Approach or avoid? The effect of regulatory focus on consumer behavioural responses to personal selling attempts

While salespeople use adaptive influence tactics in interactions with consumers, consumers can act as goal-oriented individuals attempting to manage those interactions. Prior research has documented a repertoire of consumer response behaviours, but little is known about the motivational forces. The present research examines the effects of regulatory focus on consumer behavioural tendencies in response to personal selling attempts. The findings suggest that the more promotion-focused consumers are more likely to engage in goal-seeking behaviours. This research not only addresses a void in the literature, but more importantly, sheds light on motivational antecedents driving consumer behaviours in customer–salesperson interactions.     

The development and validation of a measure of character: The CIVIC

The present research study sought to develop and validate a character scale – the Comprehensive Inventory of Virtuous Instantiations of Character using a total sample size of 3679 across five studies. In Study 1, character trait items were generated using an integrative classification system. In Study 2, character trait scales were further refined and their factor structure examined, revealing eight higher-order character dimensions or character cores: appreciation, intellectual engagement, fortitude, interpersonal consideration, sincerity, temperance, transcendence, and empathy. Study 3 established convergent validity of character traits with extant measures and discriminability from personality facets, social desirability, and moral cognitive development. Study 4 revealed that character cores were more strongly related to evaluative constructs than personality dimensions. Study 5 demonstrated that character cores predicted performance and psychological well-being outcomes above and beyond personality. The implications of our findings for the assessment and taxonomy of character are discussed.     

Measuring well-being: A comparison of subjective well-being and PERMA

We compared Seligman’s PERMA model of well-being with Diener’s model of subjective well-being (SWB) to determine if the newer PERMA captured a type of well-being unique from the older SWB. Participants were 517 adults who completed self-report measures of SWB, PERMA, and VIA character strengths. Results from four analytic techniques suggest the factor underlying PERMA is capturing the same type of well-being as SWB. Confirmatory factor analysis yielded a latent correlation of r = 0.98 between SWB and PERMA. Exploratory structural equation modeling found two highly related factors (r = 0.85) that did not map onto PERMA and SWB. SWB and PERMA factors showed similar relationships with 24 character strengths (average correlation difference = 0.02). Latent profile analyses yielded subgroups of people who merely scored high, low, or mid-range on well-being indicators. Our findings suggest that while lower-order indicators SWB and PERMA have unique features, they converge onto a single well-being factor.     

社会排斥对消费选择偏向的影响：怀旧的调节作用及社会联结的中介作用

社会排斥会导致许多消极影响,人们会尝试通过各种策略对此进行缓解,而消费是其中重要的一种应对方式。本文通过3个实验考察了社会排斥和消费选择偏向（体验性消费vs.实物性消费）的关系,同时探讨了怀旧的调节作用和社会联结的中介作用。结果发现,社会排斥可以提高消费者对体验性消费的偏好,怀旧调节了社会排斥与体验性消费偏向的关系,并通过社会联结的中介作用进一步缓冲了社会排斥对消费选择偏向的影响。     

Linguistic styles and complementarities in analyzing character

This paper discusses and illustrates some technical implications of D. Liberman's contributions to character analysis. Psychoanalysis is an extended conversation, and character structure is expressed linguistically as part of an interactive linguistic fi eld. Liberman's notions of linguistic styles and communicative interaction defi ne a unique analytic surface from which to examine the syntactic, semantic and pragmatic aspects of character. The presence of a rigid and defensive linguistic style refl ects resistance and communicative impasse within the transference and countertransference matrix. A fully interactive communicative experience integrates all aspects of the conversation and allows both participants to take part in a shared semantic fi eld, the precondition to the generation of new meanings. Liberman suggests responding to miscommunication by means of a methodical linguistic attitude. Various such complementary responses are explored through several vignettes, with a particular focus on the interplay of the epic and narrative modes.     

消费者态度的新认知:二元化的矛盾态度

传统态度的研究认为态度是一元化的,而矛盾性态度的研究则提出态度是二元化的,即对于同一事物正面和负面的评价可以同时存在。态度矛盾是一个普遍现象。社会心理学主要对一般性矛盾态度进行了研究,尚处于起步阶段。而消费者矛盾态度是营销学和社会心理学相交叉的一个新兴研究领域,其与一般性矛盾态度的差别是,后者相对稳定,而消费者矛盾态度相对不稳定,容易受到外部环境的影响,并对消费者购买行为产生显著的影响。     

Holistic versus analytic processing: Evidence for a different approach to processing of Chinese at the word and character levels in Chinese children

Among 30 Hong Kong Chinese fourth graders, sensitivities to character and word constructions were examined in judgment tasks at each level. There were three conditions across both tasks: the real condition, consisting of either actual two-character compound Chinese words or real Chinese compound characters; the reversed condition, with either the order of the two morphemes in the word or the order of the semantic and phonetic radicals in the character reversed; and the random condition, with either two morphemes randomly combined to create arbitrary nonwords or a semantic radical and a phonetic radical randomly combined using correct orthographic rules to create noncharacters. On the word level, children performed worst in the reversed condition and best with real words, whereas on the character level, children performed worst in the random condition and best in the reversed condition. Findings imply a holistic tendency toward word-level processing and an analytic approach to character-level processing in these Chinese children.     

具身模拟在汉语肢体动作动词理解中的作用

通过3个实验, 考察具身模拟在汉语肢体动作动词理解中的作用。实验1考察在整字启动下具身模拟对运动通道中箭头方向判断的影响, 发现理解肢体动作动词在运动通道中存在着动作-汉字相容效应, 汉字的具身方向与箭头方向一致促进被试对箭头方向的判断。实验2考察在整字启动下具身经验对视觉通道中字母位置判断的影响, 发现理解肢体动作动词在视觉通道中存在着动作-汉字相容效应, 汉字的具身方位与字母方位一致促进对字母方位的识别。实验3采用义符启动范式考察义符与整字的具身模拟, 发现理解汉语肢体动作动词不仅在整字层次上存在着具身模拟, 在部件层次上也存在着具身模拟。义符在汉字加工中期被激活了, 并且持续到加工晚期。整个研究表明, 汉语肢体动作动词理解是一个跨通道的具身模拟过程, 具身模拟在汉语肢体动作动词的理解中起着非常重要的作用。     

再论医学文化的根——人是符号的动物

人性与语言是多维关系,人是惟一通过语言社会化,以语言有世界,运用语言改造世界,可以被符号蒙骗和对符号崇拜敬畏,并且可以被符号伤害和医治的动物。人与符号的历史与现实关系决定了医学的人文特质,而这正是医学实践的逻辑起点。     

医患关系的本质属性及其立法取向

考察医患关系的本质属性,结合国家医疗事业的公益性、医疗立法的宗旨和发展趋势,得出如下结论：医患关系本质平等,医事法属平权法。医事法律关系本质平等,是一种民事法律关系,现行医患关系立法体系下医患关系的某些特征,不能反映医事法律关系的本质属性。