期望与绩效的关系:调节定向的调节作用

经典动机理论认为高期望能提高绩效水平,本研究结合调节定向理论进一步回答这种效应"何时"存在或"如何"产生的问题。研究1通过测量期望水平、并用任务框架操作调节定向,检验了情景启动的调节定向对期望与行为间关系的影响;研究2采取更严格的被试内设计通过任务难度操作期望,考察了作为个体长期差异的调节定向的作用。结果表明:①调节定向调节成功期望与绩效之间的关系:对于促进定向,成功期望与绩效正相关;对于预防定向,期望与绩效相关不显著。②动机可以部分解释调节定向与期望的交互作用机制:高水平的成功期望会提高促进定向个体的动机强度,进而产生高的绩效结果;其对预防定向个体的动机强度的影响不显著。     

Guess Who Buys Cheap? The Effect of Consumers’ Goal Orientation on Product Preference

The current research examines how goal orientation affects consumer preference among products with different prices. We argue that a less expensive product may have not only lower perceived quality but also greater perceived quality variability. This greater perceived variability provides the opportunity for optimistic, promotion‐oriented consumers to overestimate the quality of the less expensive product. This effect is weaker, however, for a more expensive product that consumers perceive to have less quality variability and which thus provides less room for quality overestimation. As a result, we hypothesize that promotion‐oriented consumers, as compared to prevention‐oriented consumers, will demonstrate a stronger preference for a less expensive product. In a field study and two laboratory experiments, we obtain empirical support both for the hypothesized effect of consumers’ goal orientation on their product preference and for its underlying process. We conclude with a discussion of the theoretical and practical implications of our results.     

动机理论的新发展：调节定向理论

Higgins（1997）提出的调节定向理论,独立于享乐主义原则,揭示了人们如何趋近积极目标状态和回避消极目标状态。该理论区分了两种不同的调节定向——促进定向和预防定向,两者在服务的需要类型、对目标的表征、对结果的关注点、情绪体验等方面存在区别,并会产生独立的动机结果。文章介绍了关于两种调节定向的特点、调节定向的测量、调节定向对基本心理过程和调节定向理论在社会生活的应用的研究成果,并提出未来研究应重视对调节定向的测量、调节定向与人格、与时间动力等方面的研究。     

权力感对个体的影响:调节定向的视角

采用4个研究探究了权力感对调节定向的影响。研究1通过测量被试的特质性权力感和特质性调节定向初步探索权力感水平与调节定向的关系。研究2和研究3分别通过外显角色扮演和故事回忆法来探究状态性权力感对调节定向目标表征和策略选择的影响。研究4采用身体姿势法启动权力感,进一步探究在内隐层面权力感对调节定向的影响。结果发现,高权力感个体更倾向于促进定向;而低权力感个体更倾向于预防定向,并且排除了其中可能的无关变量(情绪)的影响。本研究有助于更好地理解和整合现有的权力感研究结果,并能预测更多未知的权力感效应。     

调节定向的测量维度及其问卷的信度和效度检验

采用RFQ、B IS/BAS和LOT-R对331名企业新员工和920名在校大学生施测,以探讨H iggins等提出的调节定向测量维度在中国文化中的适应性及其问卷（RFQ）的信度和效度。结果表明：（1）在删除1个偏重从策略角度测量调节定向的项目后,得到由10个项目组成的调节定向问卷,可有效测量促进定向和预防定向两个基本维度;（2）调节定向问卷具有较好的内部一致性信度和区分效度,可作为开展相关研究的评定工具。     

调节焦点理论:组织管理中的应用

根据调节焦点理论,人们在实现目标的过程中存在两种调节焦点:促进焦点驱动人们关注理想,防御焦点驱动人们避免失误。虽然调节焦点理论源自社会心理学,但近年来却越来越多地被用于解释组织现象,对管理研究产生了重要影响。在回顾调节焦点内涵的基础上,归纳了常见的操作化方法,梳理了调节焦点理论在组织管理研究中的应用,并提出未来研究的发展方向。     

Keeping it dull or making it fun: Task variation as a function of promotion versus prevention focus

The self-regulation of motivation model suggests that under certain circumstances, people will strategically vary a boring task to enhance their motivational experience. In three experiments we tested whether the likelihood of this task variation depends on a person’s orientation to promote success or prevent failure. Across studies, all participants engaged in a boring letter-copying task which was coded for task variation. Results showed that a promotion focus led to greater task variation, whereas a prevention focus led to lesser task variation. Furthermore, for those people who varied the task under a promotion focus, greater intrinsic motivation (defined as intent for future task-related behavior and as self-reported immediate task interest) was observed. Results were evident when the foci were induced below conscious awareness (Experiment 1), subtly (Experiment 2), and overtly (Experiment 3). Implications for academic and work-related tasks are discussed.     

