How consumers respond to the behavior of missing a free gift promotion: inaction inertia effect on products offered as free gifts

Inaction inertia describes the phenomenon that an individual is unlikely to act on an attractive opportunity after having bypassed an even more attractive one. The results of two experiments indicate that after missing an initial opportunity to obtain a product as a free gift during a promotional period, the inaction inertia effect reduces the likelihood of consumers buying the product at a discounted price (second, inferior opportunity), particularly if the free gift has a high regular price. Additionally, according to the results of Experiment 2, those consumers are less likely to buy a product that has been offered previously as a free gift when a greater total quantity of the free gift is offered during a promotional period. Moreover, the mediation analysis results indicate that anticipated regret and valuation significantly impact the mediating role of inaction inertia.     

Vulnerability-specific stress generation: an examination of depressogenic cognitive vulnerability across multiple domains

Background and Objectives: Although there is supporting evidence for the stress generation hypothesis (i.e., the tendency for depression-prone individuals to experience more negative dependent events influenced by their behaviors and characteristics), additional research is required to advance current understanding of the specific types of dependent events relevant to this effect. The present study elaborated on the stress generation hypothesis, in which the content of negative dependent events experienced by individuals is contingent upon, and matches, the nature of their particular vulnerabilities. This extension was tested within the context of Cole's competency-based model of depression. Design: Participants (n = 185) were assessed at two time-points separated by a four-month interval. Methods: Self-perceived competence in academic, social, and appearance domains at the initial time-point were examined in relation to negative life events prospectively occurring over the four-month follow-up period, assessed using the “contextual threat” method. Results: Partial support was obtained for vulnerability-specific stress generation. Stress-generation specificity was found for self-perceived competence in appearance and academic domains, but not for self-perceived social competence. Conclusions: The current findings are consistent with the possibility of a more complex relation between self-perceived social competence and domain-congruent stress generation. Individuals may be more likely to experience negative dependent events in domains matching their specific vulnerabilities.     

In the absence of conflicting testimony young children trust inaccurate informants

The present research investigated the nature of the inferences and decisions young children make about informants with a prior history of inaccuracies. Across three experiments, 3‐ and 4‐year‐olds (total N = 182) reacted to previously inaccurate informants who offered testimony in an object‐labeling task. Of central interest was children's willingness to accept information provided by an inaccurate informant in different contexts of being alone, paired with an accurate informant, or paired with a novel (neutral) informant. Experiments 1 and 2 showed that when a previously inaccurate informant was alone and provided testimony that was not in conflict with the testimony of another informant, children systematically accepted the testimony of that informant. Experiment 3 showed that children accepted testimony from a neutral informant over an inaccurate informant when both provided information, but accepted testimony from an inaccurate informant rather than seeking information from an available neutral informant who did not automatically offer information. These results suggest that even though young children use prior history of accuracy to determine the relative reliability of informants, they are quite willing to trust the testimony of a single informant alone, regardless of whether that informant had previously been reliable.     

Utility blindness: Why do we fall for deals?

Utility blindness occurs under limited information processing when consumers base their purchase decisions solely on transaction utility (gains from the deal) rather than on total utility. When the deal is attractive enough, consumers will buy a product even though the total utility is little or negative; on the other hand, an unattractive deal might decrease consumers' purchase likelihood even when the total utility is unaffected by the promotion. In this paper, three experiments provide evidence for the existence of utility blindness and demonstrate that information processing limitation is the underlying process. Transaction utility salience and cognitive load are identified as the moderating factors. Theoretical contributions, managerial implications, limitations, and future areas of the current research are also discussed. Copyright © 2013 John Wiley & Sons, Ltd.     

有时间压力下学习率对学习时间分配议程的影响:来自眼动的证据

利用眼动分析技术,通过设置不同难度和分值的计算项目,探讨了在有时间压力下学习者的学习时间分配。结果发现:(1)在首次项目选择上,学习者优先选择学习率最高的项目;(2)在学习过程中,学习者的项目选择次序也是根据学习率由高到低。总之,在学习时间分配上,如果需要权衡难度与分值,学习者会考虑单位时间的获益,也就是以学习率为议程的主要依据。研究不仅利用眼动分析技术证实了基于议程的学习时间分配模型,而且进一步揭示了学习率是设置学习时间分配议程的重要依据。     

