消费者的归因对价格公平感和购买意愿的影响

采用实验情景模拟的方法,通过2X5的被试间设计,以712名被试作为研究对象,检验了在不同原因和不同商品涨价情景下消费者的价格公平感和购买意愿。在不提供涨价原因的情景下,被试的反应比较温和。根据归因理论,从控制点和可控性的维度区分了四种研究情景。结果发现,控制点和可控性之间的交互作用显著,控制点和商品种类的交互作用显著,消费者的消极情绪和对组织的评价在公平感与购买意愿之间具有部分中介效应。     

Evaluation of the Latin American version of the Life Orientation Test-Revised

The Life Orientation Test (LOT-R) is the most intensively used instrument for the assessment of optimism, but empirical evidence of its psychometric quality in Latin America is lacking. The aim of this study was to test psychometric properties of this questionnaire based on a representative sample of the general population of Colombia (N = 1,500). Confirmatory factor analyses confirmed the bi-dimensionality of the questionnaire with two factors, namely Optimism and Pessimism. The sum scores of the optimism and pessimism subscale correlated with r = ?.12. Convergent validity aspects were studied by correlating LOT-R values with anxiety, depression, quality of life, fatigue, mental health, hopelessness, and self-efficacy. Optimism was more strongly correlated with these variables than pessimism. Normative data and mean values for both genders and different age groups are given. Generally, there were only small age and gender effects. Compared to the German norm data, the Colombian participants scored on average one scale point higher in the dimension of optimism. In summary, the LOT-R in its Spanish version is an appropriate and practical tool for screening purposes in individual diagnostics and epidemiological research in Latin American samples.     

Dissociating position and heading estimations: Rotated visual orientation cues perceived after walking reset headings but not positions

This project examined the roles of idiothetic cues due to individuals’ movement and allothetic cues independent of individuals’ movement in individuals’ estimations of their position and heading during locomotion. In an immersive virtual environment, participants learned the locations of five objects and then moved along two legs of a path before positioning the origin and the objects. Participants’ estimations of their test position and their test heading were calculated based on the responded objects’ locations, using a method of dissociating position estimation and heading estimation developed in this project. Results showed that when a conflicting visual orientation cue was presented after walking, participants relied on the allothetic cues (i.e., the visual orientation cue) for their heading estimation, but on idiothetic cues for their position estimation. These results indicate that after participants updated their position in terms the origin of the path (homing vector) via path integration, they estimated their heading. These results are inconsistent with the theoretical models stipulating that homing vectors are specified in terms of participants’ body coordinate systems, but are consistent with the models stipulating that both homing vectors and participants’ heading are specified in terms of a fixed reference direction in the environment.     

Second-order schedules of token reinforcement with pigeons: implications for unit price

Four pigeons were exposed to second-order schedules of token reinforcement, with stimulus lights serving as token reinforcers. Tokens were earned according to a fixed-ratio (token-production) schedule, with the opportunity to exchange tokens for food (exchange period) occurring after a fixed number had been produced (exchange-production ratio). The token-production and exchange-production ratios were manipulated systematically across conditions. Response rates varied inversely with the token-production ratio at each exchange-production ratio. Response rates also varied inversely with the exchange-production ratio at each token-production ratio, particularly at the higher token-production ratios. At higher token-production and exchange-production ratios, response rates increased in token-production segments closer to exchange periods and food. Some conditions were conducted in a closed economy, in which the pigeons earned all their daily ration of food within the session. Relative to comparable open-economy conditions, response rates in the closed economy were less affected by changes in token-production ratio, resulting in higher levels of food intake and body weight. Some of the results are consistent with the economic concept of unit price, a cost-benefit ratio comprised of responses per unit of food delivery, but most are well accounted for by a consideration of the number of responses required to produce exchange periods, without regard to the amount of reinforcement available during those exchange periods.     

