叙事传输的说服机制

叙事传输是人们沉浸在故事情景中的独特心理过程,也是故事信息特有的说服机制.叙事传输会使决策者产生与现实世界脱离的感觉,体验到强烈的情绪,然后对故事产生认同,改变态度.本文在界定叙事加工、叙事传输等理论概念基础上,重点比较叙事传输与分析加工的差异,认为两者在信息内容组织、作用途径、判断逻辑、认知努力及问题距离上都有区别.进一步研究叙事传输与分析加工、自我控制、情景决策等理论领域的关系具有重要价值.     

Direct evaluative conditioning in brand placement: The impact of scene valence and prominence on brand placement repetition effects

Whereas previous studies investigated the affect transfer from one specific affective stimulus of the brand placement context (such as an artist or the genre) to the brand, this research study investigates the effect of the valence of various scenes in which the brand is repeatedly placed on brand attitude. Direct evaluative conditioning theory suggests that pairing a brand repeatedly with various positive (negative) stimuli positively (negatively) affects brand attitude. The results of 2 experimental studies indicate that when a brand is repeatedly and prominently placed in different affective scenes of the same valence (a series of either positive or negative scenes), the affect aroused by those scenes influences explicit and implicit brand attitudes. In addition, whereas previous research found negative effects of brand prominence on brand evaluations, this study found that prominence positively moderates the affect transfer from the valence of various scenes on brand attitude. This implies that by placing the brand in various positive scenes, prominent brand placements can have a positive effect on recall and recognition and on brand attitude, which transcends the previously declared paradox of prominent placement.     

Resistance,reactance, and misinterpretation: Highlighting the challenge of persuading people with depression to seek help

Interventions that increase help‐seeking among people with depression have the potential to save lives. Several efforts have been impressively successful; however, research has also chronicled inconsistent results, with some endeavors indicating boomerang effects. The goal of the current analysis is to synthesize select findings from cognitive theorizing on depression with persuasion scholarship to explain how and why the combination of unfavorable attitudes toward help‐seeking, attitudes that are increasingly resistant to influence, psychological reactance, and cognitive errors can result in challenging responses to messages encouraging help‐seeking among people with depression. In addition, we highlight the importance of utilizing theory‐based approaches to circumvent resistance to persuasion and provide an explanation as to why the provision of immediate help‐seeking mechanisms could be a key aspect of successful intervention efforts. We also stress the importance of formative research and pilot testing, and warn against the potentially harmful error of assessing messages targeting people with depression on those without heightened levels of depressive symptomatology. Ideally, this effort will draw attention to the challenge of persuading people with depression to seek help and also motivate social psychologists to consider the ways they can use their craft to positively influence the health and well‐being of people with depression.     

The influence of an online auction's product price and e-retailer reputation on consumers' perception, attitude, and behavioral intention

Online auctions combine the conventional auction model with information technology. However, information asymmetry within such auctions causes risks and uncertainties that influence consumer purchase intentions. In this study, a 2 (product price: high vs. low) × 2 (e-retailer reputation: high vs. low) experimental design was used to understand whether the product price and e-retailer reputation will influence consumers' perceived risk, attitude toward the website and purchase intention. The results of this study indicate that perceived risk negatively influences consumer attitude toward the website and online purchase intention, while consumer attitude toward the website positively influences purchase intention. Moreover, involvement moderates the influence of product price and e-retailer reputation only on social risk but does not have a significant effect on consumer attitude toward the website. This study contributes to a more comprehensive understanding of online auction users' behavior. Finally, the managerial implications, limitations and future research directions are also provided.     

The money attitude of covert and overt narcissists

The money attitude of covert and overt narcissists was studied. Both covert and overt narcissism predicted the power-prestige dimension of money attitude, which were both mediated by the need for social power. Interestingly, the relationship for covert narcissism was also mediated by the fear of negative social evaluation, confirming its socially vulnerable and hypersensitive features. In addition, the anxiety and distrust factors of money attitude were correlated with covert narcissism only. Anxiety was explained by the need for power and avoidance motivation, but no significant mediator was found for distrust. These findings provide evidence to the similarities and differences between the two types of narcissism. They also shed light on narcissists’ money-related behaviors, such as investment strategy and consumer behaviors.     

