迫选规则体验法: 检验规范性和描述性风险决策理论的新尝试

为寻求检验规范性和描述性风险决策理论的通用标准, 本研究以期望价值理论和齐当别抉择模型为例, 探讨了“迫选规则体验法”的适用性。被试为120名大学生, 实验任务为要求被试分别完成自主决策(采用未知规则: 真规则)和规则迫选决策(遵循给定规则: 假规则)任务, 并对决策后的情感和认可程度进行评定。研究发现: (1) 被试在自主决策条件下比在规则迫选条件下体验到的正性情感程度更强, 负性情感的程度更弱; (2) 被试在自主决策与规则迫选决策两种条件下做出的相同决策越多, 该被试对迫选规则更加认可并体验到的正性情感程度越强, 负性情感的程度越弱; (3) 与期望价值理论相比, 齐当别抉择模型可能符合更多决策者的实际决策规则。这些结果表明, 作为检验规范性和描述性风险决策理论的新尝试, 迫选规则体验法可能更有助于回答“决策者实际采用的决策规则是什么”的问题。     

决策知识与规则获取的新途径

管理决策研究与决策专家系统设计的一个重要新领域,是对决策知识与规则的诱发、获取与表征.文章运用决策心理学与认知工程研究的新成果,讨论与分析有关决策知识结构诱发决策规则获取的若干方法,包括结构访谈法、元素分类法、全方格法、多维量表法、网络通径搜寻法、口语报告法和程序信息搜索法等.文章在以往研究基础上总结了决策知识与规则获取的方法,并提出了复合式知识获取与表征的新途径.     

风险决策和跨期决策的过程比较：以确定效应和即刻效应为例

风险决策和跨期决策与人类生存发展密切相关, 且两类决策在理论发展、行为效应及神经基础等方面具有相似性。为检验二者是否具有共同过程机制, 本研究以风险决策中的确定效应和跨期决策中的即刻效应为例, 采用眼动追踪技术比较了它们的局部、整体过程及模型拟合。辅以贝叶斯因子分析实验数据表明：二者的主要过程特征均相似, 且更符合非折扣模型假设; 二者在加工复杂程度等少数特征上有所不同; 确定和即刻信息在加工方向等特征上存在特异性。这表明二者可能具有共同的核心决策规则：两类决策更可能遵循非折扣模型预期的简捷、启发式规则, 而不是折扣模型所假设的补偿性、基于选项规则。本研究为建立两类决策的共同解释框架做出了有益尝试, 并为决策比较研究方法提供新的方向。     

重视临床决策规则 因病施治

临床决策规则作为一种决策的工具日益受到重视和应用,依赖于大量原创性研究或循证医学的证据,旨在通过把临床资料数据的收集、整理和解释的过程标准化,指导选择诊疗手段或路线,降低临床决策中的不确定性,限制或减少不必要的检查和治疗,降低因不必要检查(测)和/或治疗所带来的医疗费用的支出,提高效率,使诊疗最优化,促进患者安全,维持或增进临床的后果。从临床决策规则的概念、存在的条件、研制方法、应用现状和未来发展方向和重点等几个方面加以论述。     

中国创业者的创业决策逻辑研究

本研究以Sarasvathy提出的效果决策逻辑理论为理论基础,对中国创业者的创业决策逻辑特点进行研究。研究共访谈28名成功创业者,并借助扎根理论对访谈资料进行分析。结果表明中国创业者的创业决策效果逻辑是一个5维结构,包含资源导向、变通性、利用偶然因素、战略联盟、可承受损失。成功的创业者和新兴领域的初创业者都更倾向于效果逻辑;在相对确定的创业领域,初创业者更倾向于因果逻辑。本研究启示是创业教育应该注重培养潜在创业者的效果逻辑思维。     

重视临床决策规则因病施治

临床决策规则作为一种决策的工具日益受到重视和应用,依赖于大量原创性研究或循证医学的证据,旨在通过把临床资料数据的收集、整理和解释的过程标准化,指导选择诊疗手段或路线,降低临床决策中的不确定性,限制或减少不必要的检查和治疗,降低因不必要检查(测)和/或治疗所带来的医疗费用的支出,提高效率,使诊疗最优化,促进患者安全,维持或增进临床的后果.从临床决策规则的概念、存在的条件、研制方法、应用现状和未来发展方向和重点等几个方面加以论述.     

