Subjects: Psychology >> Management Psychology submitted time 2024-02-20
Abstract： With the digitalization and flattening of organizational management structures, the emergence of leadership has become increasingly pivotal in supporting organizational operational efficacy. Consequently, delving into the mechanisms governing leadership emergence within online work teams has become an imperative in contemporary management practices. While existing research extensively examines leadership emergence mechanisms in traditional contexts. However, there are significant differences exist between the online context and the traditional face-to-face context. The dynamics of interaction and communication differ considerably. Therefore, this study aims to analyze the mechanisms of leadership emergence in online work teams through the lens of communication styles. Employing grounded theory, we initially explore the salient features of virtual communication indicative of leadership potential. Based on the structural theory of communication style, we posit that leadership potential manifests in the identity, channel, and
interaction characteristics of virtual communication. Subsequently, we analyze the impact of identity characteristics through the lens of leadership identity construction theory, scrutinize channel characteristics utilizing a person-centered approach, and investigate the influence of interaction characteristics stemming from social network structures. The objective is to elucidate how these characteristics shape leadership emergence within online work teams. This study expands the theory of leadership emergence and provides a scientific basis for enterprises to make good use of digital media for effective management and communication.
Subjects: Psychology >> Management Psychology Subjects: Management Science >> Enterprise Management submitted time 2024-01-24
Abstract： The virtual team work mode has become an inevitable trend for the organization work, resulting in a significant characteristic, “boundarylessness”, with a high overlap between the work and family domains. Such boundaryless trend changes the premise of previous research and practice that work and family can be distinguished. Responding to this problem, some scholars suggested to follow this boundaryless trend and promote work-family integration. However, the managerial practice based on this principle resulted in a series of negative effects. This raises an important research question needed to be resolved under the trend of virtual team work mode: is the traditional work-family differentiation principle or the current work-family integration principle more suitable to enhance work-family balance? Do we need other new perspective to resolve this problem? In order to resolve this important research question, this study relies on social identity theory to assist the insufficient explanatory logic of conservation of resources theory, discussing the mechanism of team virtuality on employees’ work-family integration behavior, as well as the managerial intervention principle to achieve work-family harmony. This study helps to build a new theoretical framework for the study of work-family balance to promote the theory development in the intelligent digital era, and suggests a new management perspective to achieve work-family harmony.
Subjects: Psychology >> Social Psychology submitted time 2023-08-21
Abstract： Voluntary simplicity is a lifestyle in which individuals attain inner abundance and fulfillment in the process of simplifying their external lives, as to give up the possession and satisfaction of physical materials. Instead of living under stress, growing numbers of young people value life quality more and turn to a voluntary simplicity that allows a better qualitative life. Particularly during the covid-19 epidemic, consumers' lifestyles and consumption patterns have shifted, with increased acceptance of online purchases and reduced material needs in response to the risk of outings. Voluntary simplicity has emerged as an important lifestyle, and to explore the definition, influences and consequences of this lifestyle, this review is arranged as follows： First, the definition of voluntary simplicity was clarified in two aspects of personal behavioral patterns and values, then this lifestyle was distinguished with similar concepts. (1) The main difference between voluntary simplicity and green consumption lies in the quantity of consumption, where avoiding excessive consumption is one of the goals of voluntary simplifiers, rather than green consumers; (2) The difference between voluntary simplicity and minimalism centralized on the nature of consumption, compared with minimalists, voluntary simplifiers attach greater importance to the conservation of environment and stronger ecological consciousness. Second, the influencing factors of voluntary simplicity were profiled from both macro-environmental and micro-individual perspectives. At the macro-environmental perspective, culture exerts a significant influence on consumers' purchasing behavior, with studies showing that consumers in collectivist cultures exhibit more pro-environmental behavior. In addition, the outbreak of Covid-19 epidemic has somewhat