态度改变：说服策略研究的回顾与展望

态度是社会心理学研究的重要领域,近年来研究者发现通过说服可以改变个体的态度,所以态度的说服策略成为一个研究的重点。说服包括了陈述论据和事实,推理,做结论和说明所推荐行为方式的积极效果,所有的一切都是为了使受众相信并且按照这种行为方式行事。本文沿着历史的脉络,从不同的角度阐述了各种说服策略的理论解释及其实验研究,并在此基础上叙述了说服策略未来研究趋势。     

Affect,Reason, and Persuasion Advertising Strategies That Predict Affective and Analytic-Cognitive Responses

Advertisements are messages designed with the goal of persuasion and can therefore be considered as ecologically valid examples of persuasive messages. The study of responses to advertisements can provide insights into the interplay of affective and analytic-cognitive aspects of the persuasion process. This study develops and tests hypotheses concerning the relationship of specific advertising strategies to affective (syncretic-cognitive) and analytic cognitive responses in the audience. Specifically, it is postulated that different advertising strategies predict different patterns of affective and analytic cognition with product involvement and other relevant variables controlled. Two hundred forty advertisements are analyzed both in terms of their strategy attributes and the reactions they evoke. Advertising strategy variables are demonstrated to account substantially for the variance in affective and analytic cognition.     

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。     

Toward a psychoeducational curriculum for training sport-injury rehabilitation personnel

Abstract

This paper addresses significant gaps in the wining programs of sport-injury rehabilitation personnel (SIRPs) in the psychology ma. The main aim of the article is to offer for consideration a psychoeducational curriculum that is specifically designed for the training of professionals who work with injured athletes. In addition to describing the applied implications of research on the psychological aspects of sport injuries for professional practitioners. reviews of what SIRPs consider is missing-but-desirable in their professional wining. and the effectiveness of certain psychological strategies, are presented. Finally. an overview of a prototypical three-year curriculum for professional training programs is outlined.     

Does psychology make a significant difference in our lives?

The intellectual tension between the virtues of basic versus applied research that characterized an earlier era of psychology is being replaced by an appreciation of creative applications of all research essential to improving the quality of human life. Psychologists are positioned to "give psychology away" to all those who can benefit from our wisdom. Psychologists were not there 35 years ago when American Psychological Association (APA) President George Miller first encouraged us to share our knowledge with the public. The author argues that psychology is indeed making a significant difference in people's lives; this article provides a sampling of evidence demonstrating how and why psychology matters, both in pervasive ways and specific applications. Readers are referred to a newly developed APA Web site that documents current operational uses of psychological research, theory, and methodology (its creation has been the author's primary presidential initiative): www.psychologymatters.org.     

PCI术前术后的心理障碍识别与处理

概述冠心病经皮冠状动脉介入治疗（PCI）术前术后患者合并心理障碍的较高发生率以及心理障碍对冠心病发生、发展及预后的影响,分析 PCI 术前术后患者出现焦虑抑郁等心理障碍的原因、产生机制及影响因素,强调心内科医生应及时识别 PCI 术前术后患者出现的心理障碍,并以“双心医学”方式对其进行心理精神医学及心血管专科医学治疗,同时对心血管专科医学治疗效果不明显的冠心病 PCI 患者,进行相关的鉴别诊断后也要进行心理精神医学的诊断和治疗,以便有利于 PCI 术患者的康复和预后,减少不必要的检查和治疗。     

The Credentialing of Professional Psychologists and Its Implication for the Other Mental Health Disciplines

Professional psychology was the first mental health profession to challenge the preeminence of psychiatry and in so doing blazed the trail for clinical social workers, mental health counselors, marriage and family therapists, and addiction counselors. Social work has followed one decade behind psychology's footsteps, and the other rapidly emerging mental health professions are not too far behind social work. This article reviews the lessons learned by professional psychology when it adopted the strategy of statutory regulation, freedom of choice, control of its own training and of its national organization, and future strategies for Medicare and eventually for the enactment of universal health care. These lessons are important to the professions following psychology.     

Evolutionary Psychology and Feminism

This article provides a historical context of evolutionary psychology and feminism, and evaluates the contributions to this special issue of Sex Roles within that context. We briefly outline the basic tenets of evolutionary psychology and articulate its meta-theory of the origins of gender similarities and differences. The article then evaluates the specific contributions: Sexual Strategies Theory and the desire for sexual variety; evolved standards of beauty; hypothesized adaptations to ovulation; the appeal of risk taking in human mating; understanding the causes of sexual victimization; and the role of studies of lesbian mate preferences in evaluating the framework of evolutionary psychology. Discussion focuses on the importance of social and cultural context, human behavioral flexibility, and the evidentiary status of specific evolutionary psychological hypotheses. We conclude by examining the potential role of evolutionary psychology in addressing social problems identified by feminist agendas.     

