to become engaged. In two studies, one natural experiment and one lab‐experiment, we show that social exclusion increase willingness to participate in protests for individuals high in both rejection sensitivity and need to belong. We conclude that contextual factors, such as exclusion or marginalization should be considered in relation to individual level personality factors when explaining who is likely to become engaged in political protests. These results are important since they suggest that some people engage in politics simply due to social reasons and are less ideologically motivated.     

Relationship quality promotes the desire for closeness among distressed avoidantly attached individuals

Individuals who experience attachment avoidance tend to desire less closeness in their romantic relationships than others, especially when experiencing distress. However, emerging research suggests that avoidant individuals value social closeness and are more comfortable with it when they perceive that seeking closeness is welcomed. Thus, this research examined the relationship characteristics that might predict avoidant individuals seeking more closeness than they would otherwise. We investigated whether perceiving their relationship to be high quality would predict avoidant individuals desiring more closeness when distressed. We hypothesized that avoidant individuals who perceived their relationship to be high quality would desire greater closeness with their partners when distressed—counteracting their tendency to eschew relational closeness. A study of dating couples supported this hypothesis.     

In‐group representation and social value affect the use of in‐group identification for maintaining and enhancing self‐evaluation

Individuals with independent self‐construals identify with their in‐group in order to buffer threats to self‐esteem to a greater degree than do those with interdependent self‐construals. This study focused on the effect of the in‐group's social value and representation on this identification process among individuals who reported various real‐world threats to their self‐esteem. We conducted a questionnaire survey for university students and we examined how self‐construal, the in‐group social value, and the in‐group representation either moderate or mediate the relationship between threat to self‐esteem and identification with their academic departments. The results of multiple‐group analyses of structural equation modelling showed that independents who reported more threats to their self‐esteem identified with the in‐group when it was high in social value. In contrast, they did not exhibit in‐group identification when it was low in social value. Interdependents showed less in‐group identification regardless of the in‐group's social value. The representation of the in‐group as a common identity group mediated the relationship between threat to self‐esteem and in‐group identification for independents, whereas the representation of a common bond group played the same role for interdependents. These findings suggest the importance of considering the role of self‐construal and the in‐group social value, along with the representation of in‐group, in understanding in‐group identification in situations of threat to self‐esteem.     

Maintaining One's Self-Image Vis-à-Vis Others: The Role of Self-Affirmation in the Social Evaluation of the Self

Three studies examined how people maintain their self-images when they face threat to interpersonal aspects of the self. In Studies 1 and 2, we found evidence that low self-esteem people lower their estimates of their performance when they expect immediate feedback in order to protect themselves from the interpersonal threat inherent in such feedback, and that self-affirmation reduces this tendency among low self-esteem people. In Study 3, we found that when people are self-affirmed they are more likely to engage in upward social comparisons and less likely to engage in downward social comparisons. Together these findings suggest that people can cope with threats to interpersonal aspects of the self by affirming other important aspects of the self.     

Muslim Americans’ Responses to Social Identity Threats: Effects of Media Representations and Experiences of Discrimination

ABSTRACT

Direct and indirect social identity threats can influence stigmatized individuals to seek identity management strategies that restore a positive sense of social identity. The current study examined the effects of media representations and self-reported experiences of discrimination on Muslim American students’ identity management strategies. Results revealed that Muslim American students who viewed negative media representations of their religious ingroup, relative to a control video, were less likely to desire acceptance by other Americans and more likely to avoid interactions with majority members. Additionally, self-reported experiences of discrimination significantly and positively influenced a desire for collective action. These results reveal the powerful effects of media representations and discrimination in threatening minority group members’ social identity and exacerbating negative intergroup relations between majority and minority groups.     

The Big-Five, sense of control, mental health and fear of crime as contributory factors to attitudes towards punishment

Low sense of control (SoC), mental health problems and fear of crime (FoC) have separately and previously been linked to the Big-Five personality dimensions, but no study to date has sought to integrate these constructs simultaneously in relation to overall punitiveness. These constructs were assessed in 232 participants using an online survey to examine hypothesised relations between FoC and SoC, poorer mental health, Neuroticism (N), Extraversion (E) and Conscientiousness (C), and any resultant punitiveness. Measures were highly correlated, and an exploratory factor analysis summarised these as ‘instability’ and ‘crime attitude’ dimensions. A structural equation model found that high levels of N and poor mental health, as well as low levels of C, E and SoC were related to a latent variable of ‘distress’, which fed into heightened FoC. High levels of C further influenced FoC, which subsequently had an effect on individuals’ greater punitiveness. The current study supports the previous literature regarding variables that influence FoC and attitudes to punishment, and establishes novel associations involving personality.     

