权力感对拟人化产品购买意愿的影响

从信息加工流畅性视角切入,探讨消费者权力感对不同类型拟人化产品购买意愿的影响及其作用机理。168名本科生参与分组实验。结果表明,对于高权力感的人来说,与热情型拟人化产品相比,他们对能力型拟人化产品的购买意愿更高;对于低权力感的人来说,与能力型拟人化产品相比,他们对热情型拟人化产品的购买意愿更高。信息加工流畅性在权力感与拟人化类型交互影响拟人化产品购买意愿关系中起完全中介作用。     

Idiosyncratic matching and choice: When less is more

In three studies, reliance on “goodness-of-fit” criteria exerted an influence on assessments of pay-TV packages that challenged normative standards relating to the principle of dominance. Studies 1 and 2 showed that the addition of one or more non-favored channels to a package of favored ones resulted in lower consumer interest, and the subtraction of one or more non-favored channels from a mixed package resulted in greater consumer interest, even when the relevant offering price remained unchanged. Study 3 demonstrated the specific relevance of perceived idiosyncrasy to this phenomenon. Thus, participants responded more positively to a given price reduction for relinquishing a channel they did not like when they believed that their preference ordering was idiosyncratic rather than one shared by their peers. These findings, buttressed by additional data collection to rule out some alternative interpretations and permit within-subject as well as between-subject comparisons, extend the theoretical and practical implications of previous research on the non-normative use of personal “goodness-of-fit” criteria in evaluating the attractiveness of products and programs.     

How Financial Constraints Influence Consumer Behavior: An Integrative Framework

Financial constraints are economic limitations on behavior. Given that millions of people experience chronic or episodic financial constraints, we sought to review research that provides insight into how they affect consumer behavior. We propose an integrative framework that draws insights from multiple literatures that have examined financial constraints from different perspectives. The framework distinguishes between four perspectives, which are rooted in literatures on resource scarcity, choice restriction, social comparison, and environmental uncertainty and highlights different temporal stages of responding to financial constraints, distinguishing between reacting, coping, and adapting. Beyond the obvious negative effects of financial constraints, our framework emphasizes consumer resilience, highlighting that consumers often successfully cope with and devise adaptive strategies to deal with financial constraints. By broadening the behavioral and temporal scope of financial constraints considered within consumer psychology, this framework helps us to understand the often strong and sometimes counterintuitive effects of financial constraints on consumer behavior.     

Task specificity and the timing of discrete aiming movements

In discrete aiming movements the task criteria of time-minimization to a spatial target (e.g., Fitts, 1954) and time-matching to a spatial-temporal goal (e.g., Schmidt et al., 1979) tend to produce different functions of the speed-accuracy trade-off. Here we examined whether the task-related movement speed-accuracy characteristics were due to differential space-time trade-offs in time-matching, velocity-matching and time-minimizing task goals. Twenty participants performed 100 aiming trials for each of 15 combinations of task-type (3) and space-time condition (5). The prevalence of the primary types of sub-movement (none, pre-peak, post-peak, undershooting and overshooting) was determined from the kinematics of the movement trajectory. There were comparable distributions of trajectory sub-movement profiles and space-time movement outcomes across the three tasks at the short movement duration that became increasingly dissimilar over decreasing movement velocity and increasing movement time conditions. Movement time was the most influential variable in mediating sub-movement characteristics and the spatial/temporal outcome accuracy and variability of discrete aiming tasks – a role that was magnified in the explicit task demands of time-matching. The time-matching and time-minimization task goals in discrete aiming induce qualitatively different control processes that progressively contribute beyond the minimal time conditions to task-specific space-time accuracy and variability characteristics of the respective movement speed-accuracy functions.     

Longitudinal relations of self-efficacy to outcome expectations, interests, and major choice goals in engineering students

We examined the nature of the temporal relations among the core person variables in the social cognitive model of academic and career choice [Lent, R. W., Brown, S. D., & Hackett, G. (1994). Toward a unifying social cognitive theory of career and academic interest, choice, and performance [Monograph]. Journal of Vocational Behavior, 45, 79-122.]. Participants were 209 students taking beginning level engineering courses at either a predominantly White or a historically Black university. They completed measures of self-efficacy, outcome expectations, interests, and goals near the end of two consecutive semesters. Path analyses indicated support for a model in which self-efficacy served as a temporal precursor of outcome expectations, interests, and goals. There was less support for a model in which the latter variables produced reciprocal paths to self-efficacy. Implications for future longitudinal research on SCCT’s (social cognitive career theory’s) choice hypotheses are discussed.     

Preference for oddity: uniqueness heuristic or hierarchical choice process?

