The importance of corporate and salesperson expertise and trust in building loyal business-to-business relationships in China

International relationships are critical to business success in this increasingly interdependent world. China is the world’s second largest economy and may soon overtake the United States in the near future. Thus, it becomes important for potential trading partners to understand how to effectively develop and maintain business relationships with this growing economic entity. In this study, we surveyed Chinese business people with purchasing responsibilities to better understand the dynamics of their business-to-business relationships. The data were empirically analyzed using structural equation modeling to test the interrelationship between perceptions of salesperson and corporate expertise, trust and loyalty. The results suggest that trust and expertise play key roles in developing long-term business-to-business associations in China. Managerial implications are discussed and avenues of future research are proposed.     

Missed losses loom larger than missed gains: Electrodermal reactivity to decision choices and outcomes in a gambling task

Loss aversion is a defining characteristic of prospect theory, whereby responses are stronger to losses than to equivalently sized gains (Kahneman & Tversky Econometrica, 47, 263–291, 1979). By monitoring electrodermal activity (EDA) during a gambling task, in this study we examined physiological activity during risky decisions, as well as to both obtained (e.g., gains and losses) and counterfactual (e.g., narrowly missed gains and losses) outcomes. During the bet selection phase, EDA increased linearly with bet size, highlighting the role of somatic signals in decision-making under uncertainty in a task without any learning requirement. Outcome-related EDA scaled with the magnitudes of monetary wins and losses, and losses had a stronger impact on EDA than did equivalently sized wins. Narrowly missed wins (i.e., near-wins) and narrowly missed losses (i.e., near-losses) also evoked EDA responses, and the change of EDA as a function of the size of the missed outcome was modestly greater for near-losses than for near-wins, suggesting that near-losses have more impact on subjective value than do near-wins. Across individuals, the slope for choice-related EDA (as a function of bet size) correlated with the slope for outcome-related EDA as a function of both the obtained and counterfactual outcome magnitudes, and these correlations were stronger for loss and near-loss conditions than for win and near-win conditions. Taken together, these asymmetrical EDA patterns to objective wins and losses, as well as to near-wins and near-losses, provide a psychophysiological instantiation of the value function curve in prospect theory, which is steeper in the negative than in the positive domain.     

Comparison of affective and semantic priming in different SOA

Researchers have been at odds on whether affective or semantic priming is faster or stronger. The present study selects a series of facial expression photos and words, which have definite emotional meaning or gender meaning, to set up experiment including both affective and semantic priming. The intensity of emotion and gender information in the prime as well as the strength of emotional or semantic (in gender) relationship between the prime and the target is matched. Three groups of participants are employed separately in our experiment varied with stimulus onset asynchrony (SOA) as 50, 250 or 500 ms. The results show that the difference between two types of priming effect is revealed when the SOA is at 50 ms, in which the affective priming effect is presented when the prime has negative emotion. It indicates that SOA can affect the comparison between the affective and semantic priming, and the former takes the priority in the automatic processing level.     

Target enhancement and distractor inhibition affect transitory surround suppression in dual tasks using multiple rapid serial visual presentation streams

Few studies have investigated the interaction between temporal and spatial dimensions on selective attention using dual tasks in the multiple rapid serial visual presentation (RSVP) paradigm. A phenomenon that the surround suppression in space changes over time (termed transitory surround suppression, TSS, in the present study) has been observed, suggesting the existence of this time–space interaction. However, it is still unclear whether target enhancement or distractor inhibition modulates TSS. Four behavioural experiments were conducted to investigate the mechanism of TSS by manipulating the temporal lag and spatial distance factors between two targets embedded in six RSVP streams. The TSS effect was replicated in a study that eliminated confounds of perceptual effects and attentional switch (Experiment 1). However, the TSS disappeared when two targets shared the same colour in a between-subjects design (Experiment 2a) and a within-subject design (Experiment 2b), suggesting the impact of target enhancement on TSS. Moreover, the TSS was larger for within-category than for between-category distractors (Experiment 3), indicating the impact of distractor inhibition on TSS. These two influences on TSS under different processing demands of target and distractor processing were further confirmed in a skeletal design (Experiment 4). Overall, combinative effects of target enhancement and distractor suppression contribute to the mechanisms of time–space interaction in selective attention during visual search.     

