群体购买情境下冲动性购买影响研究：解释水平视角

本研究基于解释水平理论视角,检验了消费者在群体购买情境中的冲动性购买行为.研究1采用2（解释水平：高vs.低）＆#215;2（自我建构：独立vs.互依）组间因子设计,用来检验解释水平是否调节自我建构类型对冲动性购买的影响;研究2采用2（解释水平：高vs.低）＆#215;2（认知模式：感知vs.模拟）组间因子设计,检验认知模式和解释水平对冲动性购买的联合影响.实验结果表明：群体购买情境下,消费者自我建构类别不同,冲动性购买意愿也不同,且受到解释水平的调节影响;群体购买情境下,消费者对他人认知模式的不同,对自身冲动性购买的影响也不同,解释水平在其中也起到了调节作用.     

利用无意识目标启动降低个体的冲动购买行为：个体目标状态的调节作用

冲动购买会给个体和社会带来诸多不良影响,而探讨如何降低冲动购买的研究报道却很少。此外,仅有的少数研究都是从提升自我控制能力的角度来开展,其干预方法具有一定的局限性。本研究从提升自我控制的动机角度出发,考察利用无意识目标启动能否降低冲动购买,并考察其适用条件。研究发现,无意识目标启动可以显著降低有省钱目标个体的冲动购买行为,而对无省钱目标个体的冲动购买行为没有显著影响。本研究结果提示,无意识目标启动有希望成为一种简单、便捷的降低冲动购买行为的有效干预方式,特别是对有省钱目标的个体而言。     

时间压力下你想听什么? 参照组影响对冲动购买的调节

本文研究时间压力下消费者冲动性购买怎样受参照组的影响。通过二手数据和实验的方法发现时间压力和参照组影响类型对冲动性购买具有交互作用:时间压力低,信息性影响更能激发冲动性购买;时间压力高,规范性影响更能起作用;即时喜悦和规范性评估起中介作用。而且不同的信息性影响类型也会产生差异:时间压力高,数量性信息更容易使消费者冲动性购买;时间压力低,内容性信息更能起作用。本文的研究丰富了冲动性购买的相关理论和管理经验。     

努力程度对消费者购买意愿的影响

在日常生活中, 消费者经常面临着各种各样的自我控制问题。当消费者有合适的理由时, 他们会放松自我控制。基于此, 本文经由三个实验探查了消费者努力程度对消费者购买意愿的影响。其中, 实验一和实验二通过操纵被试的相对努力程度, 发现努力会提高人们对于产品的购买意愿, 并且证明负罪感的变化是导致这一影响的内在原因。实验三通过改变产品品类, 证明相对于实用品, 努力对于人们对享乐品的购买意愿的影响更大。     

6~10岁儿童对损人情境下行为者的道德情绪判断与归因

采用故事情境法探讨6~10岁儿童对损人情境下损人者和旁观者的道德情绪判断与归因的发展。结果发现：（1）在损人情境下,6岁儿童能理解损人行为是不对的,但直到8岁儿童才能理解旁观行为是不对的;（2）随着年龄增长,儿童判断损人者的愉悦程度逐渐降低,情绪归因从结果定向过渡到道德定向;儿童判断旁观者的愉悦程度逐渐降低,情绪归因从无法有效归因过渡到道德定向;（3）儿童对不同行为者的道德情绪判断同时受年龄和性别的影响,6岁男孩判断损人者愉悦程度显著高于女孩,6岁男孩判断旁观者愉悦程度显著低于女孩;8岁和10岁儿童对两类行为者的道德情绪判断未发现显著的性别差异。     

Consumption experience of impulse buying in Indonesia: Emotional arousal and hedonistic considerations

Two studies focused on impulsive purchase experiences. Feelings, considerations and ratings of purchase impulsiveness were measured with respect to a recent purchase by means of interviews immediately after the purchase in the shopping environment (Study 1) and through shopping diaries (Study 2). Feelings and considerations were measured by open-ended questions, which yielded a wide range of responses in each category. These responses were subjected to multidimensional scaling. The results demonstrated a high versus low arousal dimension of positive emotions and a hedonic versus utilitarian dimension of considerations. Emotions and considerations were predicted by general impulse-buying tendency, and were related to the experience of impulsive purchases. In Study 2, impulse buying tendency was measured 2 months earlier. Structural equation modelling confirmed a model in which general impulse buying tendency predicts the feelings and considerations in the purchase environment, which in turn, determine the experience of making an impulsive purchase.     

