结伴购物情境下消费者冲动购买行为发生机理

冲动性购买是生活中的常见现象, 也是消费者行为研究的重要子领域。围绕单人购物情境下的冲动购买研究成果较多, 而对结伴购物情境下的冲动购买行为研究明显不足。聚焦结伴购物情境下消费者的冲动购买现象, 基于“欲望-意志力”模型, 在情绪感染理论、归因理论等理论基础之上, 采用焦点访谈法、实验法、问卷调查法等研究方法, 从欲望和意志力两个方面, 深入探讨结伴购物消费者冲动购买行为发生的内部决策机理。研究结论将丰富现有结伴购物情境下的冲动购买行为研究内容, 也为企业营销实践、个人冲动购买行为管理以及政府部门开展消费者教育提供理论指导。     

Motivation in later life: personal projects and well-being

"Personal projects," as defined by B. R. Little (1983), were elicited from 600 community residents aged 70+, representing a broad range of health and illness. Factor analysis revealed 6 types of personal projects: activities of daily living, active recreation, other-oriented activities, intellectual activities, home planning, and spiritual moral activities. Background factors and health were shown to affect the number and type of projects reported. Most indices of personal projects were associated with positive affect and valuation of life. Only 1 was associated with depression. This confirms the differential association of personal projects to positive but not negative affect. Personal projects are seen as part of an open motivational system in which social position, cognitive ability, health, and positive mental health are mutually interacting members.     

A Two-Value Model of Preventive Health Behavior

Correlational analyses examined the effects of value "availability" and "relevance" on the relation between people's values (Rokeach, 1967) and their directrisk (DR) and indirect-risk (IR) health behavior (Langlie, 1977). The DR behavior of 181 female undergraduates was more strongly associated with their valuation of "an exciting life" than of "health"; a measure of "relative health value," in which the value of health was evaluated relative to the value of an exciting life, showed the strongest covariation with both their DR and IR actions. Thus, compared to health, an exciting life appeared to be more consciously available to these participants. Further, whereas the value of an exciting life and the measure of relative health value seemed to be regarded as relevant guides to both types of behavior, the value of health did not. Hence these results suggest that a two-value model of health behavior, based on the measure of relative health value, may be the best predictor of the health behavior of younger people. Among a sample of 113 older adults, the values of health and an exciting life were equally able to account for DR, but not IR, actions, suggesting that these values were equally available to these participants. Only the value of health, however, appeared to be regarded as a relevant guide to their IR actions, thereby suggesting that, whereas the two-value model may account for the DR behavior of older adults, the value of health alone may be a better predictor of their IR actions. The. implications for health research and education are discussed.     

Balance in Life and Declining Marginal Utility of Diverse Resources

Declining marginal utility (DMU) describes the reduced value that additional units of money or consumer goods have in comparison to units acquired earlier. We extend this idea to social resources and activities such as socializing time, free time, and number of children, suggesting that most resources will show DMU as the person experiences more of them. In Study 1, participants reported how many years of adult life they would sacrifice to have increasingly more of each resource or activity. Income showed declining marginal utility, but other goods showed an ideal-level pattern in which they were valued less after an optimal amount. In Phase 2 of Study 1, we assessed the mix of activities people most prefer. Participants rated the desirability of various combinations of time spent in different activities. Spending all of one’s free time in a pleasant activity was not as desirable as spending some of the time in other desirable, but less enjoyable, activities. In Study 2, we used a representative sample of the world to assess people’s affect balance (positive minus negative moods) on the previous day, along with how much time they spent in activities such as socializing with family and friends. The most popular activity was socializing with family and friends, but even here there was DMU for more hours of this behavior. We also analyzed several forms of well-being in reference to household income. Income showed a clear DMU pattern using daily moods as the outcome, as well as for life evaluations and satisfaction with standard of living. The results of the two studies explain why people do not pursue happiness by spending all of their time in the most pleasant activities, such as socializing, but instead choose a mixture of activities. A desire for balance in human activities and resources has important implications for the structure of the workplace, leisure time, work hours, and other important domains of life.     

