Assertive Ads for Want or Should? It Depends on Consumers’ Power

Advertisements using assertive language are commonly seen in marketing communications, yet assertive language has often been shown to be ineffective in communication and even decrease compliance. Recent research began to examine factors that influence the effectiveness of assertive advertising messages, but little research has studied the potential moderating role of consumer‐related factors. The current research fills this gap by investigating the moderating role of consumers’ power. Across five studies, the authors find that for high‐power consumers, assertive ads are effective in promoting want products but ineffective in promoting should products. For low‐power consumers, however, assertive ads are effective in promoting should products but ineffective in promoting want products. Moreover, the authors show that this pattern of results is driven (mediated) by consumers’ perception of the fit between the advertising message and the advertised product. Theoretical and practical implications of the findings are discussed.     

Mapping differential responses to cognitive training using machine learning

We used two simple unsupervised machine learning techniques to identify differential trajectories of change in children who undergo intensive working memory (WM) training. We used self‐organizing maps (SOMs)—a type of simple artificial neural network—to represent multivariate cognitive training data, and then tested whether the way tasks are represented changed as a result of training. The patterns of change we observed in the SOM weight matrices implied that the processes drawn upon to perform WM tasks changed following training. This was then combined with K‐means clustering to identify distinct groups of children who respond to the training in different ways. Firstly, the K‐means clustering was applied to an independent large sample (N = 616, M_age = 9.16 years, range = 5.16–17.91 years) to identify subgroups. We then allocated children who had been through cognitive training (N = 179, M_age = 9.00 years, range = 7.08–11.50 years) to these same four subgroups, both before and after their training. In doing so, we were able to map their improvement trajectories. Scores on a separate measure of fluid intelligence were predictive of a child's improvement trajectory. This paper provides an alternative approach to analysing cognitive training data that go beyond considering changes in individual tasks. This proof‐of‐principle demonstrates a potentially powerful way of distinguishing task‐specific from domain‐general changes following training and of establishing different profiles of response to training.     

线索冲突情境下幼儿对不同领域知识的选择性信任特点

探讨幼儿在准确性线索和共识线索冲突情境下对自然与社会领域知识的选择性信任特点。实验1探究幼儿在线索冲突情境下对自然领域知识的选择性信任,选取88名4~6岁幼儿,采用对物品命名的方法,结果发现4岁幼儿依据共识线索进行信任判断,而5~6岁幼儿依据准确性线索进行信任判断;实验2探究幼儿在线索冲突情境下对社会领域知识的选择性信任,选取94名4-6岁幼儿,采用对人格特质命名的方法,结果发现4岁幼儿依据共识线索进行信任判断,5岁幼儿对两类线索没有做出偏向性选择,6岁幼儿依据准确性线索进行信任判断。实验3采用被试内设计,探讨5岁幼儿对两个领域知识的选择性信任,验证了实验1和实验2的相关结果。结论:在线索冲突情境下幼儿对不同领域知识的选择性信任具有不同的年龄发展特点。     

精神分析视域下的身心观

身心关系问题是人类长期探究的重要议题。精神分析学家对身心关系具有诸多独特见解,具体表现为：身体是心理的基础,身体是心理的象征,身体与心理的交织。此三种观点不仅反映出不同精神分析学家在方法论、认识论以及本体论上的差异,也蕴含着精神分析不同流派的理论脉络。厘清精神分析视域下的身心观,既有助于自然科学心理学与人文科学心理学在精神分析中寻求一种主客交织的研究视角,也可为心理学和其他学科领域研究身心关系问题提供新的切入点。     

Remembering changes: repetition effects in face recollection.

Two experiments examined effects of repetition and change on states of awareness in face recognition. Participants studied repeatedly presented photographs of faces, with the second presentation following either immediately after the first presentation (massed repetition) or following six intervening items (spaced repetition). To manipulate perceptual change, each repeated face was either identical or a mirror image of the first presentation. Subsequently, when recognising a face, participants indicated whether they consciously recollected its prior occurrence ("remembering") or recognised it on the basis of familiarity ("knowing"). Changes in appearance between repeated faces enhanced remember, but not know, responses, and these effects were accentuated for spaced, rather than massed, repetition. These findings suggest that distinctiveness of encoding supports the phenomenological experience of conscious remembering.     

What do you think I think you think?: Strategic reasoning in matrix games

In reasoning about strategic interpersonal situations, such as in playing games, an individual's representation of the situation often includes not only information about the goals and rules of the game, but also a mental model of other minds. Often such mental models involve a hierarchy of reflexive reasoning commonly employed in social situations ("What do you think I think you think..."), and may be related to the developmental notion of 'theory of mind'. In two experiments, the authors formally investigate such interpersonal recursive reasoning in college-age adults within the context of matrix games. Participants are asked to predict the moves of another player (experimenter's confederate) in a two-choice, sequential-move game that may terminate at various stages with different payoffs for each player. Participants are also asked to decide optimally on their own moves based on the prediction made. Errors concerning the prediction, or translation of those predictions into decisions about one's action, were recorded. Results demonstrate the existence of a "default" mental model about the other player in the game context that is dynamically modified as new evidence is accumulated. Predictions about this other player's behavior are, in general, used consistently in decision-making, though the opponent tends to be modeled, by default, to behave in a myopic fashion not anticipating the participant's own action.     

On normal theory based inference for multilevel models with distributional violations

Data in social and behavioral sciences are often hierarchically organized though seldom normal, yet normal theory based inference procedures are routinely used for analyzing multilevel models. Based on this observation, simple adjustments to normal theory based results are proposed to minimize the consequences of violating normality assumptions. For characterizing the distribution of parameter estimates, sandwich-type covariance matrices are derived. Standard errors based on these covariance matrices remain consistent under distributional violations. Implications of various covariance estimators are also discussed. For evaluating the quality of a multilevel model, a rescaled statistic is given for both the hierarchical linear model and the hierarchical structural equation model. The rescaled statistic, improving the likelihood ratio statistic by estimating one extra parameter, approaches the same mean as its reference distribution. A simulation study with a 2-level factor model implies that the rescaled statistic is preferable.This research was supported by grants DA01070 and DA00017 from the National Institute on Drug Abuse and a University of North Texas faculty research grant. We would like to thank the Associate Editor and two reviewers for suggestions that helped to improve the paper.