reduced individuals’ consumption desire, which provides a specific time context for the emergence of voluntary simplicity. At the micro-individual perspective, individuals may choose voluntary simplicity to satisfy different psychological needs, which can be theoretically supported in reference to need theory and self-determination theory; also, consumers may be motivated by different personal values to shift their lifestyles, such as altruism and green consumption values. However, the current study overlooked personality which is a more reliable predictor; future studies should consider exploring the motivations of voluntary simplicity from the perspective of personality traits and conducting research in different cultural contexts to verify whether the mechanism is cross-culturally consistent. Finally, the effects of voluntary simplicity on the environment and individuals were also compiled. Voluntary simplifiers highly value the ecological consequences of their purchases, and emphasize on self-sufficiency and moderate consumption, which have a positive impact on environmental sustainability. The higher the degree of voluntary simplicity consumers have, the less ecological consequences of their consumption behavior and the more friendly to environmental sustainability. The higher the degree of voluntary simplicity consumers have, the less ecological consequences of their consumption behavior and the more friendly to environmental sustainability. Researches have shown that controlling consumption desires and satisfying psychological needs are important factors in explaining the relationship between voluntary simplicity and life satisfaction, yet the mechanisms underlying this positive effect of voluntary simplicity remain inconclusive. Future research should be conducted to investigate empirically the multiple effects of voluntary simplicity and further explore potential mechanisms between voluntary simplicity and its positive or negative effects.
Subjects: Psychology >> Management Psychology submitted time 2023-08-04
Abstract： High-performing individuals within organizations frequently elicit envy due to their exceptional performance. Such envy can elicit a range of experiences in these individuals, both positive and negative, which can in turn exert divergent effects on job performance and interpersonal dynamics. The existing body of literature lacks a robust, nuanced, and comprehensive examination and interpretation of these disparate research outcomes. Utilizing the dual perspective model of agency and communion, this study investigates the distinct effects of envy on self-perception, self-experience, and self-regulation. Moreover, it underscores the relative significance of agency and communion in discerning the applicable boundary conditions. By offering an exhaustive depiction of the experience of being envied, this research enhances our understanding of envy's overarching impact. Furthermore, it provides invaluable insights for future studies and affords organizations pragmatic interventions to manage the issue of envy towards their high-performing employees.
Subjects: Psychology >> Developmental Psychology submitted time 2023-03-28 Cooperative journals: 《心理科学进展》
Abstract： Leader unethical behaviors cause serious damages to organizations, thus it is critical to understand the occurrence mechanisms and antecedents of ethical leadership. The connotation of ethical leadership should include the perceived ethical leadership. Theoretical perspectives on the occurrence of ethical leadership include social learning theory, moral identity theory, personal trait perspective, three-factor model, organizational neuroscience perspective, ethics position theory, CPM theory, and leadership categorization theory. The influencing factors of ethical leadership and perceived ethical leadership include leader personal traits and cognitive factors, subordinates’ justice perception and status, and situational factors. Future research should pay more attention to the empirical research on the influencing factors of ethical leadership.
Subjects: Psychology >> Developmental Psychology submitted time 2023-03-28 Cooperative journals: 《心理科学进展》
Abstract： The Chinese market economic system is led by the government to a great extent, which has impeded the transformation of the Chinese economy from a factor driven economy to an innovation driven one. The question of how to maintain and promote innovation has caused wide concern of the researchers and enterprises. Researchers have found that the curiosity and inspiration belong to subprocess and component of creativity and innovation. Moreover, inspiration has a dependent psychological construct and varied process, which can be influenced by conscious emotions. Based on these findings, this project started from the perspective of dual-process theory (cognitive and affect processes) to reveal the phenomenon of inspiration triggered by curiosity. The project intends to testify processing mechanism of inspiration on both behavioral science and cognitive neuroscience levels. This project can not only contribute to the development of inspiration theory, but also help to foster the creativity and innovation of entrepreneur and employees.
