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。     

The gap between medical and monetary choices under risk persists in decisions for others

Decisions under risk in the medical domain have been found to systematically diverge from decisions in the monetary domain. When making choices between monetary options, people commonly rely on a decision strategy that trades off outcomes with their probabilities; when making choices between medical options, people tend to neglect probability information. In two experimental studies, we tested to what extent differences between medical and monetary decisions also emerge when the decision outcomes affect another person. Using a risky choice paradigm for medical and monetary decisions, we compared hypothetical decisions that participants made for themselves to decisions for a socially distant other (Study 1) and to recommendations as financial advisor or doctor (Study 2). In addition, we examined people's information search in a condition in which information about payoff distributions had to be learned from experiential sampling. Formal modeling and analyses of search behavior revealed a similarly pronounced gap between medical and monetary decisions in decisions for others as in decisions for oneself. Our results suggest that when making medical decisions, people try to avoid the worst outcome while neglecting its probability—even when the outcomes affect others rather than themselves.     

Movement characteristics support a role for dead reckoning in organizing exploratory behavior

Rat exploration is an organized series of trips. Each exploratory trip involves an outward tour from the refuge followed by a return to the refuge. A tour consists of a sequence of progressions with variable direction and speed concatenated by stops, whereas the return consists of a single direct progression. We have argued that processing self-movement information generated on the tour allows a rat to plot the return to the refuge. This claim has been supported by observing consistent differences between tour and return segments independent of ambient cue availability; however, this distinction was based on differences in movement characteristics derived from multiple progressions and stops on the tour and the single progression on the return. The present study examines movement characteristics of the tour and return progressions under novel-dark and light conditions. Three novel characteristics of progressions were identified: (1) linear speeds and path curvature of exploratory trips are negatively correlated, (2) tour progression maximum linear speed and temporal pacing varies as a function of travel distance, and (3) return progression movement characteristics are qualitatively different from tour progressions of comparable length. These observations support a role for dead reckoning in organizing exploratory behavior.     

The development of concern for others in children with behavior problems

The development of concern for others and externalizing problems were examined in young children with normative, subclinical, or clinical levels of behavior problems. There were no group differences in observable concern for others at 4-5 years of age. Children with clinical behavior problems decreased significantly in their concern by 6-7 years of age and were reported to have less concern at 6-7 years by mothers, teachers, and the children themselves, relative to other groups. Boys with clinical problems were more callous to others' distress at both time points. Girls showed more concern than boys across risk, time, and measures. Greater concern at 4-5 years predicted decreases in the stability and severity of externalizing problems by 6-7 years, and greater concern at 6-7 years predicted decreases in the stability of problems by 9-10 years. Finally, maternal socialization approaches predicted later concerned responding.     

The role of desires in sequential impulsive choices

The present research provides evidence for a sequential mitigation effect, which is the phenomenon that participation in a prior impulsive choice task significantly reduces the decision maker’s likelihood of choosing impulsively in a subsequent task. The results of five experiments: (a) provide evidence for the Sequential Mitigation Effect using different study materials and contexts (Experiments 1–3), (b) show that prior impulsive (as opposed to non-impulsive) choice is required for the effect to occur (Experiment 4), and (c) find that the decision maker’s chronic sensitivity to positive and negative outcomes moderates the effect (Experiment 5). The results support the notion that desire for impulsive options functions as a limited motivational resource, and being consumed in the first task, is experienced to a lesser extent in the second task. The sequential mitigation effect may be characterized as a motivational contextual influence on decision making, complementing existing research showing that cognitive context effects influence sequential choices.     

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.     

The effect of individual differences on adolescents' impulsive buying behavior

This study posits a relationship between Emotional Intelligence (EI) and Impulsive Buying Tendency (IBT). A survey of 574 adolescents found that high-EI adolescents manifested less impulsive behavior than did low-EI adolescents, and high-IBT adolescents were more likely to engage in more impulsive buying behavior than were low-IBT adolescents. Finally, possible extensions of the research to the area of adolescents' impulsive buying are suggested.     