A study on purchasing behavior of teenagers in Taiwan: example of counterfeit goods

This study has established a relationship model encompassing such aspects as consumer values, consumer involvement, purchase behavior, and consumer satisfaction. Furthermore, taking counterfeit goods as an example, this study employs factor analysis, reliability analysis, and the structural equation model to verify the relationship between the research aspects. Another major discovery of this study was that teenagers' behavioral purchasing mentality is graphic, hyperlinked, and is geared toward useful situations and functional needs. When they consider their degree of need, they inevitably incorporate many emotional needs. However, their attitude toward counterfeit goods is rational, which is confirmed by the fact that Hypothesis 1 was not supported.     

Consumer perception of salesperson influence strategies: an examination of the influence of consumer goals

• Consumers regularly interact with retail salespeople in order to make purchases across a wide range of products and services. Retail sales encounters occur on a daily basis yet we know little about these complex interactions, especially from the consumer's perspective in terms of his or her perceptions with regard to these types of persuasive attempts. Understanding consumer perceptions is an important precursor to understanding consumer behavior during retail sales encounters. In three experiments subjects' perceptions of specific influence strategies were measured with regard to the degree of sales‐orientation of each strategy. Support was found for hypotheses that proposed that certain influence strategies would be perceived as significantly more sales‐oriented than others and that the interaction of consumer goals with salesperson influence would affect how influence strategies are perceived. Willingness to interact with and purchase from a salesperson using specific influence strategies was also examined in order to shed light on how the use of specific influence strategies is likely to affect consumers' intentions.

Copyright © 2006 John Wiley & Sons, Ltd.     

The role of retrieval structures in memorizing music

This article explores the use of structure in the encoding and retrieval of music and its relation to level of skill. Twenty-two pianists, classified into four levels of skill, were asked to learn and memorize an assigned composition by J. S. Bach (different for each level). All practice was recorded on cassette tape. At the end of the learning process, the pianists performed their assigned composition in a recital setting. The performances were subsequently evaluated by three experienced pianists according to a standardized grading system. From the cassette tapes, values for the frequency with which pianists started and stopped their practice on "structural," "difficult," and "other" bars were obtained. Starts and stops on each bar type were compared across three stages of the learning process. The analyses reveal that all pianists, regardless of level, started and stopped their practice increasingly on structural bars and decreasingly on difficult bars across the learning process. Moreover, the data indicate that starts and stops increased on structural bars and decreased on difficult bars systematically with increases in level of skill. These findings are interpreted and discussed so as to elucidate characteristics of the retrieval structures adopted by musicians in their practice and performance and how the formation and use of retrieval structures develop as a function of expertise. Finally, the elicited values for starts on structural, difficult, and other bars are examined and discussed according to how they relate to the pianists' scores on performance quality.     

Effects of neonatal handling on play behavior and fear towards a predator odor in juvenile rats (Rattus norvegicus)

The effects of brief daily separation, also known as "handling," during the first 2 weeks of life on play behavior and fearfulness toward a predatory odor were assessed in juvenile rats. Handled rats were more playful than nonhandled control rats, and while handling had no effect on the direct response of these rats toward a predatory odor, handled rats did not exhibit a conditioned suppression of play when tested later in the same context where they had been exposed to the predatory odor. Handled rats were still wary of the environment in that they continued to show a heightened level of risk assessment behavior. These data suggest that early postnatal experiences may play a significant role in determining how an animal deals with predatory threats later in life.     

Practical Matters and Ultimate Concerns, “Doing,” and “Being”: A Diary Study of the Chaplain's Role in the Care of the Seriously Ill in an Urban Acute Care Hospital

Systematic observational studies of the chaplain's role and function in the secular health‐care setting are few. With an episode‐based diary recorded on handheld digital tablets, palliative care chaplains at a large urban hospital with a diverse patient population recorded details of patient visits in near‐real time. Cluster analysis revealed groups of activities we called "doing" and "being," and conversation topics of "practical matters" and "ultimate concerns”; chaplains were most satisfied with visits that involved all of these. Chaplains offer patients and families a space to express significant concerns; however, visits with spiritual or religious activities or topics were relatively rare. Broad quality of life concerns are central to the evolving professional role of chaplains in the secular setting of the modern hospital.     

