走向双赢:动机倾向和信息分享质量在整合性谈判过程中的作用

研究的主要目的是考察谈判组的动机倾向、信息分享数量和质量、对优先考虑事项和利益一致事项的判断准确性和联合收益之间的关系,以及信息分享质量在谈判过程中的重要性。采用一对一的买卖式谈判任务,由226名被试组成113个谈判组进行面对面的谈判。结果表明,动机倾向、信息分享数量和质量以及谈判双方对优先考虑事项的判断准确性都对联合收益有显著影响,而且信息分享质量比信息分享数量更有预测力。中介作用分析结果显示,信息分享质量在动机倾向和联合收益之间起完全中介作用,对优先考虑事项的判断准确性在信息分享质量和联合收益之间起部分中介作用。研究揭示了整合性谈判的整个过程,验证了信息分享质量在谈判过程中的重要作用。     

Evaluating advisors: A policy‐capturing study under conditions of complete and missing information

Decision‐makers' relative preferences for various advisor characteristics were investigated in two multilevel policy‐capturing studies. The characteristics under consideration were: advisor expertise, advisor confidence, advisor intentions, and whether that advisor was the sole available source of advice. In Study 1, decision‐makers had access to all relevant information about the advisors. In contrast, some relevant information about the advisors was systematically made unavailable in Study 2, which allowed an investigation of the effect of missing information on decision‐makers' evaluations of advisors. Results from both studies indicated that advisor expertise and intentions were most important in promoting decision‐makers' positive evaluations of advisors, that this effect was even more pronounced under conditions of missing information, and that advisor expertise and intentions also interacted synergistically. Given that expertise and good intentions are determinants of an advisor's trustworthiness, the results highlight the interpersonal nature of advice giving and taking. Copyright © 2009 John Wiley & Sons, Ltd.     

When forewarning backfires: Paradoxical effects of elaborating social feedback on entrapment in a losing course of action

Entrapment occurs if people persist with losing courses of action. In two experiments, we show how elaborating social feedback (i.e., premature praise or forewarning regarding the chosen course of action) can have paradoxical effects on entrapment. The participants acted as head of a translation department and had to choose one out of four possible translation strategies for their employees. After choosing, they read four arguments (presumably written by former participants) which were either all in favor of the strategy chosen, all against it, or mixed. Half of the participants only read these arguments, whereas the other half elaborated on them by providing written comments (Experiment 1). The results showed that elaborating on other persons' arguments led to stronger entrapment, independently of whether the arguments were positive or negative. This pattern was due to biased argument processing: Whereas confirming thoughts were generated for positive arguments, negative arguments were refuted. Experiment 2 confirmed that this biased argument processing caused subsequent entrapment. These results indicate that elaborating any type of argument can lead to heightened entrapment and, hence, forewarning can backfire. Copyright © 2009 John Wiley & Sons, Ltd.     

重读在口语语篇理解加工中的作用

用三个实验探索了重读在口语语篇理解加工中的作用。其中实验1利用以句子为单位的口语动窗法,考察了重读如何影响语篇的临场加工速度。实验2和实验3利用词汇再认任务,考察了重读对语篇临场加工效果（即信息在语篇表征中的激活水平）的影响。结果表明：与控制条件相比,一致性重读加快语篇的临场加工,不一致性重读减慢语篇的理解加工;与控制条件相比,一致性重读提高了新信息在语篇表征中的激活水平;不一致性重读虽然促进了所标示的旧信息的激活,但是对于相对重要的新信息的激活具有抑制作用。从而说明一致性重读对语篇理解具有促进作用,而不一致性重读阻碍语篇理解。这一促进和抑制作用不仅体现于语篇的临场加工过程中,而且表现在即时的语篇加工效果中。     

