小额信贷女性受众自我感知社会地位提升特点研究

研究小额信贷女性受众自我感知到的由信贷带来的社会地位的提升特点以及不同教育程度、户籍、年龄的差异。编制并使用《妇女自我感知社会地位提升问卷》,对天津市18个区县162名获得小额信贷的女性进行调查。结果表明：小额信贷女性受众自我感知社会地位提升主要体现在家庭成员关系以及个人社会效能感方面;高中及以上受教育程度的女性在自我感知社会地位各维度的得分较高;非农业户籍女性社会地位提升感知没有显著的年龄差异,而农业户籍女性年龄差异显著,体现在社会地位总分及个人社会效能感方面。以上结果表明,小额信贷后女性受众自我感知到社会地位有明显提升,但不同教育程度、户籍、年龄的女性有一定的差别。     

不确定性容忍度、损益概率及延迟风险对延迟选择的影响

研究通过两个实验考查了不确定性容忍度及相关变量对延迟选择的影响,其中实验1采用2（不确定性容忍度：高/低）×2（概率水平：高/中）被试间实验设计;研究2将实验任务设定在有延迟风险情景下中等概率水平,采用单因素（不确定性容忍度：高/低）被试间实验设计.实验1结果表明：不确定性容忍度与概率水平存在交互作用：中等概率时,低容忍度个体比高容忍度个体更偏好延迟选择,高概率时,两者的延迟选择无显著差异,都偏好于选择决策.实验2结果表明：在有延迟风险中等概率时,高、低容忍度个体的决策偏好无显著差异,都偏好选择决策.结论：不确定性容忍度对延迟选择存在影响且受概率水平和延迟风险的调节.     

受众对广告中性别角色定型反应的研究

为了了解广告中性别角色定型对受众产生的影响,通过问卷调查,探讨了个体性别角色、性别、年龄和受教育程度对广告中性别角色定型反应的影响过程。结果发现:性别、个体性别角色(分为传统性别角色和非传统性别角色)、年龄和受教育程度可以通过女性自主性意识间接影响受众对广告中女性模特被冒犯性描述的知觉,进而影响受众对企业的负面评价和购买欲望;研究同时发现年龄可以直接预测受众的购买欲望。     

价格框架对不同认知闭合需要者在线动态价格的感知与购买意愿的影响*

采用问卷与实验相结合的方法,以112名大学生为被试,考察价格框架对不同认知闭合需要者在线购物时对动态定价策略下的价格感知与购买意愿的影响。结果发现：（1）相比非动态价格,动态价格条件下消费者感知价格公平感、购买意愿都较低;（2）在打折框架下,高认知闭合需要者对采取动态价格在线购物网站的感知信任显著好于非动态价格,而低认知闭合需要者则相反,说明消费者的价格感知受这三个变量的综合影响;（3）在降价框架下,认知闭合需要与动态价格的交互作用不显著,意味着在线消费者的购买意愿可能受到更多其它因素制约。     

纪检干部腐败容忍度与其组织忠诚的关系

探讨在人格调节和工作倦怠中介作用下,纪检干部的腐败容忍度与其组织忠诚度的关系。采用腐败容忍度量表、组织忠诚量表、工作倦怠量表以及大五人格量表对193名纪检干部进行测查,研究结果表明：（1）纪检干部的腐败容忍度与其组织忠诚显著负相关;（2）腐败容忍度能显著负向预测个体组织忠诚度,容忍度越低,组织忠诚度越高;（3）工作倦怠在腐败容忍度和组织忠诚间起部分中介作用;（4）腐败容忍度与组织忠诚的关系受到纪检干部大五人格的调节作用,大五人格中情绪稳定性、外向性水平越高,腐败容忍度与组织忠诚的关系越弱。     

