Subjects: Psychology >> Social Psychology submitted time 2023-03-28 Cooperative journals: 《心理科学进展》
Abstract： It seems a unique psychological and behavioral pattern of human beings to give up realistic interests or even risk death for a belief about values, which reflects the transcendence of the human spirit. In psychological research, the discussion of the above phenomenon is often carried out in the context of “protected values”, that is, values that an individual refuses to trade for any other values, especially for economic value. In recent years, with the rise of cognitive neuroscience and the development of functional magnetic resonance imaging (fMRI) technology, the research on the cognitive neural mechanism for protected values has provided evidence at the neurophysiological level for the psychological processing process behind “sacrifice life for righteousness”. According to the existing research results from cognitive neuroscience, the reason why people can fight against material temptation or even sacrifice life for a particular belief lies in the fact that protected values are characterized and constructed according to absolute rules of deontology. This largely ensures that protected values can bypass the process of weighing the advantages and disadvantages when facing material temptation. It is the first choice for people to observe and judge the rules directly from their semantic memory network, even when facing the possibility of sacrificing for faith, without weighing the advantages and disadvantages. On the other hand, because the protected values are closely related to the process of self and moral identification, they are significantly increased in value importance and can mobilize emotional resources to resist the impact of external information. Therefore, when an individual is required to make a choice between value belief and monetary benefits, he may regard it as a threat to self and moral identity, stimulating negative emotional reactions such as anger and disgust to resist, and then consolidating his original beliefs. That is to say, the balance between the advantages and disadvantages of protected values may be the result of an interaction between the “cold” cognitive rule system and the “hot” subjective assignment and emotional stimulation system: the former provides the most direct value choice for individuals, while the latter helps individuals ignore the considerations of real interests through self-identity and moral feelings. The current investigation of the cognitive neural mechanism of protected values is still in its infancy, and empirical research in this field is particularly lacking in China. The following aspects may need to be further explored in the future. First, we can learn from the research paradigm and ideas of protected values to carry out empirical research on the core values of Chinese individuals. Second, we should be fully aware of cultural differences when we learn from research on protected values conducted on foreign subjects. Finally, we need to carry out scientific research on the intervention and correct guidance of protected values or core values of Chinese people.
Subjects: Psychology >> Social Psychology submitted time 2023-03-27 Cooperative journals: 《心理学报》
Abstract： Previous studies have indicated that the alternative evaluation responses to watching the gambling results of one's friends can be affected by self-interest concerns. However, until now, no systematic discussion is available addressing whether one's own different gains and losses will have different effects on the evaluation mode on a friends' gambling results; moreover, it remains unclear how this effect mode is modulated by the mode of an individual's self-construction. Research in this domain is conducive to identifying the dynamic changes of self-other sharing representations in the context of complex interpersonal interactions. Furthermore, this research provides empirical evidence toward understanding people's mentality of social interaction in the context of different cultures. This study presents a step by step discussion of the above problems via classic monetary gambling tasks in three separate experiments using the FRN and P300 as electrophysiological response indexes. In summary, this study shows that: (1) the evaluation model for one's friends' gains and losses differs depending on the own experienced gains and losses. Under favorable conditions, an individual is more inclined to show indifference to his friends' gains and losses, which may be because the individual employs stronger egocentric tendency in such a case. (2) The independent self-construction initiation group shows more indifference and competition when observing the gains and losses of a friend than in case of the interdependent self-construction initiation group. This pilot study mainly investigated the evaluation model for a friends' gambling results without involving one's own gains and losses. This aimed to verify previous research results and provided a baseline level for investigating the responses to the evaluation of a friends' gambling results. A total of 17 subjects and their same-sex friends participated in this pilot study. When an individual only observed but did not participate in gambling in person, such observing of a friends' gambling results can generate an electrophysiological response mode similar to own gains and losses. Many researchers suggested that such “mirror image” processing represented evidence for sharing presentations between an individual and his friends, i.e., the part that involves friends in people's self-concept. Experiment 1 explored the neural electrophysiological responses that occur in the two parties