价格框架对不同认知闭合需要者在线动态价格的感知与购买意愿的影响*

采用问卷与实验相结合的方法,以112名大学生为被试,考察价格框架对不同认知闭合需要者在线购物时对动态定价策略下的价格感知与购买意愿的影响。结果发现：（1）相比非动态价格,动态价格条件下消费者感知价格公平感、购买意愿都较低;（2）在打折框架下,高认知闭合需要者对采取动态价格在线购物网站的感知信任显著好于非动态价格,而低认知闭合需要者则相反,说明消费者的价格感知受这三个变量的综合影响;（3）在降价框架下,认知闭合需要与动态价格的交互作用不显著,意味着在线消费者的购买意愿可能受到更多其它因素制约。     

A Multi-Cultural Study of Salespeople's Behavior In Individual Pay-For-Performance Compensation Systems: When Managers Are More Equal And Less Fair Than Others

In this research, we examine salespeople's behavior in individual pay-for-performance compensation systems and show how perceived management fairness seems to energize sales employees in some environments but not in others. We use a large multicountry database of individual-level remuneration for more than 2,500 salespeople across four B2B industry sectors to demonstrate cultural adaptations of the effect of perceived management fairness. The results indicate that top management should be concerned with employees' perceptions of fairness in addition to the more typical concerns of control and motivation widely acknowledged in the microeconomics-based sales-force compensation literature. In particular, we show that perceptions of management fairness are key to salespeople's proportion of total pay generated by pay-for-performance formulas.     

Social Value Orientation Moderates the Effects of Intuition versus Reflection on Responses to Unfair Ultimatum Offers

We investigated whether social value orientation (SVO) moderates the effects of intuitive versus reflective information processing on responses to unfair offers. We measured SVO one week prior to an ultimatum game experiment in which participants had to accept or reject a series of 10 ultimatum offers including very low (unfair) ones. Before making these decisions, participants mentally contrasted their individual goals with the obstacle of pondering at length or acting in a hasty way; then they made the plan to adopt an intuitive or a reflective mode of processing (intuitive and reflective condition, respectively), or made no such plans (control condition). Participants with rather high (prosocial) SVO scores were more likely to accept unfair offers in the reflective than the intuitive condition. This effect also evinced for a subset of selfish individuals; however, the majority with rather low (selfish) scores made similar decisions in both conditions. This pattern of results suggests that SVO moderates the effects of intuitive versus reflective modes of processing on responses to low ultimatum offers. Copyright © 2016 John Wiley & Sons, Ltd.     

Moral foundations tell us why guilt induces unfair allocation in multi‐party interactions

Previous studies have demonstrated that a sense of guilt promotes and maintains social fairness in two‐party interactions (Psychological Bulletin, 115, 1994 and 243). However, the situation is much more complex in three‐party or multi‐party interactions. De Hooge et al. (Journal of Personality and Social Psychology, 100, 2011 and 462) found that guilt could not only induce pro‐social behaviour towards the victim, but also have a disadvantageous impact on a third party. In the present study, we attempt to explain how guilt promotes unfair allocations from a moral foundations perspective. We conducted two experiments using a ‘three‐party dictator game’ paradigm. Firstly, it was repeatedly verified that guilt could induce unfair allocations in three‐party interactions. Secondly, five moral foundations (harm, fairness, ingroup, hierarchy and purity) were measured. Then the moderating and main effects of these five indices on how guilt affects the fair allocation of resources were explored using regression analysis. The results show that competition between harm and fairness in individual traits can explain the disadvantageous effect of guilt on fair allocations: the fairness foundation promoted equality in allocation, while the harm foundation promoted victim compensation.     

