你能看见我的努力吗：社会地位感知对消费者繁简偏好的影响

文章通过5个实验(包括1个预注册实验)探讨了个体感知到的相对社会地位如何影响消费者对产品繁简设计的偏好。实验1和2发现处于相对低社会地位的个体会偏好设计繁复的产品。实验3和4探究了该效应的中介机制, 即繁复设计的产品可以传递出努力线索, 而相对低社会地位个体因为重视努力进而偏好繁复设计产品。实验5通过调节变量的方式进一步验证上述机制, 发现社会地位对繁简偏好的影响只存在于那些重视努力价值的个体身上。文章推进了消费者审美偏好, 主观社会地位和消费者努力等方向的研究进展。     

The mood effect in relation to impulsive online buying behavior

This article analyzes impulsive buying behavior in scenarios where the consumer's negative or positive mood, oriented by emotional situations, stimulates an uncontrolled instinct in relation to the purchase. Four experimental studies were carried out to evaluate the influence of the mood state on impulsivity in different scenarios of consumption: online versus face-to-face shopping (Study 1); product characteristics – hedonic versus utilitarian product types in online environments (Study 2); the individual characteristic of self-control in relation to the online purchase (Study 3a); and the individual characteristic of social value in relation to online consumption (Study 3b). The results demonstrate that consumers have greater impulsiveness within the online environment when they are in a positive mood, and that the positive mood maintains greater purchasing impulsiveness when the product is utilitarian, and when the consumer has low self-control and/or high social value individually.     

Subjective socioeconomic status and departmental identity interact to reduce depressive tendencies and negative affective responding for female undergraduates

How do subjective socioeconomic status (SES) and departmental identity promote the mental health of female undergraduates? We conducted a questionnaire study (Study 1) and an experimental study (Study 2) with undergraduates enrolled in a women's junior college to examine whether subjective SES and group identity have an interactive effect on mental health. Results indicated that in participants with high subjective SES, increased identification with their reference in‐group (the academic department) was associated with a decreased tendency for depression (Study 1). These individuals also showed reduced negative affect when responding in situations of social exclusion (Study 2). These effects were absent, or had a reduced intensity in participants with low subjective SES. In sum, subjective SES and departmental identity interact to reduce depressive tendencies and negative affective responding for female undergraduates. Individuals with higher subjective SES may gain more benefits from group identity. We have discussed the implications of these findings.     

诱导效应的影响机制——产品感知风险的调节作用

为了探究以往消费者受情境诱导的影响程度不同的原因,本研究从产品感知风险的角度阐述诱导效应的作用机制。用2×2的因子设计,检验产品感知风险和诱导情形对目标产品选择概率的交互作用。188名被试的实验结果显示高感知风险产品类型下诱导效应显著,而低感知风险产品类型下诱导效应不显著。进一步分析得出目标产品相对吸引力是诱导情形与目标产品选择概率的关系链中的中介变量,而产品的感知风险是有中介的调节变量的研究结论。     

Status‐based expectancies for aggression,with regard to gender differences in aggression in social psychological research

Meta‐analyses of social psychological research have identified gender differences in aggression [Bettencourt and Miller, 1996; Eagly and Steffen, 1986], which have been understood to date in terms of social role theory [Eagly, 1987]. The present studies examined the hypothesis that women's lower status relative to men can account for these observed differences. Participants in Study 1 were presented low‐ and high‐status targets, with status unconfounded with gender, and reported their perceptions of these targets' aggression. Perceptions were for features addressed in the meta‐analyses. As expected, low‐ relative to high‐status individuals were generally perceived in a manner analogous to how women relative to men are portrayed in the meta‐analyses. Participants in Study 2 reported on their perceptions of women's and men's aggression; findings also generally conformed to those of the meta‐analyses. Findings are discussed in terms of a status account of gender. Aggr. Behav. 31:000–000, 2005. © 2005 Wiley‐Liss, Inc.     

Group status, perceptions of threat, and support for social inequality

Members of high-status groups have been shown to favor social inequality, but little research has investigated the boundary conditions of this phenomenon. In the present article we suggest that perceived intergroup threat moderates the relationship between group status and support for social inequality (i.e., social dominance orientation), especially among highly identified group members. In Study 1, Democrats and Republicans rated their party’s relative status and were later exposed to a leading US. Presidential candidate from the opposing party (high threat) or their own party (low threat). In Study 2, university students were made to believe that their school had high or low status and were then presented with threatening or non-threatening information about a rival institution. The results of both studies supported the prediction that status only increases preferences for group-based inequality under conditions of high threat and high ingroup identification.     