框架效应发生机制的辨优启发加工

以亚洲疾病问题为代表的框架效应是描述性决策理论违背规范性理论的经典＂异像＂,而辨优启发式是行为决策理论的一大新进展。该研究探讨了辨优启发式对框架效应的解释过程。以经营风险决策为情境,以有管理经验的被试为样本,实验结果发现选择理由越少的情景其反应时越短、相应的优势项的选择比例也越高,这一结果有效地支持了辨优启发作为过程模型的次序规则、停规则和裁决规则存在的客观依据,也间接证实了辨优启发式对框架效应的解释力。     

老年人和大学生决策规则稳定性的比较研究

遵守规则是理性决策的必要条件。本研究考察了222名大学生和157名老年人进行选择活动时所遵循的规则的稳定性。研究发现,大学生的选择与老年人相比,具有显著的“不规则”倾向,然而此倾向在老年人中并不存在。在面对假设的超市折扣卡时,大学生的“非规则”选择显示出他们在一定程度上缺乏理性,而老年人的“精明”决策进一步证明其与日常生活相关联的复杂认知能力如判断和推理等在老龄期依然处于较高的水平。     

创业专业人才的机会识别与开发策略模型:基于建构主义视角

创业专业人才的机会识别和开发日益成为研究者普遍关注的问题和人力资源管理的重要策略.这方面的研究主要采用了机会识别和开发策略等两种不同的视角.本研究以建构主义视角为新思路,提出创业专业人才的机会识别模型,用以探究创业专业人才的机会形成与开发策略,认为个体从创业环境中建构并发展了机会识别、选择和开发策略的释义,从而使得创业专业人才的机会识别过程成为关键的机制.机会识别、选择和开发等过程交互影响,共同建构了创业专业人才的开发模型.未来研究应更多关注创业机会的建构机制,探索机会的过程整合和决策研究.     

决策与推理的双系统——启发式系统和分析系统

近来,在决策与推理的研究中,研究者提出了双系统作用模型：基于直觉的启发式系统和基于理性的分析系统。启发式系统加工速度较快,不占用或占用很少的心理资源,容易受背景相似性、刻板印象的影响;分析系统加工速度慢,占用较多的心理资源,遵从逻辑和规则,而且两个系统有不同进化历史和神经基础。该文根据已有的相关研究,综述了双系统在决策与推理中可能的作用机制、相互关系、个体差异,同时指出了目前研究存在的不足     

决策过程中的调节匹配效应及其机制

以大学生为被试,运用实验法探讨了决策过程中调节定向与信息搜索模式之间的匹配效应及其机制。结果显示：(1) 促进定向组被试决策时更偏好基于属性的信息搜索模式,而预防定向组被试决策时更偏好基于选项的信息搜索模式;(2)当两种调节定向组被试分别使用各自所偏好的信息搜索模式制定决策时,达成了调节匹配,相比调节不匹配,这种匹配使被试对其所做选择给出了更积极的评价,即出现了调节匹配效应;(3)加工流畅性可以部分地解释这种调节匹配效应。     

Self‐other decision‐making differences in loss aversion: A regulatory focus perspective

Drawing on a cultural perspective, we examined whether differences in self‐other decision making documented in the West can be replicated in an Eastern context. Study 1 revealed that Chinese participants showed self‐other decision‐making differences in loss aversion similar to those observed in Western participants; loss aversion differed depending on the type of decision recipient, and trait regulatory focus moderated the self‐other decision‐making difference. Study 2 found a mediating effect of situational prevention but not promotion focus on the relationship between decision makers’ roles and loss aversion. Furthermore, both studies revealed that participants did not show a preference for loss aversion, suggesting that the baseline of self‐other decision‐making differences has shifted in China compared to the West.     

The Price of a Piece of Cheese: Value from Fit Between Epistemic Needs and a Learning Versus an Outcome Focus

In decision making, people can focus on decisional outcomes (outcome focus), but they can also focus on gaining knowledge about the decisional domain (learning focus). Furthermore, people differ in the strength of their epistemic needs—their preference for developing a rich and accurate understanding of the world. We invoke the regulatory fit theory to predict that higher epistemic needs better fit a learning focus than lower epistemic needs, resulting in a greater increase in valuation of the chosen option when a learning rather than an outcome focus is induced. This general hypothesis was tested and supported in three studies, each focusing on a different proxy to epistemic needs. Thus, individuals experienced greater value when they had lower expertise (Study 1), higher need for assessment (Study 2), and higher need for cognition (Study 3) when a learning rather than an outcome focus was induced. Implications for work on epistemic needs, regulatory fit theory, and decision‐making practice are discussed. Copyright © 2011 John Wiley & Sons, Ltd.     

Decide like Lionel Messi! The impact of regulatory focus on divergent thinking in sports

According to Higgins, the regulatory focus theory states that in terms of motivational information processing, it makes a difference whether people have a promotion or prevention focus. A focus on aspirations is labeled as promotion focus, whereas a focus on responsibility is called prevention focus. In our study, the theory will be applied to the area of sport decision making. We showed that soccer players make different decisions in a sport‐specific divergent‐thinking task depending on their regulatory focus (promotion vs. prevention). Promotion‐framed athletes were able to produce more original, flexible, and adequate solutions than prevention‐framed athletes. Theoretical and practical implications for sport psychology are discussed.     

