消费者的权力感与冲动购买

本文探究消费者的权力感对冲动购买的影响。通过3组实验研究发现,权力感影响人们对不同类型产品的冲动购买意愿,其机制在于高(低)权力感的人面对实用品(享乐品)有更高的信息加工流畅性;进一步,当高权力感的人具有享乐目标时,他们反而在享乐品上表现出更高的冲动购买意愿。最后,本文就研究结果的理论贡献及管理启示进行了探讨,并提出了本研究的局限性和未来研究的方向。     

A Goal‐Priming Approach to Cognitive Consistency: Applications to Judgment

A fundamental criterion of judgment is consistency among beliefs. To augment traditional methods for studying cognitive consistency, we treat it as a goal and present a priming method for increasing its activation. Three studies use three criteria to validate the method: an increase in the biased evaluation of incoming information, speed in a lexical decision task, and participants' direct reports of greater goal activation. The method is then used to verify the role of the consistency goal in three diverse judgment phenomena. Priming cognitive consistency increases the search for postdecisional supporting information (selective exposure to information), the agreement between preference and prediction (the desirability bias or wishful thinking), and the adjustment of a socially unacceptable implicit attitude to conform to the corresponding explicit attitude. One conclusion is that the cause of these phenomena is not only motivated reasoning (driven directionally by a desired outcome) but also the purely cognitive and nondirectional process of simply making beliefs more consistent. Copyright © 2015 John Wiley & Sons, Ltd.     

Self-image goals in trait perfectionism and perfectionistic self-presentation: Toward a broader understanding of the drives and motives of perfectionists

The current research extends previous theory and research on perfectionism and motivation by showing that perfectionism involves a propensity to pursue self-image goals. It was shown across three studies that dimensions of trait and self-presentational perfectionism were associated with self-image goals in the areas of academics, friendships, and self-improvement. These associations were not simply a reflection of the variance attributable to constructs associated with perfectionism such as self-silencing or self-consciousness. Further, validation seeking mediated the association between perfectionism and self-image goals. Additionally, self-image goals mediated the associations that perfectionism has with depression and burnout. Our findings suggest that perfectionists operate according to a chronically activated “egosystem” and their preoccupation with self-image concerns is central to understanding the compulsive striving and pressure they experience.     

Explaining Differences in Societal Levels of Happiness: Relative Standards, Need Fulfillment, Culture, and Evaluation Theory

This article addresses the question of which societal characteristics are likely to enhance subjective well-being. Empirical results bearing on four theories are presented: needs theory, goals theory, relative standards models, and cultural approaches. The theories are to a degree compatible, rather than completely contradictory. There is empirical support for each of the theories, but also there are data contradicting a simple formulation of each model, and no approach can by itself explain all of the extant findings. For both applied and theoretical reasons, it is imperative that we determine the types of societal characteristics that enhance subjective well-being. In this vein a model called Evaluation Theory is proposed, in which SWB depends on people's evaluations of self-relevant information. Attention is selective and therefore the factors that determine its focus are likely to influence evaluations of events. Thus, appraisals are likely to be influenced by chronically accessible information, which in turn is influenced by the person's needs, goals, and culture. Currently, salient information is seen as being a key to life satisfaction judgments. The present paper describes numerous limitations in current research suggesting studies that will allow more definitive theories to emerge.     

All on the Same Side: Reflections on the Dialogue Between Science and Religion

The 'war' between religion and science is winding down, creating new opportunities for fruitful dialogue. The foundations of indirect religion-science dialogue, where the perspectives of the two disciplines illuminate some third subject, are not well established. A detailed comparison of the Roman Catholic bishops' dialogues and a similar program within the American Association for the Advancement of Science illustrates the variety in formalscience-religion interactions and reveals much about the promise, achievements, and limitations of different approaches. Success depends in large part on controlling the diversity of the dialogue group, choosing topics carefully, and adopting positive and cooperative attitudes.     

Approach and avoidance relationship goals and couples’ nonverbal communication during conflict

Approach relationship goals are pursued in order to achieve desirable outcomes, whereas avoidance relationship goals are pursued to prevent undesirable outcomes in relationships. We investigated how partners’ approach and avoidance relationship goals are related to their nonverbal communication during conflict. A sequential analysis of observational data from 365 couples (28,470 observations) revealed that individuals with more (vs. fewer) approach goals displayed more positive involvement (e.g., head nods, smiles) and less avoidant withdrawal (e.g., shaking head, folded arms). The reverse pattern emerged for avoidance goals. Furthermore, women (but not men) matched their partner's positive involvement to a greater extent the more approach goals and the fewer avoidance goals they pursued. In contrast, approach/avoidance relationship goals were not associated with how much individuals matched their partner's avoidant withdrawal. Results suggest that relationship goals are related to partners’ nonverbal communication and the extent to which women match their partner's positive involvement during conflict.     

Perfectionism and achievement goals revisited: The 3 × 2 achievement goal framework

ObjectivesPerfectionistic strivings (PS) and perfectionistic concerns (PC) have shown different profiles with the 2 × 2 achievement goals in sport. Whether PS and PC also show comparable profiles with the achievement goals of the expanded 3 × 2 framework, however, is unclear.DesignCross-sectional.MethodWe examined self-reported perfectionistic strivings, perfectionistic concerns, and the 3 × 2 achievement goals in 136 junior athletes (mean age 17.0 years).ResultsThe results of structural equation modeling showed that PS were positively associated with task-, self-, and other-approach goals and negatively with task- and self-avoidance goals. In contrast, PC were positively associated with task-, self-, and other-avoidance goals and negatively with task- and self-approach goals.ConclusionsThe findings suggest that PS and PC show different profiles also with the 3 × 2 achievement goals which may help explain why the two perfectionism dimensions show differential relations with achievement-related outcomes in sport.     

How identity related goals moderate the role of attributes in product evaluation

This research examines how identity related goals influence product evaluation. It is proposed that products are evaluated based on an attribute level to fulfill an identity related goal. Further, the positive relationship between an attribute level and product evaluation is strengthened by goal activation (the degree to which a goal occupies a consumer's thinking) and goal‐product fit (the extent to which consumers think a product is related to a particular goal). Results of three experimental studies support the above propositions. The research makes contributions in that it identifies two moderators, that is, goal activation and goal‐product fit, in the relationship between attributes ability and product evaluation. First, identity‐related goals are higher order and likely to have higher priority for consumers. However, results in this paper show that it still needs to be activated before it can exert an influence on attribute importance. Specifically, when an identity related goal (e.g., one supportive of the fair trade goal) is activated, it takes over a lower‐order goal (e.g., seek for a good taste or a good priced coffee in this case). As goal activation increases, relevant attributes become more important, and the positive relationship between an attribute level and product evaluation strengthens. Second, this paper introduces a new construct of goal‐product fit into identity‐related goals and product evaluation literature. The results of study three suggest that when goal‐product fit becomes stronger, the relevant attribute that can fulfill the goal becomes more important in the overall product evaluation.