Effects of Perceived Consensus on Selective Reinforcement of Other People's Stated Opinions

Three studies tested whether perceived consensus affects selective reinforcement of other people's stated opinions on important social issues. Participants who perceived relatively high consensus for their opinions were more likely than participants who perceived low consensus to reward another person's agreeing statements more than the person's disagreeing statements about gun control (Study 1) and to prolong interrogating another student about abortion (Study 2). In Study 3, participants who were told they were in a two-thirds majority regarding gay scout troop leaders were more likely than participants who were told they were in a one-third minority to practice selective reinforcement. The results have implications for settings in which interrogators believe they can exercise power over the person who is being questioned.     

Value-based adoption of augmented reality: A study on the influence on online purchase intention in retail

The increasing use of digital technology-based retail services provides new opportunities for digital marketing. In this paper, we investigate how augmented reality (AR) technology can be leveraged as part of the firm's strategy. We explore the online purchase intention through AR smart glasses (ARSG), considering consumers' value assessment through a cost–benefit analysis and the influence of technical, experiential and social AR value drivers. We develop an augmented value-based adoption model addressing four main objectives: (1) Evaluate the effect of the perceived value of ARSG, (2) Evaluate the effect of immersion (experiential dimension), (3) Evaluate the effect of AR devices and technical complexity (technical dimension) and (4) Evaluate the importance of subjective norms (social dimension) on the online purchase intention through AR technology. Based on an ESIC Tech Lab experiment with two types of ARSG from market leaders and AR retail apps, the study uses survey data from 253 participants. The results suggest that the technical dimension has an ambiguous effect, with tech-complexity enhancing directly the perceived value of ARSG for online purchase while reducing the net value of consumers' economic cost–benefit analysis. We find strong evidence that the experiential and social AR dimensions (in the form of immersion and subjective norm) have a significant positive influence on consumers' purchase intention online, which are better predictors than the pure economic cost–benefit assessment (through usefulness and difficulty). Furthermore, the technical innovativeness of consumers is found to increase directly the online purchase intention through ARSG.     

Cognitive load and person memory: the role of perceived group variability

Two studies investigated the effects of cognitive busyness and group variability on participants' memory for stereotype‐related information. In Study 1, participants formed an impression of an experimentally created group that was either homogeneous or heterogeneous in composition. While learning about the group, half of the participants were made cognitively busy, the others were not. The results supported our prediction that stereotypical efforts on memory are moderated by both the availability of processing resources and the variability of the target group under consideration. Under optimal processing circumstances, participants' recollections were dominated by the perceived variability of the group in question. That is, participants displayed preferential recall for stereotype‐consistent information when they believed the group to be homogeneous in composition, but a tendency to recall more stereotype‐inconsistent information when they considered the group to be heterogeneous in nature. Under sub‐optimal processing conditions, however, a different pattern emerged. Now, participants preferentially recalled stereotype‐consistent information regardless of the perceived variability of the group. These results were largely replicated in Study 2 when the perceived variability of a real social group was manipulated. We consider the implications of these findings for contemporary theories of stereotyping. Copyright © 1999 John Wiley & Sons, Ltd.     

“别人家的孩子”vs.平庸的自己：社会比较对独特性寻求行为的影响

人们在自我评价中普遍存在着优于平均值效应, 而上行社会比较会打破这一自我评价偏差, 引发后续的补偿性消费行为。通过5个实验, 依次论证上行比较(vs.下行比较)会提升个体对独特产品选项的偏好(实验1); 其心理机制在于上行比较降低了而非下行比较提升了个体的自我独特性感知, 从而促使个体出于补偿的目的而寻求独特性(实验2a、2b和2c); 上述效应适用于经济状况这一特定比较维度, 并且在感知经济流动性的调节作用下得到强化或削弱(实验3)。研究结论对于推动社会比较和独特性寻求行为相关领域的理论进展, 指导长尾市场中企业的营销策略、帮助个体缓解上行比较的威胁均有着积极的启示价值。     

Men's strategic preferences for femininity in female faces

Several evolutionarily relevant sources of individual differences in face preference have been documented for women. Here, we examine three such sources of individual variation in men's preference for female facial femininity: term of relationship, partnership status and self‐perceived attractiveness. We show that men prefer more feminine female faces when rating for a short‐term relationship and when they have a partner (Study 1). These variables were found to interact in a follow‐up study (Study 2). Men who thought themselves attractive also preferred more feminized female faces for short‐term relationships than men who thought themselves less attractive (Study 1 and Study 2). In women, similar findings for masculine preferences in male faces have been interpreted as adaptive. In men, such preferences potentially reflect that attractive males are able to compete for high‐quality female partners in short‐term contexts. When a man has secured a mate, the potential cost of being discovered may increase his choosiness regarding short‐term partners relative to unpartnered men, who can better increase their short‐term mating success by relaxing their standards. Such potentially strategic preferences imply that men also face trade‐offs when choosing relatively masculine or feminine faced partners. In line with a trade‐off, women with feminine faces were seen as more likely to be unfaithful and more likely to pursue short‐term relationships (Study 3), suggesting that risk of cuckoldry is one factor that may limit men's preferences for femininity in women and could additionally lead to preferences for femininity in short‐term mates.     