7岁超常和常态儿童的信息加工速度

该研究以超常和常态儿童各25名(平均年龄分别为6岁10个月和6岁11个月)为被试,以选择反应、图形匹配、心理旋转、和抽象匹配为基本认知任务,对超常和常态儿童的信息加工速度作了比较研究。研究者对被试的正确率和反应时作了分析。结果表明：(1)超常儿童基本信息加工能力显著优于普通儿童,具体表现在反应时更短,或正确率更高。(2)超常儿童与常态儿童信息、加工的差异与任务难度有关,在选择反应和图形匹配任务中,超常儿童的反应时显著短于常态儿童。而且,在图形匹配任务中,任务难度越大,差异越显著。而在心里旋转和抽象匹配任务中,超常儿童的正确率显著高于常态儿童。(3)任务的难度无论对超常组被试还是常态组被试的反应时及反应正确率都有影响,但影响方式不太一样。在反应时上,随着任务难度的增加,两组被试的反应时都明显延长;但在正确率上,则随着任务难度的增加,常态组被试的正确率降低,而超常组被试的正确率基本稳定在一个较高的水平上,即任务难度问的差异不显著。     

刻板印象的意识性抑制

通过实验探讨了刻板印象的意识性抑制问题。被试为西北师范大学一年级本科生24人。结果表明：(1)性别刻板印象会影响对职业这种社会范畴的判断;(2）刻板印象效应比较顽固,较难受到意识性的抑制;（3）与刻板印象相反的个体化信息会削弱刻板印象效应;(4）刻板印象与个体化信息的加工很可能是平行的。     

When choices give in to temptations: Explaining the disagreement among importance measures

Respondents’ overt statements of relative importance rarely correspond to weights derived from a regression analysis of their decisions. This paper conjectures that differential effects of high-level goals on importance beliefs and choices can explain these discrepancies. It is argued that the goal to justify decisions influences importance beliefs more than choices whereas the goal to assess preferences accurately affects choices more than importance beliefs. It is also argued that differential effects of high-level goals on importance statements and choices vary as a function of whether decision-maker controls the information flow and the extent of prior knowledge and experiences with choice options. These predictions were tested within the context of a contraceptive decision-making task. Choices among contraceptives made the justification goal salient to subjects by requiring tradeoffs between attributes that are either considered rational or tempting in making such decisions (e.g., health risks vs. pleasure/convenience). As predicted, subjects assigned larger importance weights to rational attributes in their subjective evaluations than in their choices whereas the impact of tempting attributes was stronger for choices than for subjective importance evaluations. Moreover, these observed discrepancies between importance measures were reduced in favor of rational attributes when subjects controlled the information flow and could not access their prior experiences. Overall, the results suggest that, although tempting attributes affect choices, decision makers appear to be unwilling to acknowledge the impact of tempting attributes on their decisions in judging attribute importance.     

情境模型中的时间表征研究

阅读理解中情境模型的建构是当今阅读研究的热点 ,自Zwaan等人提出事件标记模型理论以来 ,很多研究者对影响情境模型建构的空间维度进行了深入的研究 ,尽管对情境模型中时间维度的研究相对缺乏 ,但仍得出了一些有价值的研究成果。本文对情境模型中时间表征的理论假设、实验研究、技术手段及主要研究结论作了介绍和评析 ,并对未来的研究方向进行了展望。     

多属性决策任务中焦虑型个体的信息加工特点研究

该研究以多属性职业选项为材料,采用计算机化的信息板技术初步考察了焦虑型个体在多属性决策过程中的信息加工特点,结果表明焦虑型个体与非焦虑个体的决策过程有所不同。主要表现在与非焦虑型的决策者相比,焦虑型的被试在决策过程中对职业属性的加工时间更长,加工的信息也更多;在决策前后他们对完成决策任务的信心水平评估都很低,但是在搜索模式上焦虑型的决策者与非焦虑型的决策者没有差别。在研究的讨论部分对焦虑型个体决策过程中信息加工特点的原因进行了分析。     

信息提供者数量对职务信息完整性的影响

本研究探讨3种不同实验情境下,信息提供者数量对职务分析信息完整性及击中完整性的影响。方差分析表明:a)4名任职者可提供足够完整的职务信息;b)职务分析员数量与信息完整性的关系在情境间不稳定;c)职务分析实践中,采用4名任职者提供信息最合理,如可排除动机因素影响,采用3名任职者提供信息最合理;d)采用4名分析员凭经验提供职务信息最合理;如可阅读职务说明书,采用3名分析员最合理。