The Influence of Regulatory Focus on Risky Decision-Making

Although studies show that regulatory focus influences decision making and risk taking, theories of risky decision making typically conflate different regulatory orientations and the related distinctions between the positive and negative risks associated with acts of omission and commission. In contrast, we argue that different regulatory orientations influence risk perception and risk propensity in different ways and underpin complex emotional responses in risky decision making. We propose a new model of these processes and suggest that regulatory focus may be important in priming and managing risk taking behavior. We conclude by discussing implications for research and practice.
Bien que des recherches montrent que le centre de régulation influence la prise de décision et la prise de risque, les théories de la prise décision risquée regroupent habituellement différentes formes de régulation et les distinctions connexes entre les risques positifs et négatifs associés au passage à l'acte ou non. Contrairement à ces théories, nous avançons que les différentes formes de régulation influencent la perception et la propension au risque selon différentes modalités et sous-tendent les réponses émotionnelles complexes dans la prise de décision risquée. Nous proposons un nouveau modèle de ces processus et suggérons que le centre de régulation peut être important dans l'amorce et la gestion du comportement de prise de risque. Nous concluons en discutant des implications de ces résultats pour la recherche et la pratique.     

当局者迷,旁观者清?自我-他人决策的理性差异及其机制

生活充满抉择,由于知识经验的局限,人们常需寻求他人建议,抑或直接请他人代己决策.诸多研究探讨了自我决策、向他人建议,以及代他人决策之间的差异.探究这种差异的动因之一在于考察何种条件下的决策更优或更“理性”.以往研究表明,自我决策或他人决策(向他人建议或代他人决策)均有可能更易违背理性决策原则,隐含着他人决策优于自我决策的“当局者迷,旁观者清”这一传统智慧有一定的边界条件.研究者一般从认知(建构水平理论)、情绪(类型和卷入度),以及动机(调节聚焦理论)三种视角对自我-他人决策差异进行解释.本文作者提出基于理由的决策(reason-based account)假设来解释自我-他人决策在理性程度上的差异.未来研究可从决策过程及脑机制上深入考察自我-他人决策差异及其机制.     

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.     

Regret and Behavior: Comment on Zeelenberg and Pieters

Zeelenberg and Pieter's (2007) regret regulation theory 1.0 offers a synthesis that brings together concepts spanning numerous literatures. We have no substantive disagreement with their theory, but instead offer 3 observations to further aid regret researchers studying consumer decision making. First, the overall arch of any regret theory must be situated within an understanding of behavior regulation. Second, the distinction between regrets of action versus inaction is best understood in terms of motivational implications, particularly with regard to Higgin's (1998) distinction between promotion and prevention focus. Third, the opportunity principle offers a particularly clear means of summarizing the regulatory consequences of the regret experience. Regret is an emotion pivotal for decision making, and its cognitive underpinning has and continues to be elucidated in research focusing on counterfactual thinking.     

Emotions and decision making: Regulatory focus moderates the influence of anticipated emotions on action evaluations

We investigate the moderating effects of self-regulatory foci (Higgins, 1996a) on the impact of anticipated emotions in decision making. We hypothesise that regulatory focus moderates the relationships between anticipated emotions of success and failure of performing an act and evaluations of the act. A promotion focus should highlight the role of dissatisfaction-satisfaction emotions in predicting evaluations, whereas a prevention focus should emphasise the impact of relaxation-agitation emotions. Hypotheses were investigated in two studies. In the first, chronic self-regulatory orientations were assessed; in the second, self-regulatory concerns were manipulated. Results support the moderating effects of regulatory foci on the impact of negative anticipated emotions: Anticipated agitation induces more favourable action evaluations under a prevention focus; and anticipated dejection leads to more favourable action evaluations under a promotion focus. No interaction was detected involving positive emotions, suggesting that an asymmetry may exist in motivational regulation of emotional information.     

调节性匹配理论述评

在决策、动机领域,Higgins（2000）提出了一种新的理论——调节性匹配理论。所谓调节性匹配（regulatoryfit）,指的是个体的自我调节定向与其行为策略之间的匹配。该理论认为,调节性匹配能增强个体在目标追求过程中的动机强度、主观评价和情绪体验,从而对个体的行为决策产生重要影响。文章围绕调节性匹配的概念、产生、效应及应用价值等问题对相关研究进行综述,并在此基础上提出了现有研究存在的问题及未来的研究方向