When status differences are illegitimate,groups' needs diverge: Testing the needs‐based model of reconciliation in contexts of status inequality

The present paper extends the needs‐based model of reconciliation to contexts marked by status inequalities rather than by overt intergroup aggression. Specifically, we investigated whether and when members of high‐status versus low‐status groups experience divergent socio‐emotional needs vis‐à‐vis members of the respective other status group. Building on research informed by social identity theory, we hypothesized that the groups' different positions in the social hierarchy only translate into divergent needs when the status differences are perceived as illegitimate. In Study 1 (N = 130), we tested this prediction by manipulating status and perceived legitimacy of status differences in a setting with artificially created groups. Results confirmed that the need to be socially accepted by members of the other status group was stronger in high‐status compared with low‐status group members but, as expected, only when the status differences were perceived to be illegitimate. Also as predicted, the need to be empowered by the other status group was stronger in low‐status compared with high‐status group members, again only under conditions of illegitimate status differences. Study 2 (N = 169) further corroborated our perspective by replicating these findings in a naturalistic intergroup context. Implications for the role of legitimacy perceptions in determining differential socio‐emotional needs and for the promotion of sustainable social change are discussed. Copyright © 2013 John Wiley & Sons, Ltd.     

Perception of managers’ influence depending on status,power, and company performance

This research examines others’ perception of the influence of managers working in successful or unsuccessful companies who possess or lack status (to be respected by others) and power (control of valued resources). Study 1 shows that high‐status managers were judged as more influential in the firm than their low‐status peers, regardless of the company's situation. Study 2 finds that in a context of economic uncertainty, a manager with high status and power is perceived to be more capable of affecting the firm. The effect of power seems to be secondary since when a manager has low status, having high power does not significantly benefit the influence attributed to him or her. Furthermore, dominance (assertive behavior), not warmth, mediated the relationship between status and the attributed influence. Overall, these findings confirm that status is a very potent source of social influence, status and power are distinct constructs with different effects, and dominance rather than warmth is a key personal dimension linked to successful leadership.     

To whom and when to give: Effects of intimacy and obligation on expressive motives,gift choice,and information search in gift giving

When consumers purchase gifts for others, their behaviors are different from those when they buy something for themselves. The present study aims to understand the entire gift purchase process including perception of the recipient and occasion, formation of motives, gift type choices, and information search. For this purpose, an expressive motive (motive to express the relationship or givers' self through a gift) was introduced and hypotheses were developed on how perceived intimacy and obligation influence expressive motives and how these motives affect consumers' choice of gift types (hedonic vs. utilitarian) and information search modes (online vs. offline). A memory‐based survey involving a student sample (n = 355) was conducted, and three major findings were revealed. First, more intimacy and less obligation increased expressive motives. Second, expressive motives influenced the giver's choice of a gift type. More specifically, givers with high expressive motives tended to choose a gift with a high level of hedonic quality and a low level of utilitarian quality. Finally, gift types that givers intended to purchase influenced information search. Givers searched for information online more when they purchased gifts with high utilitarian quality whereas they searched for offline information more when they purchased gifts with high hedonic quality. Results have practical implications for manufacturers and retailers whose businesses involve gifts.     

A Sense of Powerlessness Fosters System Justification: Implications for the Legitimation of Authority,Hierarchy, and Government

In an attempt to explain the stability of hierarchy, we focus on the perspective of the powerless and how a subjective sense of dependence leads them to imbue the system and its authorities with legitimacy. In Study 1, we found in a nationally representative sample of U.S. employees that financial dependence on one's job was positively associated with the perceived legitimacy of one's supervisor. In Study 2, we observed that a general sense of powerlessness was positively correlated with the perceived legitimacy of the economic system. In Studies 3 and 4, priming experimental participants with feelings of powerlessness increased their justification of the social system, even when they were presented with system‐challenging explanations for race, class, and gender disparities. In Study 5, we demonstrated that the experience of powerlessness increased legitimation of governmental authorities (relative to baseline conditions). The processes we identify are likely to perpetuate inequality insofar as the powerless justify rather than strive to change the hierarchical structures that disadvantage them.     