Consumer style and health: The role of impulsive buying in unhealthy eating

Health psychologists have given surprisingly little attention to consumer behavior. This study focuses on the relationship between an impulsive consumer style and unhealthy eating. In a survey, moderate to strong correlations were found between low self-esteem, dispositional negative affect, impulse buying tendency, snacking habit, and eating disturbance propensity. Structural equation modeling was used to test a model of relations between these variables. Impulse buying tendency was strongly associated with snacking habit, which in turn was related to eating disturbance propensity. Impulse buying, though in itself a pleasurable activity, seemed driven by feelings of low self-esteem and dispositional negative affect. Low self-esteem had a direct link to eating disturbance propensity. The data fit a self-regulation explanation. The study demonstrates the relevance of consumer style for health-related behaviors.     

社会排斥与大学生冲动性消费行为：名人崇拜的中介及自我控制的调节作用

为探讨社会排斥与冲动性消费的关系及其作用机制,本研究采用社会排斥量表、名人崇拜量表、自我控制双系统量表以及冲动性购买倾向量表,对811名大学生进行调查。结果表明：（1）在控制性别、年龄、家庭月收入和每月生活费后,社会排斥显著正向预测冲动性消费;（2）名人崇拜在社会排斥和冲动性消费间起部分中介作用;（3）自我控制在中介路径的前半段及直接路径间起调节作用。本研究有助于对大学生冲动性消费的理解和干预。     

情绪感染的发生机制

原始性情绪感染理论认为, 情绪感染是一个“情绪觉察-无意识模仿-生理反馈-情绪体验”的过程, 情绪感染是一个由生理诱发情绪的过程。早在1884年, 詹姆士和兰格就提出了情绪外周学说, 同样描述了从身体变化到情绪变化的关系路径, 但没有描述从刺激事件到外周身体变化的发生机制。对情绪感染的发生机制的研究能揭示这一“自下而上”的情绪产生机制。研究选取有效大学生被试62名, 参与下列研究：(1) 在眼动实验中使用情绪图片作为感官情绪信息, 以考察觉察者的情绪觉察水平。(2) 在生物反馈实验中, 使用仿真课堂教学视频作为感官情绪信息, 以考察觉察者的无意识模仿水平和生理反馈水平。使用路径分析证实了情绪感染的路径机制, 在真实情境的诱发下, 这种通过生理唤醒而诱发情绪的机制是可能的。     

集体仪式促进群体情绪感染的机制

近年来, 诸多学者将研究视角投向群体情绪感染, 即群体内部成员间的情绪感染交互过程。群体情绪感染不仅包括个体间的直接情绪感染, 而且受到群体认同、共同行为以及集体规则等多方面因素的影响。基于集体仪式的过程框架, 分析集体仪式的三要素即同步动作、共享注意和共享意义与群体情绪感染的关系, 能更清楚阐述群体情绪感染的发生与增强过程：集体仪式通过自我定型和自我锚定增强群体认同, 在认同基础上的身份融合促进个体关注群体身份, 导致个体的自我表征发生转化, 社会自我的突出使其更容易接受群体的观点和情感表达, 最终增强了群体情绪感染。未来研究应进一步考察群体情绪感染的影响因素并丰富其测量方法。     

The influence of trait affect and the five-factor personality model on impulse buying

