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动机冲突影响混合跨期决策:趋近-回避动机理论视角

The influence of motivation conflict on mixed loss-gain intertemporal choice: An approach-avoidance motivation perspective

摘要:组织与个人面临的许多决策,既无纯粹获益,也无纯粹损失,往往需要同时对未来不同时间点的损益加以权衡, 这类损益兼具的决策称为混合跨期决策。过往研究通常沿用纯粹获益或损失跨期决策的理论框架,缺乏与混合跨期决策相匹配的理论建构和决策过程探索。基于此,本研究从趋近-回避动机理论出发,探索动机冲突影响混合跨期决策的过程机制。研究一拟探讨混合跨期决策中动机冲突特点,及其与决策行为之间的关系。研究二则计划分别操纵影响动机冲突程度的内源性因素(得失金额的相对差异程度)和外源性因素(资源有限程度),试图揭示动机冲突程度与混合跨期决策之间的因果链条。研究三拟采用鼠标追踪技术,基于决策过程指标进一步探索动机冲突影响混合跨期决策的过程机制。我们预期该研究结果有利于从动机冲突视角揭示并建构混合跨期决策的作用机制,同时也将为涉及混合跨期情境的企业管理和个体消费决策提供科学依据。

英文摘要:Based on an approach-avoidance motivation conflict perspective, this proposal systematically explores the decision-making mechanism associated with mixed gain-loss intertemporal choice by using behavioural experiments and mouse tracking technology. In Study 1, the relationship between the degree of motivation conflict and behavioural preferences in the context of such intertemporal choice is investigated. In Study 2, both endogenous factors (the relative difference between the amount of gain and the amount of loss) and exogenous factors (limited external resources) are manipulated to reveal the causal chain linking the degree of motivation conflict to mixed intertemporal choice. In Study 3, mouse tracking technology is used to explore the mechanism by which motivation conflict associated with mixed intertemporal choice influences behavioural preferences. The results of these studies reveal the mechanism by which motivational conflict affects the mixed intertemporal choiceprocess and can also provide a theoretical foundation for the design of relevant schemes in organizational management.

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[V1] 2022-07-04 08:50:34 chinaXiv:202207.00007V1 下载全文
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