消费行为领域中的调节定向

调节定向理论(Higgins,1997)超越传统享乐主义动机,区分出“促进”和“预防”两种调节性动机系统,近年已成为消费行为领域的研究热点之一.调节定向影响着消费者购物决策整个过程,受被试因素(文化背景、自我建构)、刺激因素(信息框架、解释水平、非言语线索、商品属性)和情境因素(决策时间距离、任务操纵)的影响,通过直接作用、调节关联效应和调节匹配效应三种途径决定信息的说服效果,并且受到精细加工可能性的调节.管理者应特别注意具体营销情境中的调节定向,合理利用调节匹配效应.未来研究应关注调节投入理论、调节定向的前因变量以及同网络购物情境相结合,并探索如何削弱预防定向对营销的不利影响.     

Giving,Fast and Slow: Reflection Increases Costly (but Not Uncostly) Charitable Giving

Are people intuitively generous or stingy? Does reflection make people more willing to give generous amounts to charity? Findings across the literature are mixed, with many studies finding no clear relationship between reflection and charitable giving (e.g., Hauge, Brekke, Johansson, Johansson‐Stenman, & Svedsäter, 2016 ; Tinghög et al., 2016 ), while others find that reflection negatively affects giving (e.g., Small, Loewenstein, & Slovic, 2007 ), and still others find that reflection is positively associated with giving (e.g., Lohse, Goeschl, & Diederich, 2014 ). I demonstrate that reflection consistently increases costly giving to charity. In Study 1, people were initially reluctant to give costly amounts of money to charity, but those who reflected about the decision were more willing to give. In Studies 2–3, I isolated the role of costly stakes by randomly assigning people to either an uncostly donation (Are people intuitively generous or stingy? Does reflection make people more willing to give generous amounts to charity? Findings across the literature are mixed, with many studies finding no clear relationship between reflection and charitable giving (e.g., Hauge, Brekke, Johansson, Johansson‐Stenman, & Svedsäter, 2016 ; Tinghög et al., 2016 ), while others find that reflection negatively affects giving (e.g., Small, Loewenstein, & Slovic, 2007 ), and still others find that reflection is positively associated with giving (e.g., Lohse, Goeschl, & Diederich, 2014 ). I demonstrate that reflection consistently increases costly giving to charity. In Study 1, people were initially reluctant to give costly amounts of money to charity, but those who reflected about the decision were more willing to give. In Studies 2–3, I isolated the role of costly stakes by randomly assigning people to either an uncostly donation ($0.40) or costly donation condition (e.g., $100), and randomly assigning them to decide under time pressure or after reflecting. Reflection increased their willingness to give costly amounts, but did not influence their willingness to give uncostly amounts. Similarly, the relationship between decision time and giving was positive when the stakes were costly but was relatively flat when the stakes were uncostly (Study 4). Copyright © 2017 John Wiley & Sons, Ltd.     

Sensitive Topics,Missing Data,and Refusal in Social Network Studies: An Ethical Examination

We describe our ethics‐driven process of addressing missing data within a social network study about accountability for racism, classism, sexism, heterosexism, cis‐sexism, ableism, and other forms of oppression among social justice union organizers. During data collection, some would‐be participants did not return emails and others explicitly refused to engage in the research. All refusals came from women of color. We faced an ethical dilemma: Should we continue to seek participation from those who had not yet responded, with the hopes of recruiting more women of color from within the network so their perspectives would not be tokenized? Or, should we stop asking those who had been contacted multiple times, which would compromise the social network data and analysis? We delineate ways in which current discussions of the ethics of social network studies fell short, given our framework and our community psychology (CP ) values. We outline literature that was helpful in thinking through this challenge; we looked outside of CP to the decolonization literature on refusal. Lessons learned include listening for the possible meanings of refusals and considering the level of engagement and the labor required of participants when designing research studies.     

Altering the Shape of Punishment Distributions Affects Decision Making in a Modified Iowa Gambling Task

Neuroeconomics research has shown that preference for gambling is altered by the statistical moments (mean, variance, and skew) of reward and punishment distributions. Although it has been shown that altered means can affect feedback‐based decision making tasks, little is known if the variance and skew will have an effect on these tasks. To investigate, we systematically controlled the variance (high, medium, and low) and skew (negative, zero, and positive) of the punishment distributions in a modified version of the Iowa Gambling Task. The Iowa Gambling Task has been used extensively in both academic and clinical domains to understand decision making and diagnose decision making impairments. Our results show that decision making can be altered by an interaction of variance and skew. We found a significant decrease over trials in choices from the decks with high variance and asymmetrically skewed punishments and from the decks with low variance and zero skew punishments. These results indicate that punishment distribution shape alone can change human perception of what is optimal (i.e., mean expected outcome) and may help explain what guides our day‐to‐day decisions. Copyright © 2013 John Wiley & Sons, Ltd.     

Childhood Peer Relationship Problems and Young People's Involvement with Deviant Peers in Adolescence

Using prospective longitudinal data from the Christchurch Health and Development Study, this article examined the relationship between children's peer relationship problems in middle childhood and their subsequent risk of forming deviant peer affiliations in adolescence. The analysis proceeded in three steps. First, a structural equation model demonstrated a moderate association between early peer relationship problems and later deviant peer affiliations (r = .27). Second, the model was extended to include a latent variable measure of early conduct problems. This analysis revealed that when the confounding effects of concurrently measured conduct problems were taken into account, peer relationship problems in middle childhood were no longer significantly related to young people's choice of deviant peers in adolescence. Third, the model was further extended to include lagged variables, permitting an examination of possible reciprocal relationships between early conduct problems and peer relationship problems. Results suggested that both early peer relationship problems and adolescent deviant peer involvement are symptomatic of early child behavioral adjustment. The implications of these findings for explanations of deviant peer selection are discussed.     

多项式回归与一致性研究：应用及分析

本文介绍了多项式回归的分析方法, 讨论并验证了它相比传统的差异分数分析法在检验一致性假设中的优势。针对目前该方法在国内应用方面的缺失状况, 本文从分析基准、理论推导、分析步骤和假设检验等方面完善了多项式回归与响应面分析相结合的应用分析框架。最后, 本文以个人-组织价值观一致性对员工情感性变革承诺的影响研究为例, 对分析框架的具体应用进行了说明。结果表明, 被传统差异分数很好支持的一致性效应并不一定完美, 新的分析框架能够揭示更多的有用信息并给管理实践带来更具体而准确的引导。     

管理者核心自我评价对下属组织公民行为的影响：道德式领导和集体主义导向的作用

采用配对问卷调查法, 以150位管理者和464位下属为研究对象, 考察了管理者核心自我评价对下属组织指向和人际指向公民行为的影响以及道德式领导和下属集体主义导向在其中的作用。跨层次分析结果表明：管理者核心自我评价对下属公民行为有显著正向影响; 道德式领导在管理者核心自我评价与下属公民行为关系中有中介作用; 下属集体主义导向在道德式领导与公民行为关系中具有调节作用, 表现为道德式领导对公民行为的正向影响对高集体主义导向的员工来说更明显。文章揭示了管理者核心自我评价对下属公民行为的影响效果、内在机制和作用条件, 也在一定程度上支持了领导有效性研究的特质-行为整合视角模型。