When Will a Consequentialist Push You in Front of a Trolley?

As the trolley problem runs its course, consequentialists tend to adopt one of two strategies: (a) silently take comfort in the fact that deontological rivals face their own enduring difficulties, or (b) appeal to cognitive psychology to discredit the deontological intuitions on which the trolley problem depends. I refer to the first strategy as silent schadenfreude and the second as debunking attack. My aim in this paper is to argue that consequentialists ought to reject both strategies and instead opt for what I call robust advantage. This strategy emphasizes the intricate calculations that consequentialists employ to defend against objections based on friendship and integrity. I argue that these calculations offer consequentialism an explanatory advantage over deontology in the context of the trolley problem. It requires striking a delicate balance between deeply internalized dispositions to avoid causing harm and a context-sensitive ability to prevent disasters; however, empirical data help consequentialism on this front by illustrating that the integration of separate cognitive functions is an ordinary part of human psychology.     

刻板印象威胁：新议题与新争议

刻板印象威胁是指当个体或群体感知到情境中有关所属群体消极刻板印象存在时, 由于担心和焦虑反而会验证自己或所属群体的消极刻板印象这一过程。大量的实证研究证实, 消极刻板印象的存在会损害个体或群体在相关领域的表现。但新近研究在影响因素中出现了许多新的议题, 如外溢效应、交互作用力和系统性等。在刻板印象威胁的应对和干预策略中也突破了以往的研究路线, 围绕认同融合与认同分离、否定策略的适用性、促进效应与窒息效应、角色榜样策略的矛盾性、认同转换策略和弱化群体边界的有效性以及群体互动改善效果等展开了新的讨论与纷争。通过对这些新议题和新讨论的梳理与阐释, 提出了未来研究可尝试的路径。     

Cumulating Evidence about the Social Animal: Meta‐Analysis in Social‐Personality Psychology

Like most scientific fields, social‐personality psychology has experienced an explosion of research related to such central topics as aggression, attraction, gender, group processes, motivation, personality, and persuasion, to name a few. The proliferation of research can be a monster unless it is tamed with the scientific review strategy of meta‐analysis, literally analyses of past analyses that produce a quantitative and empirical history of research on a particular phenomenon. The purpose of this article is to outline the basic process and statistics of meta‐analysis, as they pertain to social‐personality psychology. Meta‐analysis involves: (i) defining the problem under review; (ii) gathering qualified reports and putting their findings and methods into a database, (iii) analyzing that database, and (iv) interpreting the results and reporting them. Use of meta‐analytic strategies has paralleled the knowledge explosion in social‐personality psychology, but must be used and consumed with careful discernment if the cumulated evidence about the social animal, Homo sapiens, is to have maximal value.     

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。     

Professionalism: A Competency Cluster Whose Time Has Come

Despite the burgeoning literature on professionalism in other health professions, psychology lags behind in the level of attention given to this core competency. In this article, we review definitions from other health professions and how they address professionalism. Next, we review how this competency evolved within health service psychology (HSP), and we propose a definition. We offer an approach for assessing professionalism within HSP. Consideration is given to strategies and methods for providing effective education and training in this multifaceted competency. Finally, recommendations are made for creating a culture of professionalism within HSP and honoring psychology’s social contract with multiple publics.     

Sport psychology service delivery: staying ethical while keeping loose

Although the parent discipline of sport psychology is psychology, the delivery of sport psychology services has its main roots in physical education and sports science (motor learning and control, skill acquisition). Thus, sport psychologists may look more like coaches than they look like clinicians or counselors. In this article, the authors trace the evolution of sport psychology services and contrast the temporal, spatial, and delivery issues of applied sport psychology with more mainstream counseling and clinical psychology. The looser boundaries of sport psychologist practice have both benefits and dangers, and the authors offer some examples to professional psychologists who are thinking of expanding their delivery of service to athletes and coaches.     

When experiences of failure promote expectations of success: The impact of attribution failure to ineffective strategies1

This experiment examined the effects of attributing initial failure to ineffective strategies on performance expectancies. Subjects were induced to attribute performance at a persuasion task to either their strategies (a controllable factor) or abilities (an uncontrollable factor). Subjects then failed at their initial persuasion attempt. Following failure, strategy subjects expected more successes in future attempts than did ability subjects. Strategy subjects also expected to improve with practice, while ability subjects did not. Comparisons to control subjects, who received no attribution manipulation prior to success or failure, clarify these results. Findings suggest that subjects attributing task outcomes to strategies monitored the effectiveness of their strategies and concluded that by modifying their strategies they would become more successful. In contrast, subjects attributing task outcome to abilities failed to attend to strategic features and concluded that they could not improve. Implications of this overlooked factor for attribution theory and learned helplessness are discussed.     