The role of personality in social identity: effects of field-dependence and context on reactions to threat to group distinctiveness

This article examines the role of personality dispositions as determinants of people's reactions to threats to social identity. It is argued that since individuals characterized as high field-dependents have a greater tendency to anchor their identity in the social group than low field-dependents, they will be more affected by threats to social identity, especially when the context is framed as an intergroup context. Threat to social identity was manipulated by inducing intergroup similarity, and intergroup differentiation was measured. The first experiment assessed the hypothesis with minimal groups. The second experiment assessed it with real groups (two rival schools). Findings provided support for the hypotheses. The discussion centers on the role of personality dispositions in the social identity perspective.     

What you want (and do not want) affects what you see (and do not see): avoidance social goals and social events

Two studies examined the influence of approach and avoidance social goals on memory for and evaluation of ambiguous social information. Study 1 found that individual differences in avoidance social goals were associated with greater memory of negative information, negatively biased interpretation of ambiguous social cues, and a more pessimistic evaluation of social actors. Study 2 experimentally manipulated social goals and found that individuals high in avoidance social motivation remembered more negative information and expressed more dislike for a stranger in the avoidance condition than in the approach condition. Results suggest that avoidance social goals are associated with emphasizing potential threats when making sense of the social environment.     

Cold-blooded loneliness: social exclusion leads to lower skin temperatures

Being ostracized or excluded, even briefly and by strangers, is painful and threatens fundamental needs. Recent work by Zhong and Leonardelli (2008) found that excluded individuals perceive the room as cooler and that they desire warmer drinks. A perspective that many rely on in embodiment is the theoretical idea that people use metaphorical associations to understand social exclusion (see Landau, Meier, & Keefer, 2010). We suggest that people feel colder because they are colder. The results strongly support the idea that more complex metaphorical understandings of social relations are scaffolded onto literal changes in bodily temperature: Being excluded in an online ball tossing game leads to lower finger temperatures (Study 1), while the negative affect typically experienced after such social exclusion is alleviated after holding a cup of warm tea (Study 2). The authors discuss further implications for the interaction between body and social relations specifically, and for basic and cognitive systems in general.     

Perception of groups,size of opposition,and social influence

Two experiments investigated the relationship between social influence and the number of persons attempting influence. The organization of these persons was varied so that subjects either perceived them as a single group, as several distinct groups, or as an aggregate of unrelated individuals. Conformity was found to increase as the number of separate individuals and groups (distinct social entities) in opposition increased. But varying the size of a single group had little effect on subjects' level of conformity. Furthermore, even when subjects had a partner (social supporter), they conformed more when the opposition was categorized as several entities than as a single group. Overall, findings from the studies suggest that the manner in which persons are initially organized into groups and aggregates of individuals affects their persuasive impact on observers. Implications of these findings for research on social influence were considered.     

Self-serving bias in the attribution of responsibility: Cognitive versus motivational explanations

The purpose of this study is to compare the cognitive and motivational explanations of differences in the responsibility assigned to the victim of a crime. It has generally been found that the victim of a crime is assigned more responsibility for that crime by similar others if its consequences are severe. The motivational explanation for this finding is that subjects are threatened by the idea that a serious crime can happen by chance. The cognitive explanation is that serious crimes are rarer and subjects attribute more of the responsibility for rarer events to those who experience them. This study tested these two explanations by independently varying the severity and the likelihood of a crime and examining attributions of responsibility to its victim. The results of the study support the cognitive explanation. Similar others were found to attribute more responsibility for a crime to the victim when that crime was presented as rare, irrespective of whether its consequences were mild or severe. In addition, when likelihood was controlled experimentally no effect of severity upon attributions of responsibility was found. These results suggest that, within the context of attributions of responsibility to victims, patterns of attribution consistent with those predicted by theories suggesting motivational influences upon attribution may actually represent the operation of cognitive processes.     

Type A Behavior and Diabetic Control: Implications of Psychological Reactance for Health Outcomes1

According to laboratory research, Type A coronary-prone individuals are sensitive to threats to their personal control and react to such threats with active and often stressful coping responses. The present investigation tested the prediction that these features of Type A behavior would interfere with blood glucose regulation in insulin-dependent diabetes mellitus patients. Two independent hypotheses were investigated. Because elevated sympathetic arousal, a concomitant of stressful coping, is associated with elevated glucose levels, it was predicted that Type A diabetics experiencing high levels of life stress would display poorest blood glucose control (indexed by Hemoglobin A₁c). The second hypothesis was derived from the observation that Type As are more likely than Type Bs to respond to control threats with reactance in order to restore the perception of control. Given that illness or treatment can reduce personal control, it was predicted that Type A diabetics would be most reactant and, thus, most medically noncompliant. To test these hypotheses, 37 Type 1 diabetics were assessed for Type A behavior, life change, attributional style, desire for control (both within treatment and in general), and specific perceptions of and actions to their diabetes. Type As were more likely than Type Bs to show poor blood glucose control. However, for patients in general, and Type As in particular, blood glucose regulation was not related to life stress. Rather, those Type As who displayed poor glucose control made more extreme self-attributions about the cause of their diabetes, were angrier about it, and felt they should fight it. The implications of these findings for a reactance-Type A model of medical compliance are discussed.