Psychometric costs of retaking driving-related cognitive ability tests

The present study tested predictions deduced from competing models advanced in the literature to explain practice effects in driving-related cognitive ability tests due to retesting. The models differ in terms of the processes assumed to be responsible for practice effects and make competing predictions with regard to the level measurement invariance across test administration sessions. A total of N = 239 test-takers solved four driving-related cognitive ability tests at three time-points of measurement. Item response theory analyses indicated that practice effects can be explained in terms of an increase in test-specific abilities. The size of the practice effect varied across driving-related cognitive ability tests and across test-takers’ level of general mental ability. Latent mean and covariance structure analyses indicated that the observed improvements in test performance are purely test-specific and do not generalize to broad cognitive speededness.     

Measuring resistance to change at the within-session level

Resistance to change is often studied by measuring response rate in various components of a multiple schedule. Response rate in each component is normalized (that is, divided by its baseline level) and then log-transformed. Differential resistance to change is demonstrated if the normalized, log-transformed response rate in one component decreases more slowly than in another component. A problem with normalization, however, is that it can produce artifactual results if the relation between baseline level and disruption is not multiplicative. One way to address this issue is to fit specific models of disruption to untransformed response rates and evaluate whether or not a multiplicative model accounts for the data. Here we present such a test of resistance to change, using within-session response patterns in rats as a data base for fitting models of disruption. By analyzing response rate at a within-session level, we were able to confirm a central prediction of the resistance-to-change framework while discarding normalization artifacts as a plausible explanation of our results.     

Toleration and Cultural Controversies*

Multicultural societies are far more likely than others to include minorities committed to the pursuit of practices that offend the majority, and treating the cultural commitments of all citizens fairly will require some set of guiding principles to distinguish tolerable ‘cultural controversies’ from intolerable ones. This paper does not directly address the moral question at stake here (i.e. demarcating the limits of toleration) but rather seeks to provide a politically justifiable normative argument to explain when tolerant restraint is necessary, permissible or prohibited. This argument emerges from a concern to treat the cultural commitments of all citizens fairly. In turn, the argument indicates a potential reconciliation of the ‘politics of toleration’ with the ‘politics of respect’. *I would like to thank Stephen De Wijze, Hillel Steiner, Thomas Uebel, Peter Jones and Res Publica’s anonymous referees for their very helpful comments. I would also like to thank the ESRC for providing funding.     

The development of children's preferences for equality and equity across 13 individualistic and collectivist cultures

A concern for fairness is a fundamental and universal element of morality. To examine the extent to which cultural norms are integrated into fairness cognitions and influence social preferences regarding equality and equity, a large sample of children (N 2,163) aged 4–11 were tested in 13 diverse countries. Children participated in three versions of a third‐party, contextualized distributive justice game between two hypothetical recipients differing in terms of wealth, merit, and empathy. Social decision‐making in these games revealed universal age‐related shifts from equality‐based to equity‐based distribution motivations across cultures. However, differences in levels of individualism and collectivism between the 13 countries predicted the age and extent to which children favor equity in each condition. Children from the most individualistic cultures endorsed equitable distributions to a greater degree than children from more collectivist cultures when recipients differed in regards to wealth and merit. However, in an empathy context where recipients differed in injury, children from the most collectivist cultures exhibited greater preferences to distribute resource equitably compared to children from more individualistic cultures. Children from the more individualistic cultures also favored equitable distributions at an earlier age than children from more collectivist cultures overall. These results demonstrate aspects of both cross‐cultural similarity and divergence in the development of fairness preferences.     

阶层流动的“双刃剑”效应及其心理机制

阶层流动是指人们在社会分层体系中相对位置的变化。人们普遍预期,向上流动促进个体发展和社会进步。然而近期研究也表明,向上流动还可能损害个体健康和主观幸福感,使人们低估和容忍社会不平等,并反对再分配。地位认同、贫富归因倾向以及系统公正信念能够解释向上流动的双刃剑效应。未来研究需要进一步澄清向上流动感知的具体表现,深入考察向上流动影响的心理机制,探索促进阶层流动积极效应发挥的干预方法。