Labor supply and consumption of food in a closed economy under a range of fixed- and random-ratio schedules: tests of unit price

The behavioral economic concept of unit price predicts that consumption and response output (labor supply) are determined by the unit price at which a good is available regardless of the value of the cost and benefit components of the unit price ratio. Experiment 1 assessed 4 pigeons' consumption and response output at a range of unit prices. In one condition, food was available according to a range of fixed-ratio schedules, whereas in the other condition, food was available according to a range of random-ratio schedules. Consistent with unit price predictions, consumption and response output were approximately equivalent across schedule types within the lower range of unit prices. However, at Unit Prices 64 (ratio value = 192) and greater, considerably more consumption and response output were observed in the random-ratio condition. Experiment 2 replicated these findings with 4 pigeons using the rapid demand curve assay procedure that is commonly used in the behavioral economics literature. Findings are integrated with two mathematical models of behavior under variable reinforcer delays.     

DOES PACKAGE SIZE MATTER? A UNIT-PRICE ANALYSIS OF “DEMAND” FOR FOOD IN BABOONS

In a study examining “demand” for food, responding of 8 adult male baboons (Papio c. anubis) was maintained under a fixed-ratio schedule of food reinforcement during daily 23-hr experimental sessions. Completion of the ratio requirement resulted in the delivery of one, five, or 10 1-g food pellets. Supplemental feeding was limited to fruit and a dog biscuit daily. Responding increased as “cost” was increased across a wide range of fixed-ratio values before reaching a maximum and then decreasing. Increasing the number of food pellets per delivery decreased total responding and the number of reinforcements per day. A unit-price analysis, in which intake was converted to grams per day and fixed-ratio values were converted to responses per gram, yielded demand functions that overlapped at lower unit prices. Under one or more multiple-pellet conditions, however, intake decreased more quickly than under the one-pellet condition as the fixed-ratio value was increased in all but 1 baboon. This indicates that even when using unit-price conversions, there was variability in total intake. Although unit-price conversions yielded intake data that were more consistent across conditions, conditions differed in response topography even at the same unit prices: Under the multiple-pellet conditions there were longer pauses in responding, running response rate was slower, and the first eating bout (i.e., “meal”) of the session was smaller than under the one-pellet condition. These findings (a) support the heuristic value of a unit-price analysis for studying responding for and consumption of commodities that have similar attributes, and (b) indicate that different response topographies may result in similar intakes of a commodity.     

Behavioral economics of drug self-administration and drug abuse policy.

The concepts of behavioral economics have proven useful for understanding the environmental control of overall levels of responding for a variety of commodities, including reinforcement by drug self-administration. These general concepts are summarized for application to the analysis of drug-reinforced behavior and proposed as the basis for future applications. This behavioral agenda includes the assessment of abuse liability, the assay of drug-reinforcer interactions, the design of drug abuse interventions, and the formulation of drug abuse public policy. These separate domains of investigation are described as part of an overall strategy for designing model projects to control drug use and testing public policy initiatives.     

Mixed interpretations of sales proposal signals

Long-term relationships with customers are critical determinants of a sales organization’s success. However, research tends to assess relational approaches from the salesperson or sales organization’s perspective and often neglects to capture customers’ perspectives which lead to the evaluative success or failure of buyer–seller relationships. This study assesses the seller’s bid-related signals from the buyer’s perspective following their selection or rejection of a business-to-business sales proposal. The authors adopt a theories-in-use approach, utilizing 54 depth-interviews with decision-makers from 33 buyer organizations. Within this data set, findings reveal three bid signals that are represented across both selection and rejection outcomes (i.e. mixed interpretations by buyers). These signals are the seller’s usage of price concessions, sales proposal specificity, and comparative customer examples. To better understand the mechanisms which influence buyers’ mixed interpretations of these signals, the authors utilize the newly-advanced qualitative pivoting technique to identify contextual variables across cases that influence the buyer’s positive or negative signal interpretation.