Understanding Consumer Decision-Making Processes: The Role of Form and Function In Product Evaluation1

In this investigation, we examined the extent to which people use information concerning product form (e.g., appearance) and product function (e.g., reliability) to evaluate the quality of consumer products. One week after receiving both types of information, high self-monitors responded more favorably to the product with the more attractive appearance, judging it to be of higher quality. By contrast, low self-monitors assigned higher quality ratings to the less attractive product. Implications of these findings for implicit consumer theories about the relations between product form and product function, as well as implications for consumer decision-making processes are discussed.     

The implicit structure of positive characteristics

The implicit structure of positive character traits was examined in two studies of 190 and 100 undergraduates. Participants judged the pairwise covariation or semantic similarity of 42 positive characteristics using a sorting or a rating task. Characteristics were drawn from a new classification of strengths and virtues, the Five-Factor Model, and a taxonomy of values. Participants showed consistent patterns of perceived association among the characteristics across the study conditions. Multidimensional scaling yielded three consistent dimensions underlying these judgments ("warmth vs. self-control," "vivacity vs. decency," and "wisdom vs. power"). Cluster analyses yielded six consistent groupings-"self-control," "love," "wisdom," "drive," "vivacity," and "collaboration"-that corresponded only moderately to the virtue classification. All three taxonomies were systematically related to this implicit structure, but none captured it satisfactorily on its own. Revisions to positive psychology's classification of strengths are proposed.     

空间距离与产品属性对消费者选择偏好的影响*

通过两个实验检验空间距离如何影响消费者选择偏好。实验一中,产品与消费者之间的空间距离不影响他们对不可匹配属性更优产品的偏好。实验二中,两种产品之间的空间距离与产品属性交互作用影响了消费者的选择偏好,使他们在两产品之间空间距离远时比近时更偏好不可匹配属性更优产品。两种不同类型的空间距离对消费者选择偏好的影响是不同的。强调两产品之间的空间距离远,会影响消费者在选择过程中对不可匹配属性的使用。     

ON TWO ISSUES IN SCIENCE AND RELIGION: A RESPONSE TO DAVID GRIFFIN

Abstract. In responding to David Griffin's critique of my book, Issues in Science and Religion , I suggest that most of the points which he initially presents as differences between us concerning reduction and emergence are resolved in the second half of his article. I spoke of the emergence of higher-level "properties" and "activities," rather than "entities," but my analysis of whole and parts is similar to his, although it was perhaps not always clearly articulated. We agree also that Alfred North Whitehead's God is involved in every event in ways which avoid the problems of the supernatu-ralist "God of the gaps," but we differ as to whether God's action might be taken into account in a new "post-modern" science.     

童年环境、生命史策略对消费行为的影响——传统价值观“团结和谐”维度的调节作用

从进化心理学生命史理论视角探究童年环境和典型消费行为的关系。通过专项问卷调查收集1028个有效样本进行实证研究,证实童年环境的核心变量——童年社会经济地位显著影响成年后的绿色消费和炫耀性消费行为,生命史策略和"团结和谐"的传统价值观维度在其中分别起显著的中介和调节作用。研究有助于理解炫耀攀比、奢侈浪费等非理性消费的深层原因,并从生命史和价值观角度提供可能的解决思路,为大众培养健康理性消费提供借鉴。     

Probing Theories of Individual Well-being: A Comparison of Quality-of-life Models Assessing Neighborhood Satisfaction

The extensively documented approach to quality of life proposed by Campbell, Converse, and Rodgers (1976) is translated into a testable theoretical model. Herein labeled the "first-order structural model," this approach springs from a popular interpretation of Lewinian concepts. Critical examination of this interpretation leads to several modifications of the measurement and causal structures hypothesized by Campbell et al., each of which is submitted to test. Likewise, an alternative theoretical approach based on a second, less well known interpretation of the same Lewinian concepts, herein labeled the "second-order structural model," is tested. These models are evaluated by structural equation techniques on a sample of 419 respondents dealing with neighborhood satisfaction. Analyses indicate that both the first-order and second-order structural models yield statistically acceptable accounts of neighborhood satisfaction, but that the second-order model performs better on several modeling criteria. The implications for using structural equation techniques to evaluate competing theory-motivated models are discussed.     

