Asserting your mind: Interruptions extremize consumer choices

Interruptions prevail in the retail environment, especially during consumer decision-making. However, scant research has examined whether and how interruptions that suspend decisions affect consumer choices. We posit that interruptions heighten the consumers' preference certainty, which leads to a choice extremity effect—consumers choose their preferred products even more and their unpreferred products even less. Six experiments provide convergent evidence for the choice extremity effect and the underlying process. Study 1a shows that interruptions lead to choice extremity with a vice product (i.e., chips). Study 1b confirms the effect in the context of incentive-compatible choices. Study 2 replicates the choice extremity effect with a virtue product (i.e., yogurts). Study 3 further tests the robustness of the effect with a decision-related interruption. Study 4 shows that preference certainty mediates the effect of interruptions on choice extremity and rules out the level of arousal and task involvement as alternative accounts. Using a moderation approach, Study 5 shows that the choice extremity effect disappears when consumers have high self-concept clarity. The present study contributes to research on interruptions, preference certainty, and consumer choices and provides implications for marketers.     

The mere possession effect of shareable digital coupons: The mediating role of anticipated self-enhancement

Shareable digital coupons have emerged as a new marketing strategy. Prior literature on shareable coupons assumes that shareable coupons can play a role only after they have been shared with others. Surprisingly, we theorize that shareable coupons can come into play as early as when consumers merely possess them, even before consumers share them with others, an effect that precedes the effect of the actual coupon sharing. In this research, we show that the mere possession of shareable digital coupons (not necessarily the actual sharing) is able to induce anticipated self-enhancement among consumers. Hence shareable digital coupons are more effective than non-shareable digital coupons, and the effect is most pronounced among consumers with high image concerns. The higher coupon effectiveness of shareable digital coupons is reflected in consumers' greater urge/intention to acquire the coupon, intention to revisit, willingness to spend, as well as in firm's sales increase when products are promoted with shareable instead of non-shareable digital coupons. Our work contributes to the literature on shareable coupons, the mere possession effects, anticipated self-enhancement, and other-rewarding promotions, and is of important managerial value given the ease with which the shareability feature can be added to coupons.     

汉语的语境信息对抽象句和具体句回忆的影响

本实验用汉语材料进行实验,考察了语境信息对抽象句和具体句回忆的影响。在实验Ⅰ中抽象目标句和具体目标句镶嵌在随机语境或主题语境中。在随机语境条件下,被试对具体句比抽象句具有较好的回忆成绩;而在主题语境下,两种类型的句子之间的回忆成绩没有差异,具体性效应消失。实验Ⅱ增加了部分整合语境,在这种条件下,构成语境的主要名词与主题语境相同,但没有形成一个完整的主题。结果发现适当的语境对抽象句的回忆有促进作用,部分整合语境的促进作用位于随机语境和主题语境之间。语境对具体句的回忆没有影响。这一结果支持了语境有效模型。     

体操运动员比赛时尿内儿茶酚胺的排出量

测量了37名体操运动员在比赛前和训练前的血压和脉率,并测了25名运动员赛前、赛后和训练后尿内儿茶酚胺的排出量。结果发现男子组赛前舒张压比训练前为高。比赛后尿内去甲肾上腺素排出量男女组均显著高于比赛前,男子组训练后尿内去甲肾上腺素排出量比比赛后略低,而女子组则比比赛后有明显降低。说明男子组去甲肾上腺素的排出增加与情绪的关系较少,而女子组则与情绪关系较密切。赛后肾上腺素排出量男女组均有明显增加,训练后排出量均比比赛后排出量低。女子组在赛前、赛后、训练后肾上腺素排出量均比男子组为低,但差异未达显著水平。比赛中发挥好的肾上腺素排出量倾向较低。     

初中生友谊质量与孤独感的变化轨迹:一项多元潜变量增长模型分析

为考察初中生友谊质量与孤独感的变化轨迹及两者间的关系,采用关系网络问卷、孤独感量表对西安市的875名初中生（M=12.73±0.18;男生494名）进行三年追踪测量,使用多元潜变量增长模型进行分析。结果发现：（1）初中三年,中学生的友谊质量逐渐提高,孤独感水平逐渐下降;（2）初一时的友谊质量和孤独感水平存在显著的个体差异,初中三年期间二者的发展速度也存在个体差异;（3）初一时的友谊质量可显著预测初一时的孤独感水平（β=-1.77,p<0.001）及随后的发展速度（β=0.20,p<0.05）;（4）男生的孤独感水平初始值高于女生,友谊质量的初始值则低于女生;高SES个体孤独感的起始值高于低SES个体。本研究结果揭示了初中三年期间个体友谊质量与孤独感的动态变化关系及友谊质量对孤独感的预测作用,对改善青少年孤独感的现状有一定的现实指导意义。     

项目特征曲线等值的抽样误差

现在,等值越来越受到各考试测验机构及测量学研究人员的重视,特别是项目反应理论等值的优越性更使他们有了信心。然而,很多人却没有注意到被试能力分布形态可能给等值结果带来的影响效果及程度。本研究以项目反应理论两级记分模型的项目参数等值在不同被试能力分布形态下的结果差异作为重点,探讨被试抽样偏差可能给项目特征曲线等值带来的误差问题。研究结果表明,被试能力分布形态会显著地影响项目参数等值的系数,特别地,能力分布的偏态系数与等值方程的截距存在显著的线性相关关系,但能力分布形态的变化对等值方程中斜率的影响并不明显     

不同加工与记忆编码关系的ERP研究

通过事件相关电位(ERPs)记录,探讨了深、浅2种加工与记忆编码的相互关系。研究结果表明,（1）在深、浅两种加工条件下,首次使用汉字材料,获得了ERP相继记忆效应（Dm),随后再认正确的ERPs比随后再认不正确的ERPs有更大的晚正成分。（2）深加工的Dm效应始于N2波的前支（230－280ms)和N2波之后（395－800ms);而浅加工的Dm效应发生在345－490ms之间。深、浅加工的Dm效 涉及不同的脑区,这一结果支持深、浅两种加工的Dm效应可能是分离的结论。     

进化心理学择偶心理机制假设的跨文化检验

通过对404例天津和432例Boston征婚启事的内容分析,结果发现：（1）男性更关注未来异性配偶的相貌、身材信息,而女性更关注对方的资源与承诺信息,但天津男女征婚者在这两方面都表现得更为强烈;（2）男性随年龄增长,会倾向于更大程度地寻找比自己小的女性,而中美女性则较稳定;（3）Boston人的配偶选择年龄空间较天津人广;（4）在个性特质方面,天津人更关注承诺性,Boston人更关注精神性与“享乐性”。结果表明,进化心理学对男女间差异有较大解释力,但对中美之间的文化差异却缺乏足够说服力。     

名词与动词加工的ERP差异

采用词汇判断任务和记录ERP的方法,探讨了名词与动词之间的差异以及词汇的具体性对这种词性效应的影响。研究结果表明,在200~300ms、300~400ms（即N400）时窗,词性与具体性的交互作用在两侧电极上达到显著水平,在两半球上具体名词所诱发的ERP比具体动词更负。并且,在N400上词性与电极位置有显著的交互作用,名词与动词的差异主要存在于左、右半球的额叶和颞叶。本研究结果部分支持了语言表征的神经生物学理论