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.     

The role of two emotion regulation tendencies across two waiting periods

Motivation and Emotion - The distress associated with uncertainty differs in important ways from distress over clear and present stressors. Emotion regulation (ER) tendencies—namely...     

The time-saving bias, speed choices and driving behavior

When drivers are asked to estimate how much time can be saved by increasing speed, they generally underestimate the time saved when increasing from a relatively low speed and overestimate the time saved when increasing from a relatively high speed. This time-saving bias has been demonstrated to affect drivers’ estimations of driving speed as well as drivers’ personal choice of speed. Specifically, drivers with a high time-saving bias chose unduly high speeds, which sometimes results in speeding, more frequently than drivers with a lower degree of the bias. This study sought to determine whether this relationship would be mediated by individual differences in driving behavior – including drivers’ attitudes, norms and habits regarding speeding behavior as well as their level of aberrant driving behavior (committing aggressive or ordinary violations, errors or lapses in driving, measured by the Driver Behaviour Questionnaire). The results showed that the time-saving bias predicted estimations of required speed better than any of these factors, and also better than drivers’ age, gender, education and income, as well as the number of years they have had a license and their monthly driving kilometrage, their prior speeding violations and crash involvement. In predicting drivers’ personal speed choices, the time-saving bias was second only to the frequency of committing ordinary violations.     

The actions of others as determinants of behavior in social trap situations

Three studies were conducted to determine the effects of observing the behaviors of others upon an individual's actions in a simulated social trap situation. In Experiment 1, it was found that merely having the opportunity to make comparative appraisals of the actions of others led to greater competition for a finite common resource than when subjects were physically isolated from one another. In Experiment 2, false feedback was given to subjects to determine if the actions of others alone were responsible for the deleterious effects of having the opportunity for comparative appraisal; it was found that subjects quickly conformed to the behavior pattern of the interacting others, regardless of whether the false feedback indicated that the other subjects were consuming more or less than no-treatment control subjects. Experiment 3 was conducted to determine the motivation of subjects reacting to the actions of others; differential predictions based upon a competition/relative outcome explanation and upon an information search explanation were made. The data were consistent with the information search explanation.     

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.     

Differentiation in judgements of self and others: The role of self-consciousness

This study investigated the role of individual differences in Private and Public self-consciousness (SC) on differentiation of self and others in judgements of personality. Ss judged themselves and six other familiar persons on personality constructs derived from a modified Rep Grid procedure. Results showed that the judgements of high scorers on Private SC exhibited greater within-self and self-other differentiation than those of low scorers. There was no significant influence of Private SC on differentiation of other stimulus persons. Public SC had no significant influence on any of the measures of differentiation. The findings were discussed in terms of previous research on self-awareness, the specificity of measures of self-consciousness, and Duval and Wicklund's attentional model of self-awareness.     

The role of automaticity in determining the inclination to forgive close others

Hitherto, the literature on forgiveness has almost exclusively focused on the role of deliberative processes (e.g., attribution processes) in determining forgiveness. However, in the present article, we argue that in the context of close relationships, the inclination to forgive can be relatively automatically evoked in response to an offense. Four studies provide evidence relevant to this general hypothesis. Studies 1 and 2 demonstrate that the subliminal presentation of close others (versus non-close others or a control word) induces a relatively strong inclination to forgive various offenses. Study 3 provides insight into the cognitive processes that underlie the closeness-forgiveness link, demonstrating that thinking of (a transgression of) a close other (compared to a non-close other) leads to enhanced accessibility of the construct of forgiveness. Finally, Study 4 demonstrates that forgiving responses toward a close offender are less dependent on cognitive resources than are forgiving responses toward a non-close offender, suggesting that, in close relationships, the inclination to forgive arises in a relatively effortless, habitual manner. Implications for theorizing on how people forgive are being discussed.