when one observes the gains and losses of a friend after he himself has had the experience of losing and winning money in gambling. A total of 38 subjects and their same-sex friends were recruited to participate in a number of monetary gambling tasks. The results showed that the model for one's evaluation of the gains and losses of a friend could indeed be influenced by his own gains and losses. When one benefitted from gambling, the FRN and P300 discrepancies resulting from seeing the gains and losses of a friends were no longer significant. However, when one suffered monetary losses from gambling, although the discrepancy in FRN regarding seeing friends' gains and losses remained significant, friends' gains no longer elicited a higher amplitude of P300 than their losses. Experiment 2 further addressed the previous situational self-reconstruction initiation pattern and investigated whether the neural response modes for the influence of one's own gains and losses on the evaluation of friends' gains and losses would differ under different modes of self-construction. The results indicated that in the interdependent self-construction initiation group, the electrophysiological response mode that results from watching friends' gambling was consistent with the result obtained in Experiment 1. However, after initiation of the independent self-construction of the subjects, the evaluation mode of the gambling results of a friend differed from that of the interdependent self-construction initiation group. In terms of the FRN index, regardless of one's own gains and losses, the differences in FRN for friends' gains and losses were no longer significant. In terms of the P300 index, the P300 discrepancy resulting from watching the gains and losses of a friend after suffering own losses was not significant. However, after having gained benefits, a higher P300 amplitude was induced by watching friends losing money in gambling than when watching them gain money.
Subjects: Psychology >> Management Psychology Subjects: Psychology >> Industrial Psychology Subjects: Management Science >> Enterprise Management submitted time 2023-03-16
Abstract：
[Objective] Consumers often share their shopping experiences with others. The strength of different social relationships can impact a consumer's word-of-mouth behavior, especially when an unpleasant purchase occurs. While some studies have explored that interpersonal closeness plays an important role in a social context, little has been known about how this diverse range of relationships affects consumers' word-of-mouth behavior in the case of?consumption failures. Previous research has shown that consumers are more likely to spread negative information to individuals with whom they have high (vs. low) levels of interpersonal closeness. However, these studies have only taken a binary approach to classifying interpersonal closeness, ignoring the what would happen when the closeness was on the middle level. Literally, the impact of the diversity of relationships needs further investigation.
[Methods]In this study, the impact of interpersonal closeness on consumers' word-of-mouth intention after a consumption failure was explored through six experiments, both online (Experiments 1, 2, and supplementary Experiment 1) and offline (Experiments 3, 4, and supplementary Experiment 2), in common social settings. Based on the literature on the attitudinal ambivalence literature, this research uses the SIM model to determine the level of motivation conflict and examines the U-shaped impact of interpersonal closeness on word-of-mouth intention
in the event of a consumption failure. Experiment 1 (N=143) is a between-subject design with a single factor of three levels of interpersonal closeness (low vs. medium vs. high). Participants were randomly assigned to different groups and asked to imagine a negative hotel service experience. They then had the opportunity to share the experience with others and answer related questions. The reading materials for the different experimental groups varied only in terms of the manipulation statement for interpersonal closeness. Experiment 2 (N=155) was designed to verify the mediating role of motivation conflict. The manipulation method for interpersonal closeness was changed and the stimulus material was changed to a poorly performing cell phone purchase. Participants answered related questions after reading the materials. Experiment 3 (N=126) was conducted in an offline airport waiting room to simulate a more natural face-to-face communication setting. The
social background of the experiment was transferred from WeChat to the waiting room. The U-shaped relationship between interpersonal closeness and word-of-mouth intention was verified and the mediating effect of motivation conflict was determined. Experiment 4 (N=298) is a 3
(interpersonal closeness: low vs. medium vs. high) × 2 (merchant responsibility: low vs. high) between-subject design to validate the moderating effect of merchant liability. The stimulus material describes a negative private custom tour experience, and interpersonal closeness and merchant
responsibility were manipulated. In the low merchant responsibility condition, the merchant only provided relevant reference options and the consumer chose the travel route. In the high merchant responsibility condition, the consumers chose the strongly recommended travel route provided by the merchant. The domestic samples were recruited from a professional survey website (Credamo) 3 and completed online questionnaires, while the foreign samples were recruited from another professional survey website (Prolific). Samples can be considered representative of the mainstream consumer group.