To Partition or Not to Partition: Role of Trade-in Price on Consumer Evaluations of Purchases Involving Trade-Ins

Many new purchases involve consumers trading in their old product at the same time, requiring them to assume the dual role of a buyer and a seller in the overall exchange. This research examines how framing the overall exchange as a partitioned transaction with separate prices for the new purchase and the trade-in, or a consolidated transaction with a single net price after accounting for the trade-in price, affects consumer preferences. We find that consumers prefer a partitioned (consolidated) transaction when the relative trade-in price is high (low). Unlike previous explanations based on heuristic processing and differential importance of the trade-in price, our reasoning is that partitioning (vs. consolidating) prices makes salient and enables evaluability of the trade-in price. In the absence of specific referents, consumers rely on the new purchase price to evaluate the merits of the trade-in price. Consistent with our reasoning, we identify boundary conditions for the findings. The presence of a favorable referent for the trade-in and whether the new purchase and the trade-in are (perceived to be) in the same product category attenuate the reliance on the new purchase price as a referent. Our findings have important theoretical and managerial implications.     

Linking job control to employee creativity: The roles of creative self‐efficacy and regulatory focus

Providing job control to employees has been used to improve employee creativity in many organizations. However, the underlying psychological mechanism between job control and employee creativity has not been sufficiently examined. Whether the mechanism is consistent among different individuals rarely has been studied. Drawing on social cognitive theory and regulatory focus theory, we propose a moderated mediation model to investigate the relationship between job control and employee creativity as well as the mechanism and boundary condition of this relationship. We test our model using survey data from 182 supervisor–subordinate dyads collected from China. The results reveal that job control is positively related to employee creativity via creative self‐efficacy. A promotion focus moderates the indirect effect of job control on employee creativity via creative self‐efficacy such that the positive relationship between job control and creative self‐efficacy is stronger among high promotion focus employees, but a prevention focus does not moderate the relationship. Theoretical and practical implications are discussed in this study.     

Take a risk or proceed with caution: Prevention motivation moderates responses to near-loss events

A persistently pressing issue identified in the decision-making literature is that people not only fail to recognize the risks entailed in a near-loss event but also subsequently engage in further risk-taking. We contend in this paper that prevention motivation critically regulates decision-makers' responses to a near-loss. Across three studies, we found that high prevention-focused individuals perceive greater risks in a near-loss event and are subsequently less likely to take risks, compared with low prevention-focused individuals. This finding highlights the significance of applying a motivational perspective to studying decision-making and risk.     

通货膨胀是价格问题还是货币问题——通货膨胀与物价上涨的概念差异及不同治理策略

通货膨胀首先是货币现象,预示着投入流通的货币量太多。但是在中西方经济学界,却将通货膨胀等同于物价上涨、通货膨胀率等同于物价上涨率。笔者以为这是一种似是而非的认识。通货膨胀与物价上涨既有联系又有区别,治理通货膨胀与控制物价上涨需要采取基本不同的手段。     

创业进展与创业努力的多层次关系：创业自我效能的中介与调节定向的调节作用

基于动机性自我调节框架,通过两项独立研究,探讨前期创业努力对随后创业进展的影响及其内在机理——创业自我效能的中介与调节定向的调节作用。对115名新创业者进行为期6个月(研究1)和对70名新创业者进行为期15个月的追踪调查(研究2),分别构建多层次跨期中介效应检验模型和多层线性回归模型进行数据分析。结果发现:(1)创业自我效能在前期创业进展对随后创业努力的影响中起中介角色;(2)从总体上看(即不考虑调节定向作用时),前期创业进展通过正向影响创业自我效能,负向影响随后创业努力;(3)促进定向水平越高,创业自我效能对随后创业努力产生越强的负向影响,从而前期创业进展与随后创业努力的间接负相关关系越强;(4)预防定向水平越高,创业自我效能对随后创业努力产生越弱的负向影响,从而前期创业进展与随后创业努力的间接负相关关系越弱。这一结果弥合了过往创业自我调节过程研究的混淆结论,拓展了创业情境下的动机性自我调节框架与调节定向观研究,对于揭示创业过程的动态性、复杂性具有积极作用。     

Role ambiguity and self-efficacy: The moderating effects of goal orientation and procedural justice

The present study investigated variables that moderated the relationship between role ambiguity and self-efficacy. Results of a field study found support for the moderating role of learning goal orientation, such that the relationship between role ambiguity and self-efficacy was weaker when learning goal orientation was high. In addition, we found that procedural justice moderated the role ambiguity—self-efficacy relationship, such that the relationship was stronger when procedural justice was high. However, contrary to our prediction, avoiding goal orientation did not interact with role ambiguity to predict self-efficacy. Implications of these findings for theory and practice are discussed.     