Who cares about demands–abilities fit? Moderating effects of goal orientation on recruitment and organizational entry outcomes

The authors conduct three studies to systematically examine how avoiding and learning goal orientation (AGO and LGO) influence relationships between perceived demands‐abilities (DA) fit and critical outcomes during three organizational entry stages. Study 1, a multilevel study using a series of mock job advertisements, shows that participant likelihood of applying for jobs for which they perceive higher DA fit increases when AGO is stronger. Study 2 finds a stronger positive relationship between perceived DA fit and internship satisfaction among interns with a stronger AGO. Study 3 finds a stronger positive relationship between perceived DA fit and organizational citizenship behavior (OCB) among new organizational entrants with a stronger AGO. Implications and future research directions regarding the importance of goal orientation during job search and organizational entry are discussed.     

Approximations to the distribution of a test statistic in covariance structure analysis: A comprehensive study

In structural equation modelling (SEM), a robust adjustment to the test statistic or to its reference distribution is needed when its null distribution deviates from a χ² distribution, which usually arises when data do not follow a multivariate normal distribution. Unfortunately, existing studies on this issue typically focus on only a few methods and neglect the majority of alternative methods in statistics. Existing simulation studies typically consider only non-normal distributions of data that either satisfy asymptotic robustness or lead to an asymptotic scaled χ² distribution. In this work we conduct a comprehensive study that involves both typical methods in SEM and less well-known methods from the statistics literature. We also propose the use of several novel non-normal data distributions that are qualitatively different from the non-normal distributions widely used in existing studies. We found that several under-studied methods give the best performance under specific conditions, but the Satorra–Bentler method remains the most viable method for most situations.     

The impact of balance‐focused attitudes on job stress: Gender differences evidenced in American and Chinese samples

Based on gender role expectations model, we examined how balance‐focused attitudes would affect job stress by influencing individuals' perceptions of family interference with work (FIW), and investigated whether a gender difference would exist in the relationships among balance‐focused attitudes, FIW and job stress. Using two independent samples from the United States and China, we found support for the indirect influence of balance‐focused attitudes on job stress, through FIW. Participants with balance‐focused attitudes experienced lower levels of job stress as they perceived less interference from family to work. As expected, such indirect effect was more pronounce among male participants, meaning that the male participants benefited more from having balance‐focused attitudes. Discussion, theoretical and practical implications are provided.     

求职行为的心理学研究

心理学家将有效的求职行为看作成功就业的前提。求职行为是一个复杂的动态过程,求职行为的测量可分为三个维度：频率-强度,内容-性质,短期-长期。求职行为的预测因素研究很多,研究结果也多种多样。关于求职结果的测量指标最近有了新的进展,即不再简单地将就业状态二分为就业和未就业,而是考虑到了各种不充分就业状态。文章最后讨论了求职行为研究的现代特点及可能远景     

评价中心的构想效度和结构模型

采用多质多法和验证性因素分析的方法,对以无领导小组讨论、文件筐和人格测验构成的一个评价中心的构想效度和结构模型进行了研究。通过对136名被试在四个测评维度上的施测,其结果表明,在评价中心中会聚效度低于区分效度,影响评价中心测评结果的主要因素是测评方法而不是测评维度,从而得到了一个以测评方法为潜变量的评价中心结构模型。从该结构模型来看,评价中心之所以起作用是由于其多个测评方法(情景)的结果。表明测评情景对于构建评价中心有着至关重要的作用。     

小学四年级学生写作构思技能培养的实验研究

本研究运用心理模拟法创立了写作构思活动模式,并根据心智技能按阶段形成的理论对构思技能进行了分阶段培养。结果表明：①写作构思活动的实践模式可以有效地提高学生的写作构思技能水平,并能进而促进其写作水平的整体提高;②小学四年级学生在写作构思水平上不存在明显的性别差异,男女学生可以同等程度地接受构思技能的培训;③学生原有的写作技能水平和智力水平对于当前的写作活动有明显影响。