Subjects: Psychology >> Social Psychology submitted time 2023-03-28 Cooperative journals: 《心理科学进展》
Abstract： In today’s highly interconnected mobile and computer-mediated environment, where the act of posting is only a click away, consumers increasingly post their consumption experiences online, from social media to review websites and e-commerce marketplaces. Echoing this momentum, a growing number of brands and marketplaces explicitly encourage consumers to post their purchase experiences by deftly including social media buttons or using hashtag-rich digital communications that directly prompt consumers to post to trigger greater engagement and sales. Previous research has mainly focused on when and why consumers share on social media after purchases. The current research examines whether, how, and when exposure to sharing cues (e.g., social media buttons) during a purchase episode influences consumer choices. We argue that exposure to sharing cues promotes impression management motivation and decreases sense of autonomy. Based on these accounts, we examine two consequences: product interest and decision termination. In the first research, we examine how the mere presence of sharing cues on a webpage may influence consumer behavior in unexpected ways that can variably help or hurt companies promoting their products online. Drawing upon research on the use of both social media and product consumption for self-presentation purposes, we hypothesize that the presence of social media cues increases feelings of public self-consciousness and this increased self-consciousness influences consumers’ interest. We further show that the effect of public self-consciousness on product interest is moderated by product self-presentational value. Consumers’ interest will increase for products that they would like others to see them own or use (i.e. desirable self-presentational value). However, consumers’ interest will decrease for products that they would not like others to see them own or use (i.e., undesirable self-presentational value). Technological advances enable firms not only to record and track transactions but also to analyze consumers’ responses to their offerings even prior to making their decisions. The pervasiveness of situations in which we are observed or even merely feel observed goes beyond direct human interactions at different stages of the decision process in the social media era. In the second research, we propose that social media cues make consumers feel being observed by others and reducing feelings of independency. This threatens consumers’ sense of autonomy, which is defined as feeling that decisions are made free from external influence. We argue that sense of autonomy, the fundamental motivation of humans, is most pronounced during the process when consumers are comparing different options. Specifically, the pre-decisional or process stage captures the stage wherein consumers are still considering the choices in the consideration set, reviewing the available information, and examining the trade-offs. On the contrary, the post-decisional or outcome stage captures the stage in which consumers already know their preferences and remind them by either sharing on social media. Notably, this distinction pertains to whether consumers are still in the midst of constructing their preferences while being observed or had already finished constructing their preferences and are being observed while indicating their choice. We show that threats to sense of decision autonomy occur if consumers are observed prior to finalizing their choice (vs. during making decisions). The current findings contribute to social sharing and give insights to how digital environment affects consumer behavior. Managerially, the findings demonstrate when brand-led efforts to prompt customers to share their purchases backfires.
Subjects: Management Science >> Enterprise Management submitted time 2022-03-11
Abstract：
With the growing popularity of social media, review websites, and e-commerce platforms, consumers can increasingly share their consumption choices with others easily. To follow this trend, companies put sharing buttons, employ hashtags-rich digital communications, or directly prompt consumers to share their purchase experiences. The current research examines whether, how, and when exposure to sharing cues (e.g., social media buttons) during a purchase episode influences consumer choices. We argue that exposure to sharing cues promotes impression management motivation and decreases sense of autonomy. Based on these accounts, we examine two consequences: product interest and decision termination. The current findings contribute to social sharing and give insights to how digital environment affects consumer behavior. Managerially, the findings demonstrate when brand-led efforts to prompt customers to share their purchases backfires.
Peer Review Status:
Awaiting Review
Subjects: Psychology >> Developmental Psychology submitted time 2023-03-28 Cooperative journals: 《心理科学进展》
Abstract： According to whether it is extended in time, self can be divided into two important parts—— minimal self and narrative self. Embodied constructivism holds the idea that distinguishing self from non-self is the core concept of minimal self. Therefore, defending the construction theory of self should emphasize the importance of the body itself. According to pathology and illusion studies of minimal self, investigating minimal self and self-other distinction by studying sense of ownership, sense of agency, as well as their deficits in certain disorders will be one fruitful path in current researches of self. Future studies could be focused on the discussion of the constructions of components, structures and processes of the self.
Subjects: Psychology >> Developmental Psychology submitted time 2023-03-28 Cooperative journals: 《心理科学进展》
Abstract： Besides affecting vision, light exerts powerful non-visual effects on a wide range of biological functions and behaviors, such as modulating circadian rhythm, melatonin suppression, and acute alertness. Comprehensive studies on the effect of light on human circadian rhythm now lead more researchers to pay attention to the effects of light on acute alertness. Here, we summarized (1) different measures of alertness, (2) factors that may influence the effect of light on alertness like illuminance, exposure, timing, wavelength and color temperature, (3) promising applications of the alerting effect of light in some affective disorders, circadian rhythm, and office lighting, and (4) future directions focusing on investigation of neural mechanisms, optimal lighting characteristics, and potential confounds.
Subjects: Psychology >> Developmental Psychology submitted time 2023-03-28 Cooperative journals: 《心理科学进展》
Abstract： The rubber hand illusion is a perceptual illusion in which participants experience a fake model hand as part of their own body. Such an illusion could be induced by applying synchronous touches to a visible rubber hand and the hidden real hand. Rubber hand illusion has become an important paradigm of bodily sense of ownership, whose mechanism can be further divided into “bottom-up matching” and “top-down matching”. The former refers to the synchronicity of visual and tactile stimulations, while the latter refers to the participants’ pre-existed body image and body schema (including the modality of real and fake hand, similarity of spatial position). Based on above, body model theory and peri-personal space (PPS) have been proposed to explain the integration of two matching mechanisms of the arouse of body ownership. Rubber hand illusion is used to the exploration of the pathological analysis of schizophrenia, the relationship between illusion and psychological traits, the application in neurosurgery and postoperative recovery. Future studies should pay more attention to the development of paradigm itself, the enhancement of simulated effect by using virtual reality technology, as well as using the sensibility of sense of ownership to filter and predict body image related diseases.
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