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51.
Bert Paesbrugghe Arun Sharma Niladri Syam 《Journal of Personal Selling & Sales Management》2018,38(1):123-143
The business-to-business selling function has changed over the years, with more informed and demanding buyers, prompting firms to move toward a more consultative, solution-selling approach. While these changes have been the focus of extensive research in the personal selling and sales management domain, the customer side of the interaction dyad requires more examination. Even within the context of the customer side, insufficient attention has been paid to the purchasing function in business-to-business (B2B) selling research. Given the increased importance in customer organizations of the purchasing function, this article presents a literature review that highlights the purchasing function's personal selling and sales management needs and argues that, as the purchasing function becomes more important and its needs evolve, personal selling and sales strategies also need to evolve. The article highlights areas for future research in this domain. 相似文献
52.
Lawrence J. Brown 《The International journal of psycho-analysis》2012,93(5):1191-1214
This paper has traced Bion’s discovery of alpha function and its subsequent elaboration. His traumatic experiences as a young tank commander in World War I (overlaid on, and intertwined with, childhood conflicts) gave him firsthand exposure to very painful emotions that tested his capacity to manage. Later, in the 1950s, after his analysis with Melanie Klein and marriage to Francesca Bion, he undertook the analysis of psychotic patients and learned how they disassembled their ability to know reality as a defense against unbearable emotional truths in their lives. This led Bion to identify an aspect of dreaming that was necessary in order for reality experience to be given personal meaning so that one may learn from experience. Simultaneous with working out this new theory of dreaming, Bion also revisited his World War I experiences that had remained undigested and all these elements coalesced into a selected fact – his discovery of alpha function. In subsequent writings, Bion explored the constituent factors of alpha function, including the container/contained relationship, the PS?D balance, reverie, tolerated doubt and other factors which I have termed the ‘Constellation for Thinking’. 相似文献
53.
Effects of a meaningful, a discriminative, and a meaningless stimulus on equivalence class formation
Fields L Arntzen E Nartey RK Eilifsen C 《Journal of the experimental analysis of behavior》2012,97(2):163-181
Thirty college students attempted to form three 3-node 5-member equivalence classes under the simultaneous protocol. After concurrent training of AB, BC, CD, and DE relations, all probes used to assess the emergence of symmetrical, transitive, and equivalence relations were presented for two test blocks. When the A-E stimuli were all abstract shapes, none of 10 participants formed classes. When the A, B, D, and E stimuli were abstract shapes and the C stimuli were meaningful pictures, 8 of 10 participants formed classes. This high yield may reflect the expansion of existing classes that consist of the associates of the meaningful stimuli, rather than the formation of the ABCDE classes, per se. When the A-E stimuli were abstract shapes and the C stimuli became S(D)s prior to class formation, 5 out of 10 participants formed classes. Thus, the discriminative functions served by the meaningful stimuli can account for some of the enhancement of class formation produced by the inclusion of a meaningful stimulus as a class member. A sorting task, which provided a secondary measure of class formation, indicated the formation of all three classes when the emergent relations probes indicated the same outcome. In contrast, the sorting test indicated "partial" class formation when the emergent relations test indicated no class formation. Finally, the effects of nodal distance on the relatedness of stimuli in the equivalence classes were not influenced by the functions served by the C stimuli in the equivalence classes. 相似文献
54.
Although labeling improves executive function (EF) performance in children older than 3 years, the results from studies with younger children have been equivocal. In the current study, we assessed performance in a computerized multistep multilocation search task with older 2-year-olds. The correct search location was either (a) not marked by a familiar picture or given a distinct label, (b) marked by a familiar picture but not given a distinct label, (c) marked by a familiar picture and labeled by the experimenter, or (d) marked by a familiar picture and labeled by the participant. The results revealed that accuracy improved across conditions such that children made the fewest errors when they generated the label for the hiding location. These findings support the hierarchical competing systems model, which postulates that improved performance can be explained by more powerful representations that guide search behavior. 相似文献
55.
Young children are slower in naming the color of a meaningful picture than in naming the color of an abstract form (Stroop-like color-object interference). The current experiments tested an executive control account of this phenomenon. First, color-object interference was observed in 6- and 8-year-olds but not in 12- and 16-year-olds (Experiment 1). Second, meaningful pictures did not interfere in 5- to 7-year-olds’ manual sorting of objects on the basis of color (Experiment 2) or in their naming the number of colored objects in the display, that is, subitizing (Experiment 3). These findings provide support for the view that color-object interference results from the children’s immature inhibition of the prepotent but irrelevant task of object naming. 相似文献
56.