Research into the influence of affect on impulse buying has to date produced contradictory results, partly due to confusion between the potentially discrete influences of, respectively, state and trait affect. Additionally, studies on how the five-factor personality model’s dimensions influence impulse buying have also produced contradictory results. Moreover, while the established link between trait affect and personality suggests dimensions of this latter could account for whatever influence the former has on impulse buying, no study has yet attempted to examine this possibility. We draw on self-regulation theory to examine three unanswered questions: (1) the extent to which trait affect influences impulse buying whilst controlling for state affect; (2) establish which dimensions of the five-factor personality model predict impulse buying; and (3) test whether or not any influence of trait affect on impulse buying is additive to the effects of the five-factor personality model. Analyses of cross-sectional data (n = 842) find that trait affect does have a significant (p < .05) influence on impulse buying controlling for state affect, but that this influence is fully accounted for by the five-factor personality model (p < .001), the extraversion, conscientiousness and neuroticism dimensions of which are found consistently to predict impulse buying.     

The role of negative urgency impulsivity and financial management practices in compulsive buying

Previous research has shown that negative urgency impulsivity is associated with compulsive buying even after controlling for depression. The aim of the present study was to replicate this finding and to examine if financial management practices mediated this relationship. A community sample of 162 participants (34 male and 128 female), aged between 18 and 82 years, completed online self‐report questionnaire measures. As expected, results revealed (1) significant positive associations between compulsive buying and both negative urgency impulsivity (NUI) and psychological distress; and (2) a significant negative association between compulsive buying and financial management practices. We also found that after controlling for psychological distress (3) NUI was still significantly correlated with compulsive buying, and (4) financial management practices partially mediated the relationship between NUI and financial management practices. Our findings are consistent with an extension of the theory that compulsive buying is motivated by relieving negative mood states, positing both negative affect‐driven impulsivity and psychological distress as important factors in understanding compulsive buying. These findings also support current cognitive‐behavioural interventions for the treatment of compulsive buying that target psychological distress, NUI, and financial management practices.     

The prevalence of compulsive hoarding and its association with compulsive buying in a German population-based sample

The aims of the study were to estimate the prevalence rate of compulsive hoarding, and to determine the association between compulsive hoarding and compulsive buying in a nationally representative sample of the German population (N = 2307). Compulsive hoarding was assessed with the German version of the Saving Inventory-Revised (SI-R; Frost, R.O., Steketee, G., & Grisham, J. (2004). Measurement of compulsive hoarding: saving inventory-revised. Behaviour Research and Therapy, 42, 1163-1182.). The point prevalence of compulsive hoarding was estimated to be 4.6%. Individuals with compulsive hoarding did not differ significantly from those without compulsive hoarding regarding age, gender, and other sociodemographic characteristics. Significant correlations were found between the compulsive hoarding and the compulsive buying measures. Participants with compulsive hoarding reported a higher propensity to compulsive buying than respondents without hoarding. About two thirds of participants classified as having compulsive hoarding were also defined as suffering from compulsive buying. In summary, these results suggest that compulsive hoarding may be relatively prevalent in Germany and they confirm the close association between compulsive hoarding and compulsive buying through the investigation of a large scale representative sample.     

Personality prototypes in individuals with compulsive buying based on the Big Five Model

Personality prototypes based on the Big Five factor model were investigated in a treatment-seeking sample of 68 individuals with compulsive buying (CB). Cluster analysis of the NEO Five-Factor Inventory (NEO-FFI) scales yielded two distinct personality clusters. Participants in cluster II scored significantly higher than those in cluster I on neuroticism and lower on the other four personality traits. Subjects in cluster II showed higher severity of CB, lower degree of control over CB symptoms, and were more anxious, interpersonally sensitive and impulsive. Furthermore, cluster II was characterized by higher rates of comorbid anxiety disorders, and cluster B personality disorders. The two personality prototypes did not differ with respect to obsessive-compulsive features. Finally and of considerable clinical significance, participants in cluster II reported lower remission rates after undergoing cognitive-behavioral therapy. Implications of the results for treatment are discussed.