Traditional economic theories assume decision makers in multialternative choice tasks "assign" a value to each option and then express rational preferences. Here, I report an apparent violation of such rationality in gray jays (Perisoreus canadensis). I tested the jays' preference in a quaternary choice task where three options were the same color and the fourth option was a different color. All options offered an identical food reward and so the strictly rational expectation was that subjects would choose the odd-colored option in 25% of choices. In clear disagreement, every subject chose the odd option more frequently than expected. I speculate as to how this surprising preference for oddity might have been ecologically rational: by using a unique-choice heuristic, the jays might have been able to bypass a deliberative phase of the decision process and devote more attention to scanning for predators. Alternatively, it is conceivable that the jays did not prefer oddity per se. Instead, they might have used a hierarchical process, assigning options to color categories and then choosing between categories. If so, their behavior matches expectation after all (on average, subjects chose the odd option 50% of the time). It should be straightforward to test these competing hypotheses. The current results can be viewed as a new example of how simple mechanisms sometimes produce economically puzzling yet ecologically rational decision making.     

Food and token quantity discrimination in capuchin monkeys (<Emphasis Type="Italic">Cebus apella</Emphasis>)

Quantity discrimination is adaptive in a variety of ecological contexts and different taxa discriminate stimuli differing in numerousness, both in the wild and in laboratory settings. Quantity discrimination between object arrays has been suggested to be more demanding than between food arrays but, to our knowledge, the same paradigm has never been used to directly compare them. We investigated to what extent capuchin monkeys’ relative numerousness judgments (RNJs) with food and token are alike. Tokens are inherently non-valuable objects that acquire an associative value upon exchange with the experimenter. Our aims were (1) to assess capuchins’ RNJs with food (Experiment 1) and with tokens (Experiment 2) by presenting all the possible pair-wise choices between one to five items, and (2) to evaluate on which of the two proposed non-verbal mechanisms underlying quantity discrimination (analogue magnitude and object file system) capuchins relied upon. In both conditions capuchins reliably selected the larger amount of items, although their performance was higher with food than with tokens. The influence of the ratio between arrays on performance indicates that capuchins relied on the same system for numerical representation, namely analogue magnitude, regardless of the type of stimuli (food or tokens) and across both the small and large number ranges.     

A short proof of a theorem of Falmagne

Falmagne (J. Math. Psychol. 18 (1978) 52) proved the sufficiency of the Block-Marschak inequalities (in: I. Olkin, S. Ghurye, W. Hoefding, W. Madow, H. Mann (Eds.), Contributions to Probability and Statistics, Stanford University Press, Stanford, CA, 1960, pp. 97-132) and normalization equalities for a complete system of choice probabilities to be induced by rankings. Here, we give a considerably shorter proof of this result. Our approach combines Möbius inversion and network flows.     

Effect propensity

In a choice between two options, decision makers can often be roughly divided into three groups: those who strongly prefer the first option, those who strongly prefer the second option, and those whose choices are most sensitive to the specific conditions (Switchers). In any reference state, such as the experimental control, Switchers’ choices are unlikely to be exactly equally divided between the options, which potentially creates a ceiling effect among those most susceptible to influence by the particular conditions or experimental manipulations. The limited growth potential of the option favored by Switchers in the reference state can produce “effect propensity,” whereby any condition or manipulation applied to the reference state is more likely to increase the share of the other option. We test this proposition in a series of studies in the context of choices between safe and risky options and between lower-price/quality and higher-price/quality options. The results indicate that a large majority of conceptually unrelated manipulations tend to increase the choice share of risky and higher-price/quality options. This effect propensity can be reversed when the risky and higher-price/quality options are the status quo alternatives or asymmetrically dominating in the reference state. Alternative explanations for effect propensity are examined. We discuss the implications of effect propensity for the interpretation of research findings, the selection of controls, and theory tests.     

Choice is Not True or False: The Domain of Rhetorical Argumentation

Leading contemporary argumentation theories such as those of Ralph Johnson, van Eemeren and Houtlosser, and Tindale, in their attempt to address rhetoric, tend to define rhetorical argumentation with reference to (a) the rhetorical arguer’s goal (to persuade effectively), and (b) the means he employs to do so. However, a central strand in the rhetorical tradition itself, led by Aristotle, and arguably the dominant view, sees rhetorical argumentation as defined with reference to the domain of issues discussed. On that view, the domain of rhetorical argumentation is centered on choice of action in the civic sphere, and the distinctive nature of issues in this domain is considered crucial. Hence, argumentation theories such as those discussed, insofar as they do not see rhetoric as defined by its distinctive domain, apply an understanding of rhetoric that is historically inadequate. It is further suggested that theories adopting this understanding of rhetoric risk ignoring important distinctive features of argumentation about action.