从性别差异角度探索女性对产品的情感需求

一般而言,由于思维方式的差异,男性偏理性,女性偏感性。表现在产品选择上,男性喜欢实在耐用、有金属质感、颜色偏冷色调的产品,而女性则喜欢具有更多亲和力的情感化产品。通过采用"意象尺度法"对市场上女性MP3的情感量化实验发现,女性在产品形态上更倾向于选择圆润、饱满、简洁的造型;色彩方面更喜欢明亮的、浅色系的产品,同时不同年龄层的女性其色彩选择也不尽相同;材质层面,那种表面细腻、光滑的金属材质很受女性欢迎,并且不同年龄层次的女性对产品材质的要求也不相同;功能方面,女性似乎更注重MP3的基本播放功能,离其本身特性相差太远的功能则不会得到女性消费者的青睐。     

母亲社会情绪行为的相关因素研究

本研究考察了婴儿情绪特征、母亲受教育程度和母亲社会情绪行为的关系。结果表明：（1）情绪特征不同婴儿的在积极社会情绪行为上无显著差异,而在消极情绪行为上,负性情绪组婴儿的显著地少于负性情绪组婴儿的母亲;（2）受教育程度不同的在积极情绪行为上无显著差异,而在消极情绪行为上,受教育程度高的母亲显著地少于受教育程度低的母亲;（3）综合考察婴儿情绪特征和母亲受教育程度两方面因素,受教育程度在大专以下、负性情绪较多婴儿的母亲在积极情绪行为上与其他组的母亲无任何差异,而其消极情绪行为显著地多于其他组的母亲。     

低收入女性的生活史特质与繁衍策略的关系

本研究探讨了单一性伙伴（n = 222）、两个以上性伙伴（n = 145）与无性伙伴（n = 106）三组低收入女性的长期配偶偏好、人生阅历、生活史特质与个人特征的关系。研究结果显示三组女性的配偶偏好趋于一致,繁衍策略的组别差异与人生阅历和所处环境具有较高相关,三组女性并不偏好特定类型的配偶。路径分析显示首次生育年龄直接预测配偶数量,受教育水平和初次性交时间对配偶数量与首次生育年龄之间的关系具有显著调节作用;女儿与父亲相处的时间可以预测初次性交年龄。研究结果显示父亲投资影响青少年性行为发展的时间表,人类繁衍的长期进化是性行为变化的根源     

廉价的优越感：社会排斥如何影响新奢侈品的消费

本研究从消费者社会需求层面,探讨在中国新奢侈品会给哪些人带来优越感,什么样的产品可以带来优越感,以及为何会带来优越感等问题。本研究使用一个混合设计的实验,结果发现：（1）相比较非社会排斥状态,社会排斥状态增加了消费者的身份消费需求。（2）在产品炫耀性大时,相比较传统大众产品和奢侈品,社会排斥增加了消费者对新奢侈品的购买意愿。而在产品炫耀性小时,社会排斥的影响不显著;（3）社会排斥、产品种类和产品炫耀性三者的交互作用影响消费者购买意愿的中介变量是消费者感知的产品身份价格比。结论表明,相比较传统大众产品和奢侈品,炫耀性新奢侈品以相对低的价格满足了社会排斥消费者的身份消费需求,为他们提供了一个获得优越感的渠道。     

未成年犯童年期受虐待程度与攻击行为的关系：有调节的中介模型

采用问卷法对广东省未成年犯管教所417名男性未成年犯进行调查,考察了自尊在未成年犯童年期受虐待程度与其攻击行为关系间的中介效应,以及感觉寻求在其中的调节作用。结果发现：（1）在控制了年龄、家庭月收入和父母受教育水平后,童年期受虐待程度可显著正向预测攻击行为;（2）自尊在童年期受虐待程度与攻击行为之间起部分中介作用;（3）感觉寻求显著调节自尊对攻击行为的影响,间接效应对于低感觉寻求的个体不显著,对于高感觉寻求的个体显著。     

Customer Satisfaction and Switching Barriers: Effects on Repurchase Intentions,Positive Recommendations,and Price Tolerance1

The current article attempts to extend previous research by testing the effects of customer satisfaction and 2 types of switching barriers—negative and positive—on key manifestations of attitudinal loyalty (repurchase intentions, positive recommendations, and price tolerance). The work also studies whether the effect of customer satisfaction is linear or nonlinear. Finally, the paper analyzes whether switching barriers moderate the relative strength of the customer satisfaction/attitudinal loyalty relation. To this end, a total of 554 private mobile‐phone customers were surveyed. The distinction between negative and positive switching barriers is important to draw theoretical and managerial implications.     