Norman Kreitman 《Metaphilosophy》2011,42(5):642-657
What is it that we lack in everyday life that causes us to value art so highly? This article argues that (almost) all values are to be understood in terms of a needs‐satisfaction system, and hence that the value of art can be understood only with reference to the state of the appreciator prior to engagement with the artwork. Aesthetic appreciation can be analysed as a process, which can be described in empirically based psychological terms, leading to a functional view of aesthetic experience as potentially enhancing the individual's orientation at sensory, cognitive, and interpersonal levels; our motivation is a special form of pleasure. Various objections are then considered, with particular attention to the role of pleasure in connection with tragedy; the relation of art to related cultural pursuits is also briefly indicated. 相似文献
57.
Bram Vervliet Carlos Iberico Ellen Vervoort Frank Baeyens 《Learning and motivation》2011,42(3):210-220
Generalization gradients have been investigated widely in animal conditioning experiments, but much less so in human predictive learning tasks. Here, we apply the experimental design of a recent study on conditioned fear generalization in humans (Lissek et al., 2008) to a predictive learning task, and examine the effects of a number of relevant procedural parameters drawn from the generalization literature in animal conditioning. Experiment 1 shows that prior discrimination learning and steady-state testing procedures sharpen the gradient; Experiment 2 shows that within-subjects testing of the range of generalization stimuli also sharpens the gradient. In addition, Experiment 2 shows that, in case of very flat initial generalization, an orderly gradient can reveal itself through differential rates of extinction learning. Finally, Experiment 2 also evidenced an orderly gradient of generalization-of-extinction. These results suggest that discrimination processes have an important effect on the generalization of predictive learning in humans, and highlight behavioral analogies between animal conditioning and human predictive learning. 相似文献
58.
We examined whether increasing individuals' perceived variability of an out-group reduces prejudice and discrimination toward its members. In a series of 4 laboratory and field experiments, we attracted participants' attention to either the homogeneity or the heterogeneity of members of an out-group, and then measured their attitudes or behaviors. Perceived variability was manipulated by making subgroups salient, by portraying the out-group members as having diverse opinions, by making salient that out-group members have different characteristics, or by asking participants to think about differences among out-group members. Prejudice and discrimination were measured in terms of self-reported attitudes, distribution of rewards, helping an out-group confederate, and evaluation of an out-group candidate in a simulated hiring decision. In all experiments, perceived variability decreased prejudice and discrimination. This effect may be due to the fact that perceived variability decreases the role of group membership in the production of attitudes and behaviors toward other individuals. 相似文献
59.
Despite evidence towards the risk for discrimination and acculturative stress that Arab American adolescents may face, the link between socio-cultural adversities and psychological well-being in this population has not been established. This study examined the role of socio-cultural adversities (discrimination and acculturative stress) and cultural resources (ethnic identity, religious support and religious coping) in terms of their direct impact on psychological distress. Using structural equation modeling, the proposed model was tested with 240 Arab American adolescents. The results indicated a strong positive relationship between socio-cultural adversities and psychological distress. Furthermore, this study supported a promotive model of cultural resources, where a negative association between cultural resources and psychological distress was found. Understanding the manner in which socio-cultural adversities and resources are linked to psychological distress can inform the development of culturally appropriate interventions that can effectively mitigate mental health concerns for understudied and vulnerable populations. 相似文献
60.
John A. Johnson Joseph CarrollJonathan Gottschall Daniel Kruger 《Journal of research in personality》2011,45(1):50-58
All literature embodies an implicit theory of personality and human nature (Hogan, 1976). The research described here investigates the implicit personality theory embedded in the behavior of 435 characters in 143 canonical Victorian novels. Characters were rated on the Web by 519 scholars and students of 19th-century British literature. Ratings included the characters’ goals, success in achieving goals, mate preferences and strategies, and personality according to the Five Factor Model. Results suggest that novels by Victorian authors largely reflect personality and human nature as understood by modern personality psychology, but Victorian authors amplify the significance of agreeableness and thus, whether intentionally or not, encourage cooperative impulses in readers. 相似文献