Between Remembering and Forgetting the Years of Political Violence: Psychosocial Impact of the Truth and Reconciliation Commission in Peru

This article analyzes the association between knowledge of the Truth and Reconciliation Commission (TRC), evaluation of TRC's achievements, experience of victimization, attitudes toward remembering and forgetting past political violence, perceptions of socioemotional climate (SEC), belief in forgiveness and attitudes toward violence in Peru based on a study conducted in three Peruvian cities with different rates of victimization due to political violence during 1980–2000 (n = 1200). Results showed that a positive attitude toward remembering the past of political violence was predominant and related to a positive evaluation of TRC's achievements. Attitude toward remembering also has an ambivalent collective effect increasing both positive and negative SECs, and it is less accepted by victims of political violence. On the other hand, attitude toward forgetting is less accepted by participants, and it also has an ambivalent effect by increasing positive and negative SECs. Attitude toward forgetting has more societal costs, since it is related to attitudes toward violence and decreased knowledge and a positive evaluation of TRC. In general, findings suggest that remembering traumatic events has an emotional cost, but also it is shown that remembering seems to be more beneficial for society in the long‐term than forgetting.     

青少年重复梦主题的调查研究

该文通过对615名青少年进行《重复梦调查问卷》、梦的态度量表、幸福感指数量表等三份问卷的调查,结果发现:1)青少年重复梦的发生频率较高,86.4%的青少年做过重复梦;2)青少年重复主题的梦是最普遍的,占总数的32.4%;3)重复梦的发生频率个体差异较大,难以发现固定规律;4)重复梦里的情绪多为负性的情绪,占58.4%,其中恐惧是重复梦中体验最多的情绪,占38.0%;5)青少年重复梦发生频率最高的两大主题就是被追赶和坠落;6)是否做过重复梦与梦的态度显著相关,现在还在做重复梦的群体对梦的态度最积极;7)有没有重复梦与个体的主观幸福感指数不存在显著相关。     

How We Conceptualize Our Attitudes Matters: The Effects of Valence Framing on the Resistance of Political Attitudes

Three studies tested the valence-framing effect: that merely conceptualizing one's preferences as opposing something will make that preference more resistant to persuasion than will thinking about the same preference in terms of supporting something . In Study 1, participants who were led to conceptualize their political preferences as being against a candidate were more resistant to a counterattitudinal message than were participants who were led to conceptualize the same preference as being in favor of the other candidate. Study 2 showed that this effect was not due to a priming process, while Study 3 provided evidence for the effect's generalizability.     

The patient's private construction of meaning and canons of science: Freud's case studies noch einmal1

Starting from Freud's classical case studies, the author highlights the tension between the psychoanalytical starting point in the subject's own meaning construction and the claims of the professional expert to objectivity, privileged knowledge and interpretative precedence. Psychoanalytic investigation of subjective phenomena came into existence parallel with Freud's magnifi cent project to furnish ‘a psychology that shall be a natural science’. The privileged knowledge of the specialist was substituted by the explicit intention to listen to the individual's own stories and private explanatory constructions. In order to investigate the territory of the unconscious, Freud had to develop various strategies for uncovering and correcting errors, and for testing clinically anchored hypotheses. However, Freud regularly failed to follow his own intentions. The thesis the author presents here is that departures from the explicit ambition to follow the subject's own meaning construction, and departures from the scientifi c attitude, easy to trace in Freud's case studies, accompany each other. These departures have had far‐reaching consequences for the present status of the psychoanalytic knowledge.     

Consumer attitudes towards the future and some purchase patterns

The research detailed in this paper had two objectives. First, to carry out an exploratory analysis and a measurement of consumer attitudes towards the future (CATF). Secondly, to check whether a stronger or weaker attitude permits the detection of differences in some purchase patterns. After a review of the literature, an empirical study, representative of the Spanish population, is presented. A two‐dimensional structure of CATF and its acceptable goodness‐of‐fit with the statistical Weibull function were found. Hypotheses related to the adoption of purchasing patterns were also contrasted. The results disclose that a higher CATF is found when consumers have a clear idea of what they want to buy, are loyal to their usual outlets, prefer to pay cash and are not spendthrift. Finally, several future research directions are proposed. Copyright © 2005 John Wiley & Sons, Ltd.