Generating leads with sequential persuasion: should sales influence tactics be consistent or complementary?

Firms are becoming increasingly systematic in sales lead generation activities and recognize that multiple interactions are often required to generate leads and to reassure buyers of the benefits of an offering. However, the literature is contradictory regarding what types of persuasive messages should be used across these multiple interactions. This paper investigates what combination of sales influence tactics (SITs) should be used when customers are approached more than once regarding the same offering, that is, sequentially. Should the SITs be consistent (the same), or complementary (different)? Consistent vs. complementary SIT approaches were tested in two field experiments, one with an electronics manufacturer in a single communication channel setting and one with a financial services provider in a cross-channel setting. The results supported our hypothesis and indicated that the use of complementary SITs across interactions, regardless of the order, increases lead conversion.     

亲密关系中的权力认知

亲密关系中的权力是指亲密关系中的一方改变另一方的思想、情感和/或行为以使其与自己的偏爱相符合的能力或潜能,以及抵抗另一方施加影响企图的能力或潜能。二元权力——社会影响模型和权力的关系阶段模型是关于亲密关系中的权力的最新理论进展。研究者通常使用自评法、观察编码法和实验操纵法对亲密关系中的权力进行测量。亲密关系中的权力能够对认知、情绪情感、亲社会行为、攻击行为、性行为产生影响。在未来的研究中,应注意从社会关系的角度看待亲密关系中的权力,并探讨亲密关系中的权力与一般权力的关系、亲密程度对亲密关系中权力效应的影响、以及关系阶段对亲密关系中权力影响策略的影响。     

Receiving advice on matters of taste: Similarity, majority influence, and taste discrimination

People routinely consider the opinions of others prior to making decisions on matters of taste (e.g., a restaurant or movie). Our theoretical framework highlights the role of two sources, social (majority) influence and similarityamong advisors, in such decisions. We suggest that individuals’ use of these sources depends on their taste discrimination. While highly discriminating judges seek the opinion of a similar advisor rather than the majority opinion, less discriminating judges do so less. In four studies participants made musical choices based on recommendations. The studies document the great appeal of behavioral similarity and the role of demographic similarity. They also provide evidence for the discrimination hypothesis. A formal simulation is developed to account for the relationship between taste discrimination and the predictive accuracy of the majority and of similar advisors. The results shed light on theories of advice utilization and social influence, and are connected with applications involving personalized recommendation systems.     

自然分娩与剖宫产的比较研究

剖宫产不是一种分娩方式,而是解决难产的手段。日益增高的剖宫产率成为人们关注的热点话题,自然分娩和剖宫产对母婴的健康和卫生资源的影响,有很多的研究和争议,对于没有医学指征要求剖宫产目前倾向于在知情同意的情况下尊重患者的自主权和选择权,但控制剖宫产率在一个理性的范围之内,是一个系统工程,值得全社会的关注。     

社会适应性研究述评

本文对社会适应性的概念界定、基本理论、研究方法、评价量表与内容、影响因素等研究现状做了基本的叙述与分析。从中看出,当前国外的研究主要集中在社会适应性的评价与跨文化的研究上。国内这方面的研究主要集中在量表的研发和特殊儿童与正常儿童社会适应性的比较研究上。该研究的发展趋势是对社会适应行为的影响因素、评价以及怎样培养方面的研究。     

Robust inference with binary data

In this paper robustness properties of the maximum likelihood estimator (MLE) and several robust estimators for the logistic regression model when the responses are binary are analysed. It is found that the MLE and the classical Rao's score test can be misleading in the presence of model misspecification which in the context of logistic regression means either misclassification's errors in the responses, or extreme data points in the design space. A general framework for robust estimation and testing is presented and a robust estimator as well as a robust testing procedure are presented. It is shown that they are less influenced by model misspecifications than their classical counterparts. They are finally applied to the analysis of binary data from a study on breastfeeding.The author is partially supported by the Swiss National Science Foundation. She would like to thank Rand Wilcox, Eva Cantoni and Elvezio Ronchetti for their helpful comments on earlier versions of the paper, as well as Stephane Heritier for providing the routine to compute the OBRE.     

Productive conflict in group decision making: genuine and contrived dissent as strategies to counteract biased information seeking

Decision-making groups in organizations are often expected to function as a “think tank” and to perform “reality testing” to detect the best alternative. A biased search for information supporting the group's favored alternative impairs a group's ability to fulfill these requirements. In a two-factorial experiment with 201 employees and managers from various economic and public organizations, genuine and contrived dissent were investigated as counterstrategies to biased information seeking. Genuine dissent was manipulated by forming three-person groups whose members either all favored the same alternative individually (homogeneous groups) or consisted of a minority and a majority faction with regard to their favored alternative (heterogeneous groups). Contrived dissent was varied by the use or nonuse of the “devil's advocacy” technique. The results demonstrate that heterogeneity was more effective in preventing a confirmatory information-seeking bias than devil's advocacy was. Confidence was identified as an important mediator. Implications for the design of interventions aimed at facilitating reality testing in group decision making are discussed.     

The relationship of drive for muscularity to sociocultural factors, self-esteem, physical attributes gender role, and social comparison in middle school boys

This study examines the relationship of three sociocultural factors—media influence, peer teasing, and parent teasing/comments and three potential moderator variables—self-esteem, social comparison, and endorsement of male strength and athleticism—to drive for muscularity in middle school boys. There were 287 seventh and eighth grade boys who completed a questionnaire measuring these variables as well as body mass index (BMI) and pubertal status. Results indicated that media influence and male physical attributes endorsement were particularly important correlates of drive for muscularity. These findings have implications for programs designed to prevent body dissatisfaction among adolescent boys.