Through rose-tinted glasses: How inducing and resolving curiosity makes consumers less skeptical and improves their product evaluations

Research indicates that in general, curiosity leads to more intense processing of an advertisement, which might result in a more skeptical response toward a persuasive message. However, we propose the opposite and argue that a process of evoking curiosity toward a stimulus in the first step (with the creation of an information gap) and resolving it in the second step creates a positive affective experience. Upon receiving curiosity-resolving information after becoming curious, consumers are less skeptical toward the advertised product, which leads to a more favorable attitude and a higher purchase intention. Based on four studies, we demonstrate curiosity's skepticism-reducing effect, its downstream consequences, and the underlying mechanism of positive affect. We show that this curiosity-stimulating way of information disclosure caused the effect instead of the information itself, which remained constant. The effects occur for integral curiosity, directed at the focal product, and for incidental curiosity, elicited by an unrelated stimulus. These results contribute to understanding consumer responses to curiosity-evoking advertisements, which are widespread, and provide implications for consumer psychologists, practitioners, and policy makers.     

Anecdotal, Statistical, and Causal Evidence: Their Perceived and Actual Persuasiveness

Claims about the occurrence of future events play an important role in pragmatic argumentation. Such claims can be supported by inductive arguments employing anecdotal, statistical, or causal evidence. In an experiment, the actual and perceived persuasiveness of these three types of evidence were assessed. A total of 324 participants read a newspaper article in which it was claimed that the building of a cultural centre would be profitable. This claim was supported by either anecdotal, statistical or causal evidence. The statistical evidence proved to be more convincing than the anecdotal and causal evidence. Although the latter two evidence types were equally unconvincing, the anecdotal evidence was perceived as less persuasive than the causal evidence. Therefore, the actual and perceived persuasiveness of the evidence did not correspond. These results partly replicate the results obtained in previous experiments. They also underscore the need to distinguish between the perceived and the actual persuasiveness of an argument.     

Children's understanding of advertising: an investigation using verbal and pictorially cued methods

Conflicting results on children's understanding of advertising may stem from differences in research methods. Most studies are conducted using interviewing techniques, employing only verbal questioning. In the present study, 136 children of two age groups (7 and 10 years) were first asked what advertising was for and, after responding, shown depictions of possible reasons. The results indicate that although older children are more likely than younger ones to understand that advertising seeks to promote selling, pictorial cues allow a much larger proportion of all children to indicate their understanding than verbal questioning does on its own, with younger children especially showing improvement. Thus, seven‐year‐olds seem to have an implicit understanding of the persuasive intent of advertising that they are unable to articulate in response to investigators' questions. Multiple methods appear to offer a means of evaluating the level of sophistication in children' understanding of advertising. Copyright © 2007 John Wiley & Sons, Ltd.     

员工组织社会化研究的概况

组织社会化是指个体为了适应其所在组织的价值体系、组织目标和行为规范而调整自己态度、行为的学习过程。文章在对组织社会化含义阐释的基础上,从组织社会化策略、组织社会化过程、组织社会化中员工信息寻求、组织社会化内容等4个方面,对当前组织社会化的研究现状进行介绍。文章最后指出了组织社会化的未来研究趋势     

儒家和兵家治道思想的整合及其历史影响--从"儒兵家"看<十一家注孙子>

《十一家注孙子》汇集了自魏武帝曹操至北宋张预等11家对于《孙子》的注解。关于治国之道，孙子与儒家的思想多有相通之处，同时又各有侧重、各有特点。11位注家在注释《孙子》过程中，既阐发了孙子的原意，又融合了诸多儒家的思想观念，体现出“以儒释兵”、“兵儒整合”的思想倾向。这种思想倾向虽早已有之，但《十一家注孙子》的形成无疑又加强了这种倾向，它对历史上儒兵家的形成也有一定影响。     

How Sweetness Plays Sweetly in Persuasion

Three experiments explored how sweetness metaphors affect individuals’ attitudes. The results indicated that sweetness metaphors led to positive responses to the target advertisement and the advertised product, both when the sweetness was actually experienced (Experiment 1) and when the sweetness experience was imagined (Experiment 2 and 3). In Experiment 1, participants who directly experienced a sweet taste evaluated a mineral water advertisement more positively than those who did not experience a sweet taste. Experiment 2 showed that an imagined sweet taste generated favorable attitudes toward the same targets as in Experiment 1. Results of Experiment 3, which used advertisements of various product categories, were similar to those of the previous two experiments, where both direct experience and mental imagination of sweetness were advantageous for forming favorable attitudes.     

Barriers to forgiveness

Society generally encourages individuals to forgive their transgressors because forgiveness can yield many psychological, physiological, and social benefits (Exline & Baumeister, 2000 ). Nevertheless, victims face barriers to forgiving others, and other people face obstacles that prevent them from encouraging victims to forgive. We aim to provide insight into the various barriers that deter forgiveness by examining the role of the various parties involved—victims, transgressors, and uninvolved third parties—in creating barriers to forgiveness. We contend that beliefs held by these various parties significantly reduce the likelihood that victims will forgive their transgressors. By identifying how these beliefs impede forgiveness, we can begin to understand more fully why convincing victims to forgive is often a challenge. In our discussion, we also suggest ways by which victims, transgressors, and third parties can overcome these barriers to forgiveness.     

The Role of Background Behavior in Televised Debates: Does Displaying Nonverbal Agreement and/or Disagreement Benefit Either Debater?

ABSTRACT

This study examined the effects of background nonverbal behavior displayed with the purpose of undermining one's opponent in televised debates. Students watched one of four versions of a televised debate. In each, while the speaking debater appeared on the main screen, subscreens displayed her nonspeaking opponent's background nonverbal behavior. In one version, the non-speaking debater remained “stone faced” during her opponent's speech, while in the other three she nonverbally displayed occasional disagreement, nearly constant disagreement, or both agreement and disagreement. After viewing the debates, students rated the debaters' credibility, appropriateness, objectivity, and debate skills, in addition to judging who won the debate. Analysis indicated that background nonverbal behavior influenced audience perceptions of debaters' credibility, appropriateness, objectivity, debate skill, and the extent to which the debate was won. These results suggest that adding nonverbal agreement to expressions of nonverbal disagreement do not reduce the negative impacts of communicating disagreement nonverbally during an opponent's speech and may in fact further decrease the audiences' perception of a debater's credibility and overall performance.     

7-11岁儿童心理状态信息理解与使用的发展特点及关系

采用失言任务和改进的说服任务考察了153名7-11岁儿童的心理理论理解和使用能力的发展状况。结果发现：儿童的失言理解能力和心理状态信息使用能力7-9岁时发展迅速,9岁后趋于稳定;两种能力的发展趋势基本一致,两者呈现中度相关;8-9岁是儿童失言理解和心理状态信息使用发展的转折点。结果表明：心理状态理解和使用的能力是儿童心理理论发展的重要组成部分,两者的发展基本同步。