婚姻承诺与婚姻质量的关系:夫妻牺牲行为的中介作用

婚姻承诺和婚姻质量的关系近年来是婚姻研究领域关注的重要课题。承诺是保持婚姻的意愿,会导致婚姻中牺牲行为的产生。然而,承诺和牺牲对婚姻质量的影响至今并没有得到一致结论。那么,承诺对婚姻质量影响的不一致是否是因为牺牲所起作用的不一致导致?以往研究并没有得到探讨。为此,从北京选取389对夫妻,采用夫妻独立作答的方式,对他们的婚姻承诺,牺牲行为和婚姻质量进行测查,以探讨婚姻承诺、牺牲与婚姻质量的关系,以及牺牲在婚姻承诺和婚姻质量关系间的作用。结果发现:(1)丈夫对婚姻承诺和婚姻质量的感知显著高于妻子;并且丈夫比妻子报告有更多的"行动服务"上的牺牲行为。(2)夫妻的婚姻承诺对自身牺牲频率和婚姻质量均有显著预测作用,同时妻子的婚姻承诺还对丈夫的婚姻质量有显著预测作用。(3)丈夫的牺牲频率在丈夫婚姻承诺对自身婚姻质量的影响中起着完全中介作用。同时,丈夫的牺牲频率也能显著预测妻子感知到的婚姻质量,而妻子的牺牲频率在本身对双方的婚姻质量均无直接或间接的预测作用。说明丈夫的牺牲行为对婚姻关系有非常重要的作用。     

Role ambiguity and self-efficacy: The moderating effects of goal orientation and procedural justice

The present study investigated variables that moderated the relationship between role ambiguity and self-efficacy. Results of a field study found support for the moderating role of learning goal orientation, such that the relationship between role ambiguity and self-efficacy was weaker when learning goal orientation was high. In addition, we found that procedural justice moderated the role ambiguity—self-efficacy relationship, such that the relationship was stronger when procedural justice was high. However, contrary to our prediction, avoiding goal orientation did not interact with role ambiguity to predict self-efficacy. Implications of these findings for theory and practice are discussed.     

The influence of lay theories of Feng Shui on consumers' peace of mind: The role of regulatory fit

With its history dating back five millennia, the art of creating harmonious surroundings – commonly referred to as Feng Shui – has become deeply rooted in Chinese culture. Yet despite its significant effect on people's daily lives, a dearth of research is available on how Feng Shui influences consumers' decisions. This study investigates the influence of Feng Shui on customers' attitude based on their regulatory focus, providing suggestions for business opportunities. Three studies examine whether Feng Shui's goals influence participants' decisions and feelings of appropriateness. Study 1 demonstrated that the fit between Feng Shui's suggestions and consumers' regulatory focus impacted decision making. Participants were more likely to adopt the Feng Shui practitioner's suggestions of a goal compatible with the consumers' regulatory focus. Study 2 provided evidence that a regulatory focus also impacts participants' peace of mind. Study 3 tested whether the value experienced from regulatory fit is reflected in the price. Specifically, promotion‐oriented individuals feel more accepting of promotion‐focused Feng Shui that is consistent with an approach goal while prevention‐oriented individuals are more persuaded by prevention‐focused Feng Shui that is consistent with an avoidance goal. When the Feng Shui appeal is compatible with the self‐regulatory focus, individuals demonstrate a greater feeling of appropriateness and produce a higher level of peace of mind.     

Subgoals as substitutes or complements: the role of goal accessibility

The self-regulation process often involves breaking an ongoing goal (e.g., keeping in shape) into many individual, constituent subgoals that monitor actual actions (e.g., eating healthy meals, going to the gym). The article examines how pursuing each of these subgoals may influence subsequent goal pursuit. The authors show that when people consider success on a single subgoal, additional actions toward achieving a superordinate goal are seen as substitutes and are less likely to be pursued. In contrast, when people consider their commitment to a superordinate goal on the basis of initial success on a subgoal, additional actions toward achieving that goal may seem to be complementary and more likely to be pursued. These predictions were tested in four studies that explored the conditions under which subgoals attainment have a counterproductive versus favorable effect on further pursuit of similar actions.     

Promotion of social change: a conceptual framework

This paper argues for the need to advance promotion efforts and proposes a conceptual framework for promotion of social change. A brief review is presented of traditional frameworks for the prevention of mental and social disorders and the promotion of wellness and social competencies, with attention to the ways in which promotion of social change extends and departs from these frameworks. In a framework for promoting social change, we advocate for promoting dynamic processes within systems, rather than outcomes within individuals. Systems are viewed as flexible and capable of facilitating multiple adaptive pathways for individuals and groups. Promoting social change also involves careful attention to critical analysis, values, language, and contextual processes. Examples are discussed throughout to illustrate how these principles have been used in the past and can be implemented in future efforts to promote social change.