The effect of perceived financial vulnerability on prosocial activity

Our research examines the effect of subjective financial vulnerability on prosocial activity. First, data from the European Survey of Health, Aging and Retirement (SHARE) revealed that higher assessment of one's financial vulnerability might be associated with prosocial motivation for social activities. Next, we manipulated participants' perception of their relative financial position compared to their peers and found that participants randomly assigned to the low financial position condition were more willing to volunteer than participants assigned to the high financial position condition. In Study 3, we manipulated participants' financial advantage. Participants who were disadvantaged in the experimental settings were more willing to volunteer and donate to charity compared to participants with financial advantage. In our final study, we examined willingness to donate to in‐group and out‐group help organizations and found that individuals of lower perceived financial standing may be motivated by the goal of increasing the strength of the social group, rather than by expectations of direct reciprocity. We also found that emotional distress mediates the relationship between perceived financial vulnerability and prosocial behavior. In line with earlier research illustrating that lower financial status promotes prosociality on an interpersonal level, we demonstrate that even momentary perception of relative financial disadvantage and vulnerability promotes prosociality in the broader social context.     

Retributive justice and social categorizations: the perceived fairness of punishment depends on intergroup status

In the current research, the authors investigate the influence of intergroup status and social categorizations on retributive justice judgments, that is, the extent to which observers perceive punishment as fair. Building on social identity theory and the model of subjective group dynamics, it is predicted that when the ingroup has higher status than the outgroup, people are relatively less concerned about punishment of an outgroup offender than when the ingroup has lower status than the outgroup. Two experiments revealed that participants are more punitive towards an ingroup than an outgroup offender when ingroup status is high but not when ingroup status is low. Furthermore, in correspondence with our line of reasoning, this finding emerged because participants were less punitive towards outgroup offenders when ingroup status is high than when ingroup status was low. It is concluded that the perceived fairness of punishment depends on the offender's social categorization and intergroup status. Copyright © 2007 John Wiley & Sons, Ltd.     

社会公平感对不同阶层目标达成的影响及其过程

基于目标追求理论和社会阶层心理学的相关理论, 本文通过3个研究, 逐步深入地考察了社会公平感对不同阶层个体目标达成的影响作用及其过程。研究1为相关研究, 考察了高低阶层成人被试的教育领域社会公平感与为孩子进行教育投入的目标承诺及目标达成之间的关系; 研究2为准实验研究, 通过操纵公平或不公平教育情境启动公平感, 考察其对高低阶层中学生的学习目标承诺与目标达成的影响; 研究3为实验研究, 通过实验操纵社会公平感和社会阶层, 考察社会公平感对高低阶层大学生的实验任务目标承诺和目标达成的影响。研究发现, 社会公平感通过正向影响低阶层者的目标承诺, 进而正向影响其目标达成; 而对于高阶层者来说, 变量之间这些关系则不显著。这表明：相对于高阶层来说, 低阶层者的目标追求易受社会公平感的影响; 低阶层者的社会公平感水平越高, 其追求目标的动机水平就越高, 进而越有利于目标达成。     

低阶层大学生的炫耀性消费:自尊补偿与地位追求

近年来低阶层大学生炫耀性消费负性事件频发,研究以补偿性消费理论为基础,考察低阶层大学生炫耀性消费的内因与外因。实验一通过比较高、低状态自尊条件下不同阶层被试的炫耀性消费倾向来考察自尊的作用,结果表明低阶层大学生的炫耀性消费倾向受到其状态自尊的调节; 实验二通过比较不同阶层被试对地位及非地位符号商品的支付意愿来考察商品符号价值的作用,结果表明低阶层大学生只有在商品具有地位符号价值时,才会表现出比高阶层大学生更强烈的炫耀性消费倾向。     

Intergroup relations and nursing

The applicability of Tajfel's social identity theory of intergroup relations was tested within a field situation of nursing, where high and low status trainee nursing groups are undergoing social change in status relations through a merger. The status relations of the two groups were assessed by examining advantages, disadvantages and subjective characteristics attributed to the groups. Close contact between groups may account for the unexpected reduction in intergroup differentiation when explict comparisons were made. No greater illegitimacy in perceived status relations was reported by the low status group, although more dissatisfactions were evidenced in terms of attributed disadvantages, a less positive ingroup identification, and a high proportion of the low status group who want change either through movement into the superior group, or by dissolving status relations through the merging of the two groups. Attempts to merge are geared towards increasing similarity between groups by gaining recognition for those high status characteristics the group believes it has acquired. With a view to social change, the non-mobile low status subgroup are evolving a new and positive social identity for the group, perceiving little difference between groups. Strong intergroup differentiation by the high status group reflects the perceived threat of social change to the high status group.