The importance of similarity in the marital relationship.

Concepts such as "agreement," "consensus," "understanding," and "shared meaning" are very familiar to clinicians. It is argued in this article that similarity in perceptions between spouses is a crucial dimension of the family system underlying these concepts. Findings are presented that support the idea that families vary along a dimension of similarity of perceptions, with more functional families characterized by high similarity between spouses' perceptions of their marriage and their family. In addition, the structure of this similarity was stable over 2 years and little change occurred in the mean level of similarity. Of three sets of predictor variables--psychological stress, marital cohesion, and structural variables--marital cohesion was the most powerful predictor of marital similarity. The importance of similarity of perceptions between family members in clinical work is discussed.     

Freud's "bad conscience": The case of Nietzsche's Genealogy

This article develops the argument that Friedrich Nietzsche influenced several aspects of Freud's later writings by illustrating, in particular, the impact of Nietzsche's On the Genealogy of Morals on Freud's Civilization and its Discontents. The theoretical and conceptual schemes represented in Freud's Discontents are found to bear a remarkable similarity to Nietzsche's Genealogy on a number of highly specific points. It is suggested that "DAS ES," "Uber-ich," and "bad conscience," concepts central to Freud's moral theory of mind, are at least partly derived from Nietzsche. Moreover, Freud's phylogenetic theory of guilt is based upon premises found in Nietzsche, as are specific details relating to ideas on human prehistory and the ancestral family. Based on this evidence, a re-examination of the moral and social dimensions of Freud's "structural" model may be in order.     

Is Salesperson Attractiveness a Boon or a Bane? The Moderating Role of Perceived Labor Cost‐To‐Price Ratio in Retail Bargaining

This research examines the important but unexamined effects of salesperson attractiveness on consumer bargaining behavior in retail contexts. In line with our theorizing, three studies demonstrate that the effect of salesperson attractiveness on consumer bargaining depends on their general beliefs regarding the impact of labor costs on retail prices. While consumers bargain less with an attractive salesperson when their labor costs‐to‐price (LP) ratio beliefs are relatively low, they bargain harder with an attractive, as opposed to a less attractive, salesperson, when their LP ratio beliefs are relatively high. As well, we provide evidence for the process, based on the salesperson's perceived trustworthiness and consumers' consequent bargaining stance toward her.     

Teachers' Conservatism, Openness to Change, Transcendence and Self-Enhancement in Daily Life and in School Situations

In the present study we examined conservatism, openness to change, transcendence and self-enhancement as reflected in the relationships among teachers' values, attitudes and behaviors that presumably share common motivations, in daily life as well as in school situations. It is assumed that values cannot be fully understood and meaningfully measured without reference to the attitudes and behaviors which express them. In this study we hypothesized that the relationships among values as expressed in Schwartz's theory (e.g., 1992), also guide relationships among the respective attitudes and behaviors. We expected more consistency among values, attitudes and behaviors in daily-life as compared to school situations. Participants were 130 Israeli female teachers. Findings revealed compatibility between values and attitudes sharing common motivations and partial but nevertheless lawful relationships between values, attitudes and behaviors. We found that teachers' conservative behavior in daily life and their openness to change and transcendence in school situations were explained both by values and attitudes. However, attitudes were mediators between values and behaviors only with regard to conservatism in daily life and openness to change in school situations. We also found that across the motivational themes, values explained behaviors in daily life situations whereas attitudes explained behaviors in school situations.