[Results]The main findings of this study are as follows: (1) Consumers are least likely to discuss their negative consumer experiences in front of objects with medium interpersonal closeness, compared to low and high interpersonal closeness, therefore there is a U-shaped relationship
between interpersonal closeness and word-of-mouth intention. (2) The cause of this difference lies in the conflict between the motivation to protect others' interests and the motivation to protect self-image: when faced with individuals of medium interpersonal closeness, consumers are most concerned with protecting their self-image, which leads to a high degree of motivational conflict and results in the lowest willingness to spread word-of-mouth. (3) The level of responsibility taken by merchants moderates the effect of interpersonal closeness on word-of-mouth intention. When merchants take low responsibility, the effect of interpersonal closeness on word-of-mouth intention is U-shaped. However, when merchants take high responsibility, consumers' motivation to protect their self-image decreases in the presence of individuals with medium interpersonal closeness, causing the motivation to protect others' interests to become dominant and leading to low levels of
motivational conflict. This results in an increase in word-of-mouth intention as interpersonal closeness increases, yielding an approximately linear effect of interpersonal closeness on word-of-mouth intention.This study contributes to the important fields of word-of-mouth communication,
social relationships, and word-of-mouth intention, and provides valuable insights for marketing professionals involved in market research, word-of-mouth management, social media operations, and marketing.
Peer Review Status:
Awaiting Review
Subjects: Management Science >> Enterprise Management submitted time 2021-07-29
Abstract： "
Peer Review Status:Awaiting Review
Subjects: Psychology >> Personality Psychology submitted time 2019-10-15
Abstract： Poverty remains one of the most pressing and vexing issues facing the world today. Although progress has been made in alleviating poverty in China, more efforts are needed to manage the intractable generations that have been affected by poverty. Endogenous power is the core psychological resource for low-income individuals to move out of poverty. However, there is a lack of a research framework for the endogenous power of poverty elimination in the Chinese context, which may result in a scarcity of relevant empirical research and the neglect of psychological factors in the formulation of poverty alleviation policies. This study deploys qualitative research methods to explore the psychological structure and key influencing factors of endogenous power of generations of low-income individuals with a goal of providing proposals on psychologically targeted poverty alleviation. The researchers utilized an intensity sampling method to obtain study participants, and grounded theory, based on in-depth interviews, was adopted as research methodology. Participants comprised individuals who had successfully (seven people) or unsuccessfully (ten people) pulled themselves out of poverty as well as poverty alleviation cadres (four cadres) from a deeply impoverished village on Hainan Island. This study attempts to construct an integral endogenous power depletion model for intergenerational poverty from the perspectives of endogenous power for poverty elimination and the integration of endogenous and exogenous driving forces. The study followed the standard procedure of grounded theory, and we analyzed the data with Nvivo 11.0. Based on grounded theory, preliminary analysis, generic analysis, and theoretical construction of the collected data were conducted. Inspections of the participants and non-participants were used to verify the research results’ validity. The findings of the study fall into three categories. First, the “Three-factor Onion Model” with negative values, negative self-concept, and the behavioral tendencies of passive anti-poverty as the core factors was found to be the endogenous driving force of generations of low-income individuals. Second, perceived control loss as a psychosocial driving force is an important cause of the lack of endogenous power among those poverty-stricken people for generations, and the combination of a lack of market rationality and campaign-style poverty alleviation are external causes of perceived control loss. Third, under the influence of the construction of inner capacities, parenting capabilities become an important internal driving force, as they take an intermediate role during the promotion of endogenous powers to their offspring and help cultivate positive psychological resources for the family. This paper attempts to place the internal psychological factors and external key factors that lead to generational poverty into a holistic research framework. Although some enlightening views have been obtained, the results are constrained by the complexity of the theme and the limitations of the data, and only a general exploration could be made. In the future, quantitative research methods may be adopted to verify the accuracy of the Internal Motivation Depletion Model for intergenerational poverty. "
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