人之将尽,消费国货？死亡信息的暴露增加国货选择的现象、中介和边界条件解析

死亡信息无处无时不在。恐惧管理理论认为,死亡暴露会促使个体采取两种防御机制：支持文化世界观和提升自尊。来自西方发达国家消费者的数据显示,死亡暴露会促使这些消费者偏爱国货、支持文化世界观,内在机制是爱国主义情绪的唤醒。但对将购买外国货视为追求高自尊和高身份的发展中国家消费者而言,尚没有学者检验死亡暴露会促使他们继续购买外国货以提升自尊,还是转而购买国货以支持文化世界观。本文用实验检验了这两种竞争预测,发现死亡暴露会增加发展中国家消费者的国货选择,但机制是补偿个人控制感的缺失。同时,已有探讨死亡暴露与国货偏好的研究并没有检验何时死亡暴露将不再增加国货偏好,本文发现启动亲密的人际归属感是边界条件。     

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.     

From selling to managing strategic customers - a competency analysis

An increasing number of companies select strategic customers, who are then treated differently from standard customers. Thus, the customer-facing function has been divided into two separate functions: traditional selling and strategic account management. This article seeks to provide a comprehensive overview that compares the competencies of salespeople with the competencies of strategic account managers. The article's objective is to highlight a competency path that can lead salespeople to transition successfully into strategic account managers. Leveraging the two distinct competency classifications, we identify the key skills that traditional salespeople must be trained in or “unlearn” to successfully transition. From a theoretical perspective, this article bridges the gap between the literature on sales and the literature on strategic account management and pinpoints the major differences between those two customer-facing dimensions. From a managerial perspective, the article helps practitioners draw a competency grid to assess both salespeople's ability to succeed in their role transition and the training required to support this transition.     

Victims,Their Stories,and Our Rights

Diana Meyers argues that breaking the silence of victims and attending to their stories are necessary steps towards realizing human rights. Yet using highly personal victims' stories to promote human rights raises significant moral concerns, hence Meyers suggests that before victims' stories can be accessed and used, it is morally imperative that requirements of informed consent and non‐retraumatization are secured. This article argues that while Meyers' proviso is important, and necessary, it may not be sufficient. First, one potential problem with seeking to secure “informed consent” is that one has to ask for the consent, and in the act of asking one is potentially retraumatizing the victim. Secondly, the assumption that victims have ownership right over their stories, which is a key premise in Meyers's argument, is much more problematic than may appear.     

Integrating who “we” are with what “we” (will not) stand for: A further extension of the Social Identity Model of Collective Action

Collective action refers to any action that individuals undertake as group members to pursue group goals such as social change. In this chapter, we further extend the Social Identity Model of Collective Action (SIMCA) by including not just (politicised) identity but also moral motivations into its core, effectively integrating who “we” are with what “we” (will not) stand for. Conceptually, we utilise self-categorisation theory’s notion of normative fit to elaborate this special relationship between the moral and identity motivations for collective action. Empirically, we review two research projects (the experimental and survey-based Value-Identity Fit Project and the longitudinal Politicisation Project) that both suggest that the SIMCA needs to be extended to include, both conceptually and empirically, a broader range of (violated) moral beliefs and a focus on identity content. We discuss key implications of expanding the core of the SIMCA for the social psychology of collective action and social change, and suggest new directions for future theorising and research in this field.     

The Metaphysics of Personal Identity and Our Special Concern for the Future

Abstract: Philosophers have long suggested that our attitude of special concern for the future is problematic for a reductionist view of personal identity, such as the one developed by Derek Parfit in Reasons and Persons. Specifically, it is often claimed that reductionism cannot provide justification for this attitude. In this article, I argue that much of the debate in this arena involves a misconception of the connection between metaphysical theories of personal identity and our special concern. A proper understanding of this connection reveals that the abovementioned objection to reductionism cannot get off the ground. Though the connection I propose is weaker than the connection typically presupposed, I nonetheless run up against a conclusion reached by Susan Wolf in “Self‐Interest and Interest in Selves.” According to Wolf, metaphysical theses about the nature of personal identity have no significance for our attitude of special concern. By arguing against Wolf's treatment of self‐interest, I suggest that her arguments for this conclusion are misguided. This discussion leads to further clarification of the nature of the link between theories of personal identity and our special concern and, ultimately, to a better understanding of the rationality of this attitude.     

个人影响力在群体决策整合过程中的作用：对SDS理论的扩展

以往社会决策图式理论没有考虑决策群体中成员的地位、成员的价值取向和专长知识分布等决策者影响力因素对群体决策整合过程的影响。本文在考虑上述诸因素影响的前提下构建了决策者影响力函数,通过投资决策模拟实验,综合使用决策影响力函数和个体偏好分布来预测群体决策的结果。研究表明综合运用决策者影响力函数和修改后的社会决策图式理论比传统的理论能更准确和有效的预测群体决策。     

国际学术交流中的诡道:AIDS病毒发现权之争

关于艾滋病病毒发现权之争的著述在国外已有许多,但国内对这一事件从科学史角度的研究还不多见.本研究试图在艾滋病的最初发现,病源学研究,以及病毒发现之争的起因等方面进行回顾的基础上,对美国科学家和美国政府在这一事件中的一些做法和表现,从美国当代国家科学发展战略观的角度进行解读,并通过历史分析求得有益的启示.