On the positive aspects of customers: Customer‐initiated support and affective crossover in employee–customer dyads

This study examines psychological resources for service employees and their customers, which enhance the service experiences of both parties during service conversations. We investigate whether customer behaviour (customer‐initiated support) positively impacts on employees’ affect. We also examine the crossover of employees’ affect on customers’ affect. State positive affect (PA) was assessed in 82 employees of car dealerships and 421 customers on 2 occasions (before and after the conversation). Multi‐level analyses showed the hypothesized positive impact of customer behaviour on employees’ PA and in turn of employees’ PA on customers’ PA. Results are integrated in an overall process model whereby customers’ PA leads to customer‐initiated support, which increases employees’ PA and in turn enhances customers’ PA. Results suggest direct and indirect crossover effects. This study extends research on customer behaviour offering a positive slant on customer behaviour and suggests to actively involve customers in the service process in order to promote their positive behaviour towards employees.     

Mixed interpretations of sales proposal signals

Long-term relationships with customers are critical determinants of a sales organization’s success. However, research tends to assess relational approaches from the salesperson or sales organization’s perspective and often neglects to capture customers’ perspectives which lead to the evaluative success or failure of buyer–seller relationships. This study assesses the seller’s bid-related signals from the buyer’s perspective following their selection or rejection of a business-to-business sales proposal. The authors adopt a theories-in-use approach, utilizing 54 depth-interviews with decision-makers from 33 buyer organizations. Within this data set, findings reveal three bid signals that are represented across both selection and rejection outcomes (i.e. mixed interpretations by buyers). These signals are the seller’s usage of price concessions, sales proposal specificity, and comparative customer examples. To better understand the mechanisms which influence buyers’ mixed interpretations of these signals, the authors utilize the newly-advanced qualitative pivoting technique to identify contextual variables across cases that influence the buyer’s positive or negative signal interpretation.     

产品空间位置、价格音节长度对消费者价格感知的影响

本研究采用实验法考察了视听单通道及双通道下产品空间位置与价格音节长度对消费者价格感知的潜在影响。结果发现,呈现在空间右侧以及以较长音节播放的产品使得被试的价格感知升高;短音节条件下,个体对空间右侧产品的价格感知显著高于空间左侧,长音节条件下两侧则无显著差异;相对于单通道刺激呈现,视听通道呈现信息一致时出现信息冗余效应,个体判断的速度更快,验证了共激活模型假设,视听不一致条件下的速度降低则支持了预测编码模型。     

产品空间位置、价格音节长度对消费者价格感知的影响

本研究采用实验法考察了视听单通道及双通道下产品空间位置与价格音节长度对消费者价格感知的潜在影响。结果发现,呈现在空间右侧以及以较长音节播放的产品使得被试的价格感知升高;短音节条件下,个体对空间右侧产品的价格感知显著高于空间左侧,长音节条件下两侧则无显著差异;相对于单通道刺激呈现,视听通道呈现信息一致时出现信息冗余效应,个体判断的速度更快,验证了共激活模型假设,视听不一致条件下的速度降低则支持了预测编码模型。     

Salespersons’ empathy as a missing link in the customer orientation–loyalty chain: an investigation of drivers and age differences as a contingency

Salespersons’ customer orientation has attracted considerable attention from practitioners and researchers. By distinguishing customer-oriented attitude from behavior, this study sheds light on customers’ perceptions of salespersons’ empathy, as a missing link between customer orientation and customer-related outcomes. Noting the increasing age diversity among salespersons and customers, this study also investigates whether age differences in salesperson–customer dyads moderate the relationships of salespersons’ customer-oriented attitude and behavior with customer outcomes. Finally, this study examines salespersons’ climate perceptions as antecedents of their customer-oriented attitudes. Results of multilevel modeling with data from 164 salespersons and 405 customers reveal that salesperson empathy, as perceived by customers, is an important facilitator of the customer orientation–satisfaction relationship. When there are large age differences, salespersons’ customer-oriented attitude becomes more important for making customers feel understood by salespersons. Regarding antecedents, salespersons’ customer-oriented attitude is influenced by their perceptions of team-member exchange and age-inclusive climate.     

