A Field Examination of Two Measures of Work Motivation as Predictors of Leaders' Influence Tactics

Abstract

The authors tested 2 motivation measures, the Motivation Sources Inventory (MSI; J. E. Barbuto & R. W. Scholl, 1998) and the Job Choice Decision-Making Exercise (A. M. Harrell & M. J. Stahl, 1981) as predictors of leaders' influence tactics. The authors sampled 219 leader-member dyads from a variety of organizations and communities throughout the central United States. Results strongly favored the MSI as a predictor of influence tactics. Limitations of the study include low power of relationships, sample size as limited by the research design, and education levels of participants. Future researchers should use larger and more diverse samples and test other relevant antecedents of leaders' behaviors.     

心理性作文在心理咨询与治疗中的作用

心理性作文是发轫于当代语境治疗的一种全新心理咨询辅助技术。本文就心理性作文在心理咨询过程中起到的两大作用：情绪疏导和认知调节;以及当前心理性作文理论与实践中需要注意的问题进行了介绍与分析。     

Dialogue theory for critical thinking

A general outline of a theory of reasoned dialogue is presented as an underlying basis of critical analysis of a text of argument discourse. This theory is applied to the analysis of informal fallacies by showing how textual evidence can be brought to bear in argument reconstruction. Several basic types of dialogue are identified and described, but the persuasive type of dialogue is emphasized as being of key importance to critical thinking theory.     

Public Debate – An Act of Hostility?

This paper focuses on eristic in political debate of the forensic, or confrontational, type. First, some findings on the enactment and persuasiveness of hostility in a series of Danish TV-debates 1975–85 are presented, including a list of the clearly hostile debater's characteristics and a subdivision of conspiracy arguments. This presentation serves to illustrate that hostility is less persuasive than argumentation practitioners and theorists tend to assume. Next, the widespread notion of debate as a genre half-way between the quarrel and the critical discussion is challenged in a discussion of Douglas N. Walton's distinction between types of dialogue. It is maintained that the normative model of confrontational debate excludes the quarrel and that debate should not be perceived as second-rate critical discussion.     

Behavioral correlates of self-control at 33 months

Self-control behavior of 48 33-month-old children was examined during two delay-of-gratification tasks. Children were categorized as high, medium, and low in self-control on the basis of their cumulative delay time. Instances of attention shifts, body movements, as well as social and object-referencing were coded throughout the two delay periods. Results showed significant group differences in behavioral tactics. Children in the low group looked at and touched the forbidden object more often; members of the medium group used more social referencing, and those in the high group were more likely to reference nonforbidden objects. Findings also suggested that high controllers were more likely to use self-distraction tactics involving shifts in attention from one object to another during the delay period. Separate analyses for each task indicated that the observed delay tactics were stable from one context to the other. These findings substantiate results from other research on self-control with 3-year-old children and also document different behavioral styles of self-regulation during delay of gratification.     

The Perceptual Pathway: Tracing the Mechanisms of Political Value Transfer across Generations

The transfer of political values across generations is commonly understood as a two-step process. First, the child perceives the characteristics of the parent, thereby creating an image of what the parent is like. Second, the child is persuaded to adapt his or her own views to that image. Despite its theoretical dominance, the details of this perceptual pathway of parentalsocialization have rarely been examined empirically. A major Swedish socialization study offers unusually good opportunities to investigate how it actually operates. The results indicate that the perceptual pathway as a whole is of great but not universal significance, that perception is more important than persuasion because of its greater variability, and that the conditions regulating the former are distinct from those regulating the latter. One implication of the results is that studies of interpersonal influence based on a single source (e.g., the child alone) are likely to yield a very lopsided view of the socialization process.     

负面情绪和说服策略对品牌关系再续意愿的影响

营销学和心理学的已有研究表明, 负面情绪会影响信息处理过程。因此, 企业在品牌关系再续的实践中, 必须结合消费者负面情绪来选择适当的说服策略。基于此, 通过区分反驳型说服策略和诊断型说服策略, 并将其联结于消费者的情绪特点(情绪类型与情绪强度), 经由两个实验探讨了不同情绪特点的消费者对两种说服策略的反应。实验一初步证明了负面情绪类型(后悔和生气)调节说服策略对原谅的影响。实验二证明了负面情绪强度(低和高)调节说服策略对原谅的影响, 并进一步检验了实验一的结论。即当负面情绪强度低时, 负面情绪类型的调节作用不显著; 但是, 当负面情绪强度高时, 负面情绪类型的调节作用显著。此外, 两个实验均验证, 根据消费者负面情绪特点, 适当的说服策略有利于消费者原谅品牌, 进而产生品牌关系再续意愿。     

阈下说服的存在证据与争议

通过阈下刺激或者信息的呈现, 试图引导个体采用某种观点、态度或者行为的过程被称为阈下说服。已有的研究从不同视角考察了阈下说服的效果, 对阈下说服的存在与否有着较大的争议。出现争议的原因可能与觉知、阈下语义激活、当前动机以及习惯有关。最近的研究聚焦于探究当前动机在阈下说服研究中所起到的关键作用。未来应当继续尝试其它途径, 促进语义激活; 丰富动机种类, 探讨引发动机的方法; 关注机体变量, 探索新机制。     

说服效应的理论模型、影响因素与应对策略

说服效应是指面临说服性信息时, 个体态度发生转变并影响其决策行为的一种现象, 该现象普遍存在于政治选举、生活消费及商业广告等领域, 具有重要的应用价值。说服效应的两个主要理论模型包括双加工模型和自我功效理论。信息源的可信度、情绪、信息框架、社会网络、事件卷入度等是影响说服效应的主要因素。说服效应的应对策略包括公开承诺和自我控制。未来的研究应该从说服效应的产生根源、特征成分及应用领域等方面进行深入地探讨。     

中国城区青少年对广告价值的评价:前因和后果

通过对北京市7所中学366名学生的调查,探讨了青少年对广告价值的评价以及何种因素影响青少年对广告价值的评价,广告价值的评价是否会进一步影响其决策等问题。运用AMOS 4.0建立结构方程模型对研究假设进行检验,结果表明：（1）青少年对广告价值的评价直接影响到他们的决策意图;（2）在探讨广告价值的影响因素时发现,对广告的知觉因素（信息性和娱乐性）和青少年对广告以及广告商的社会认知（观看广告的社会动机和对广告劝服技巧的认识）对广告价值的影响作用也十分显著,信息性、娱乐性与社会动机都对广告价值产生积极影响,而对广告劝服技巧的认识则对广告价值产生显著的负面影响