Patient preferences for physician persuasion strategies

This study investigated patient preferences for various types of physician persuasion strategies. Four types of persuasion strategies were utilized which involved combination of high and low levels of affectivity and information. In addition, patient variables, receiver apprehension and health beliefs were introduced to predict preference choices by patients. Results indicated that patients are influenced in their decision-making (preferences) by the type of persuasive strategy employed. Further, patients with different characteristics and predispositions prefer different persuasive strategies. The results of this study suggest that the success of physician persuasiveness is dependent upon the type of strategy used and the type of patient being persuaded.     

Protection motivation and self-efficacy: A revised theory of fear appeals and attitude change

The effects of fear appeals on persuasion were investigated in a factorial experiment that was designed to test a combined model of protection motivation theory and self-efficacy theory. As predicted, the probability of a threat's occurrence and the effectiveness of a coping response both had positive main effects on intentions to adopt a recommended preventive health behavior. More importantly, the findings provided support for self-efficacy expectancy as a fourth component of protection motivation theory: Self-efficacy had a direct influence on intentions and interacted with two other variables of protection motivation theory. The interaction effect was interpreted in terms of two new decision-making strategies that people use when confronted with a fear appeal: a precaution strategy and a hyperdefensiveness strategy. In addition, the results replicated previous findings on the relationship between self-efficacy expectancy and outcome expectancy. A model incorporating protection motivation theory and self-efficacy theory is presented as a possible general model of attitude change.     

Grounding the Unreal

The scientific successes of the last 400 years strongly suggest a picture on which our scientific theories exhibit a layered structure of dependence and determination. Economics is dependent on and determined by psychology; psychology in its turn is, plausibly, dependent on and determined by biology; and so it goes. It is tempting to explain this layered structure of dependence and determination among our theories by appeal to a corresponding layered structure of dependence and determination among the entities putatively treated by those theories. In this paper, I argue that we can resist this temptation: we can explain the sense in which, e.g., the biological truths are dependent on and determined by chemical truths without appealing to properly biological or chemical entities. This opens the door to a view on which, though there are more truths than just the purely physical truths, there are no entities, states, or properties other than the purely physical entities, states, and properties. I argue that some familiar strategies to explicate the idea of a layered structure of theories by appeal to reduction, ground, and truthmaking encounter difficulties. I then show how these difficulties point the way to a more satisfactory treatment which appeals to something very close to the notion of ground. Finally, I show how this treatment provides a theoretical setting in which we might fruitfully frame debates about which entities there really are.     

Investing in our future: unrealized opportunities for funding graduate psychology training

PURPOSE: Changes in the health care environment have brought challenges and opportunities to the field of psychology. Practitioners have been successful in modifying service models to absorb losses of financial support for behavioral health care, due to managed care and public policy changes, while simultaneously managing the growing need for these services. However, in this reactive mode of responding to evolutions in the health care system, the field of psychology has at times lost sight of the long-term vision required to promote psychology's inclusion in the health care system of the future. In particular, a focus on training psychologists and ensuring the availability of funding to support these activities must be a priority in planning for the future. This article provides an overview of federal programs that currently offer funding for psychology training, as well as other opportunities for federal funding that have been unrealized. Details regarding advocacy efforts that were required to secure available sources of funding are given, followed by consideration of strategies for taking advantage of existing resources and prioritizing advocacy for additional funding. CONCLUSION: Funding for psychology training provides an avenue for increasing the number of well-trained psychologists who can serve patients' mental and behavioral health needs and thereby improve health outcomes. Moreover, capitalizing on available funding opportunities for psychology training and promoting efforts to expand these opportunities will help ensure that the field of psychology is positioned to remain an important contributor to the health care system of the future.     

Towards a critical psychology of human–animal relations

This article argues that critical psychological engagement with the field of human–animal relations is largely absent, but of potential significance, and begins to outline more concretely what such a perspective might contribute, especially as a form of social psychology. The article provides a brief overview of the emerging psychology of human–animal relations and the extent to which it emphasises situated human–animal interactions in real‐world settings, including from the standpoint of animal participants. Recent elaborations of the “animal turn” outside of the discipline of psychology are considered, as they place fresh emphasis on human–animal interaction and interdependence and might further extend the boundaries of what counts as relations that matter in critical and social psychology. These foundations are argued to offer an invitation to critical psychology to engage more fully in the study of human–animal relations and enliven it as a result.