保险推销员(职业)自我效能感量表的建构

在对保险推销员自我效能感进行理论分析、现场访谈和问卷调查之基础上,采用探索性因素分析和验证性因素分析技术,对保险推销员自我效能感的内在结构进行了探讨。结果表明,保险推销员自我效能感由八个因素构成,即：晤谈技能、仪态、毅力、情绪调节、知识掌握、计划总结、直觉判断和前期准备。在此基础上,依据心理测量学原理和方法研制了保险推销员自我效能感量表。由此,保险推销员应从这八个方面来判断自己保险推销的总体素质。     

Investigating the Employee’s Perspective of Customer Delight

With ever-increasing expectations from customers, sales managers need to assess if trying to delight customers is a worthy pursuit. While the concept of delight has been studied from both customer and management perspectives, the employee’s perspective has not been evaluated with the same intensity. To explore this underresearched area, the authors performed critical incident studies of frontline employees (FLEs) to understand their perceptions of what it means to delight customers, and how in turn these perceptions affect psychological and behavioral states of employees. The results of this analysis revealed that employees who delighted customers experienced improved customer orientation and increased job skills. In addition, many FLEs experienced an emotional contagion of positive emotions from a customer during a delightful experience. The authors also investigated the difference between employees’ perceptions of delight and satisfaction, thereby providing a comparison of how the two levels impact employee performance.     

Complaint or recommendation? The impact of customers' state and trait goal orientations on customer engagement behaviors

The importance of customer engagement behaviors (CEBs) has been widely acknowledged in marketing. CEB encompasses an interactive relationship with the engaged object. A customer's personality characteristics play an important role in the interactive process. So it is necessary to examine how customer's personality characteristics influence customer engagement behaviors. However, there has been relatively less empirical research examining the impact of a customer's personality characteristics on CEBs. Customer goal orientation (promotion orientation vs. prevention orientation) is one such important personality characteristic. This research examined how customer goal orientation influenced CEBs. We used a priming technique to examine the relationships between the customer's state goal orientation and the customer's recommendations and complaints in study 1. The results showed that customers with state promotion‐focused goal orientations initiated more recommendations than the customers with state prevention‐focused goal orientations. For complaints, the difference between these two groups was not significant. Study 2 investigated the impact of trait goal orientation on the customer's recommendations and complaints. The results showed that the trait promotion‐focused goal orientation customers were more likely to initiate both recommendations and complaints behaviors than the trait prevention‐focused goal orientation customers. The findings of the research demonstrate that customer goal orientation is an important influence on positive and negative CEBs, and state and trait goal orientations have different impacts on CEBs. This research helps companies aiming to improve their customers' CEBs by suggesting which type of customers (in terms of goal orientation) are more likely to engage. Copyright © 2016 John Wiley & Sons, Ltd.     

产品也会皱眉头? 产品的“侵略性表情”对消费者的影响

消费者经常在产品外观设计中看到"表情",这些由企业有意或无意塑造的面孔元素会影响到消费者对产品的态度。当前,关于产品外观表情对消费者态度影响方面的研究仍存在结论不一致、机制不明确和边界不清楚等问题。本研究通过3次分离的实验,验证了对于奢侈程度较高的产品(品牌),侵略性的表情相较友好的表情,更能够获得消费者的青睐;而对于奢侈程度较低的产品(品牌),则恰好相反。同时,不同的产品外观(品牌标识)表情是通过消费者对产品的感知自治程度这一中介变量对消费者态度产生影响。本研究结论为产品外观设计和品牌管理实践提供了有益的建议。