Effects of self–other decision-making on time-based intertemporal choice

The effects of self–other decision-making on intertemporal choice have been revealed in many studies using a monetary outcome. However, the outcome of intertemporal choice is not restricted to money; time is also a scarce and nonrenewable resource outcome. Thus, we conducted a series of experiments to address the effects of self–other decision-making on time-based intertemporal choice, a type of intertemporal choice that uses time as an outcome. Over the course of three experiments, differences in self–other decision-making were evidenced. Participants who made decisions for others were more likely to prefer the smaller but sooner (SS) option over the larger but later (LL) option and considered the gain of the SS option to be significantly greater than that of the LL option. Participants who made decisions for themselves were likely to prefer the LL option over the SS option. However, they considered the gains of the LL and the SS option to be indifferent. Changing the role of decision-making could affect the ability of individuals to consider the future consequences of their decisions. The effects of self–other decision-making on time-based intertemporal choice could be explained by the accounts of economic reasoning and construal level theory. The findings indicated that the effects of self–other decision-making on time-based intertemporal choice, which could be generated simply by rewording questions, can help individuals make optimal long-term choices without the need for increased control.     

城镇化进程中离乡农民心理健康特点调查及心理素质、相对剥夺感的影响机制

为探讨城镇化进程中离乡农民的心理健康特点以及心理素质、相对剥夺感对其的影响,通过量表对1339名城乡居民进行调查。结果发现:离乡与留乡农民在幸福感、拥有生命意义感、感知控制感、心理素质方面显著低于城镇居民,在状态焦虑方面显著高于城镇居民; 离乡农民在抑郁上显著高于城镇居民,在感知控制感上显著高于留乡农民,在心理素质上显著低于留乡农民; 留乡农民在相对剥夺感上显著高于城镇居民; 离乡农民的幸福感、拥有生命意义感、感知控制感态与相对剥夺感呈显著负相关,与心理素质呈显著正相关; 离乡农民的抑郁、状态焦虑与相对剥夺感呈显著正相关,与心理素质呈显著负相关; 离乡农民的相对剥夺感与心理素质之间呈显著负相关。心理素质除了可以直接预测心理健康各项指标,还可以通过相对剥夺感的中介作用,间接预测幸福感、抑郁及状态焦虑。提升心理素质和降低相对剥夺感是离乡农民心理健康服务的重要切入点。     

Children’s Life Satisfaction: Developmental Trajectories and Environmental and Personality Predictors

Life satisfaction is a key indicator of children’s healthy development. Although the developmental changes of life satisfaction during adolescence have been investigated, the developmental trajectories of life satisfaction and related predictors during childhood remain unclear. Thus, the current study aimed to identify the developmental trajectories of life satisfaction covering the period from middle to late childhood as well as to examine the predictive roles of environmental factors (i.e., family dysfunction and basic psychological needs satisfaction at school), personality factors (i.e., neuroticism and extraversion), and their interactions in these developmental trajectories. An accelerated longitudinal design was used with Chinese elementary school students (N?=?1069, 45.8% girls, M _age?=?9.43, SD?=?0.95) of 3 cohorts (grade 3, grade 4, and grade 5) on 4 occasions at 6-month intervals. Growth mixture modeling analyses revealed three distinct trajectories of life satisfaction: “High-Stable” (88.8%), “High-Decreasing” (6.8%), and “Low-Increasing” (4.4%). Multivariate logistic regression analyses revealed that family dysfunction and neuroticism served as risk factors for adverse developmental trajectories of life satisfaction; whereas basic psychological needs satisfaction at school served as a protective factor. Furthermore, the interaction between family dysfunction and extraversion suggested that higher levels of extraversion buffered children against the negative effect of family dysfunction on the development of life satisfaction. The identification of three heterogeneous trajectory groups of children’s life satisfaction and key personality and environmental predictors associated with the trajectories suggests that specific interventions need to be tailored to the unique characteristics of the relevant trajectory groups.

     

Effects of Father-Adolescent and Mother-Adolescent Relationships on Depressive Symptoms among Chinese Early Adolescents

Parent–adolescent relationships play an important role in protecting adolescents from depressive symptoms. However, there are no consistent conclusions about the extent to which fathers and mothers uniquely contribute to adolescents’ depressive symptoms. The present study aimed to acquire knowledge in this research area in two ways. First, this study separated the potential impacts of father–child and mother–child relationships on depressive symptoms in Chinese adolescents. Second, this study used a longitudinal design with nationally representative samples from the China Education Panel Survey. A total of 8794 middle school students in grade 7 completed measures of father–adolescent and mother–adolescent relationships, and depressive symptoms twice (T1 and T2; one-year interval). Results indicated that both positive father–adolescent and mother–adolescent relationships had negative effects on depressive symptoms in female adolescents. However, positive father-adolescent, not mother-adolescent, relationships had a negative effect on depressive symptoms in male adolescents. These findings suggest that positive parent–adolescent relationships could reduce early adolescents’ depressive symptoms, but positive father–adolescent and mother–adolescent relationships might have different protective effects on early adolescents’ depressive symptoms among male and female adolescents in China.