贪婪:态度、动机与决策机制

贪婪是人性的重要特点之一,也是哲学、经济学等领域经常讨论的话题.本文首先梳理了贪婪的概念,并将问题聚焦在对于物质的贪婪上.然后总结了贪婪的特点,并提出贪婪的定义.接着阐述了情境因素如何影响个体对贪婪的态度,以及贪婪动机如何影响自利行为.贪婪决策是个体决定是否做出贪婪行为的心理过程,受到自我意识和情绪的影响.贪婪决策过程模型整合了控制性、自动化两类加工方式,阐释了自利倾向与道德自觉相互作用的机制.本文对以上内容逐次进行讨论,并提出了未来研究的方向.     

儿童抑郁认知易感性的发展特点

相对稳定的负性认知特征会使个体容易发生抑郁,被称为抑郁认知易感性.文章总结并对比当前关于抑郁认知易感性的稳定性与可变性的观点,提出从儿童发展早期开始研究认知易感性因素的必要性.接着回顾消极归因方式、功能失调态度和冗思这三种认知易感性因素在儿童期的表现及其前期心理特征,试图找到抑郁认知易感性在个体发展中的连续性.建议今后探讨认知易感性因素在不同年龄的发展特点,关注发展早期认知易感性因素的测量.     

社会认同与内、外群体态度的关系：群际威胁和群体情绪的中介作用

为探究社会认同、群际威胁和群体情绪如何同时影响内、外群体态度,本研究以中日撞船事件为考察蓝本向天津市431名大学生被试进行调查研究,结果发现：国家认同在认同威胁对两种群体态度的总影响和通过群体愤怒的间接影响中都起到负向的调节作用;群际威胁和群体情绪在社会认同与内、外群体态度之间具有显著中介作用。结论：国家认同在对群体态度的影响中起基础性作用,不同群际威胁与不同群体情绪相对应进而影响群体态度。     

On the robustness and the direction of the effect of cause‐related marketing

Two experiments are presented in this paper that explore the effect of cause‐related marketing (CRM) on product choice. To allow evaluation of the effect of experience and the role of individual differences, the experiments used a repeated choice setting. The results of Experiment 1 showed that the effect of CRM was stable over time. However, the direction of the effect was sensitive to the value of the product. CRM served as an equaliser: it helped disadvantaged alternatives and reduced the attractiveness of superior alternatives. Experiment 2 showed that the effect of CRM decreased but did not disappear in an easy choice task. These findings are summarised in a simple model and discussed in terms of their potential marketing applications. Copyright © 2003 Henry Stewart Publications.     

父母教养态度与儿童在2-4岁期间的问题行

考察父母的教养态度和儿童在2—4岁间的问题行为的发展变化。采用交叉时序滞后设计,对172名儿童从2岁起进行2年追踪,在被试2岁和4岁时,分别对他们的父母进行间卷调查。结果发现：儿童外显问题行为与父母教养态度的相互作用较强,儿童在2岁时的外显问题行为可以预测4岁时母亲的惩罚性,内隐问题行为与父母教养态度的相互作用较弱;从2岁到4岁之间,儿童外显问题行为具有较高的稳定性,内隐问题行为的稳定性相对略低,父母教养态度也都具有一定的稳定性。     

Traffic Offences: Planned or Habitual? Using the Theory of Planned Behaviour and habit strength to explain frequency and magnitude of speeding and driving under the influence of alcohol

This study addresses the socio‐cognitive determinants of traffic offences, in particular of speeding and drinking and driving. It has two aims: (1) to test the hypothesis of a direct effect of habits on offences (i.e., independent of intentions) by employing a specific measure of habits (i.e., the SRIH) and (2) to analyse the offences by taking account of three distinct parameters: Frequency, usual magnitude (i.e., the most frequent deviation from the law) and maximal magnitude (i.e., the greatest deviation occasionally adopted) in order to represent more accurately the variability of the offending behaviours. A total of 642 drivers replied to a questionnaire. The results corroborate the idea that intention and habit are distinct and direct determinants of offences. The use of the SRIH dismisses the criticisms made with regard to the measure of past behaviour. The distinction between the three behavioural parameters proves to be relevant, as their determinants are not exactly similar. Finally, attitude and subjective norm had direct effects on the maximal magnitude and/or on the frequency of the offence. The discussion concerns the contribution of this study to the analysis of offences as well as its limitations and addresses the theoretical plausibility of the direct effects of attitude and the subjective norm.     

Living in a Non‐Communist Versus in a Post‐Communist European Country Moderates the Relation Between Conservative Values and Political Orientation: A Multilevel Study

We performed a multilevel, multinational analysis using the 2012 European Social Survey dataset (N = 41 080, nested in 20 countries) to study how living in a non‐communist versus in a post‐communist country moderates the link between individual conservative values (drawn on Schwartz's theory of basic human values) and political orientation (assessed as self‐placement on the left–right axis and attitude towards economic redistribution). The results supported the moderating role of living in a non‐communist versus in a post‐communist country in the case both of political self‐placement and of attitude towards economic redistribution, even controlling for the countries' degree of individualism, power distance and democracy. Specifically, conservative values were positively related to a rightist political self‐placement among participants living in countries without a communist past, and to a favourable attitude towards economic redistribution in countries with a communist past. The limitations, implications and future directions of this study are discussed. Copyright © 2016 European Association of Personality Psychology     

Salespersons’ empathy as a missing link in the customer orientation–loyalty chain: an investigation of drivers and age differences as a contingency

Salespersons’ customer orientation has attracted considerable attention from practitioners and researchers. By distinguishing customer-oriented attitude from behavior, this study sheds light on customers’ perceptions of salespersons’ empathy, as a missing link between customer orientation and customer-related outcomes. Noting the increasing age diversity among salespersons and customers, this study also investigates whether age differences in salesperson–customer dyads moderate the relationships of salespersons’ customer-oriented attitude and behavior with customer outcomes. Finally, this study examines salespersons’ climate perceptions as antecedents of their customer-oriented attitudes. Results of multilevel modeling with data from 164 salespersons and 405 customers reveal that salesperson empathy, as perceived by customers, is an important facilitator of the customer orientation–satisfaction relationship. When there are large age differences, salespersons’ customer-oriented attitude becomes more important for making customers feel understood by salespersons. Regarding antecedents, salespersons’ customer-oriented attitude is influenced by their perceptions of team-member exchange and age-inclusive climate.     

The Persuasive Effects of Emotive Visual Imagery: Superficial Manipulation or the Product of Passionate Reason?

This study reevaluates the persuasive impact of emotional visual appeals within politics and examines two different explanations for their effects. One possibility is that the effects of emotive visual images are essentially superficial in nature, consistent with the view that feelings aroused by an affective image are transferred somewhat mechanically to a political candidate or cause with which it is paired. This transfer-of-affect explanation suggests that emotional appeals may work best among the least informed voters or those paying the least attention to a persuasive political message. The second possibility is that emotional appeals work via passionate reason, in which affective responses to an emotive image are integrated with, and potentially bias, reasoned thought about the accompanying message. This integrated approach leads to the counterintuitive prediction that individuals who are most highly involved in an issue (and who know the most about it) are most influenced by emotional imagery. This prediction arises from growing evidence that people highly involved in value-laden social issues generate the strongest emotional responses to issue-related persuasive appeals. These two models were tested in a study in which undergraduate students were presented with a picture of a cute or an ugly animal and a flyer from an organization advocating a pro- or anti-environment stance with respect to preserving the animal's habitat. The responses showed that emotive imagery was most persuasive among the most involved environment supporters, providing clear evidence of passionate reasoning.