Subjects: Psychology >> Social Psychology submitted time 2023-03-27 Cooperative journals: 《心理学报》
Abstract： Previous research has long paid attention to how to improve persuasive effectiveness in charitable donation. Based on moral foundation theory (MFT) and stereotype content model (SCM), this paper proposes that a match between moral appeal and social perception leads higher persuasive effectiveness of individual donation. More specifically, relative to those who are exposed to a binding appeal, consumers who are exposed to an individualizing appeal are more willing to donate for warmth-oriented organizations. However, for competence- oriented organizations, a binding appeal will garner higher persuasive effectiveness than an individualizing appeal. Furthermore, two types of efficacy (i.e., self-efficacy and response efficacy) mediate the interaction effect of moral appeal and social perception on donation effectiveness. Three lab experiments were conducted to examine these hypotheses. In particular, experiment 1 employed a 3 (moral appeal: binding appeal vs. individualizing appeal vs. neutral) × 2 (social perception: warmth-oriented vs. competence-oriented) two-way between-subjects design. We found that competence-oriented (vs. warmth-oriented) organizations will obtain better donation persuasion results when consumers are exposed to binding (vs. individualizing) appeal, supporting the hypotheses H1a and H1b. Then, in experiment 2, we identified the underlying mechanism, such that the interaction effect is driven by consumers’ response efficacy and self-efficacy, verifying the hypotheses H2a and H2b. Experiment 3 further examined the mediating role of different types of efficacy using a moderation approach. Participants were randomly assigned to one of condition of 3 (moral appeal: binding appeal vs. individualizing appeal vs. neutral) × 2 (social perception: warmth- oriented vs. competence-oriented) × 2 (efficacy: self-efficacy vs. response efficacy). Experiment 3 replicated the findings of previous experiments, showing the robustness of our conclusions. We also ruled out some alternative explanations (e.g., empathy) in the study.Theoretically, this research observes for the first time the interactive effect of moral appeal and social perception, thus extending both moral foundation theory and stereotype content model. The current study also enriches existing donation literature by examining the mediating role of response efficacy and self-efficacy. Managerially, this research has rich implications to charitable organization and companies when they aim to improve persuasive effectiveness in an individual donation.
Subjects: Psychology >> Cognitive Psychology Subjects: Psychology >> Social Psychology submitted time 2023-03-13
Abstract： As a special type of vocabulary, the formal representation form of brand names is divided into visual representation (the visual characteristics of printed letters) and auditory representation (the overall acoustic characteristics of words), font style (including letter case, fonts, colors) and speech (including phonemes, syllables, tones or accents) can respectively provide a visual or auditory representation. The influence of brand name font style and speech on consumers’ psychology both occur in the perceptual processing stage of vocabulary, and the impact results and mechanisms of the two are both related to and distinct from each other. In addition, there is a cross-channel connection between the audiovisual effects of the brand name. Future research should combine practical issues to supplement the audiovisual effect of brand names.
Peer Review Status:
Awaiting Review
Subjects: Psychology >> Social Psychology submitted time 2022-10-07
Abstract： Consumers record visual recollections of their experiences via photo-taking. The practice of phototaking is an essential part of consumers’ everyday lives and a crucial marketing tool for businesses. However, few extant studies systematically reviewed the relevant literature on the impact of photo-taking on consumption 15 experiences. Consumption experiences are impacted in a contradictory way by photo-taking. On the one hand, photo-taking provides a “bonus effect” on visual experience, but on the other, it has a “deficiency effect” due to the absence of other true sensory (olfactory\gustatory\auditory\haptic) experiences. Individual and environmental variables may influence the relationship between photo-taking and consumption experiences. Future studies might begin by comparing different effects of objects in photo-taking, focusing on the moderating influence of environmental factors, and extending the two-sided impact of photo-taking on marketing performance
Peer Review Status:Awaiting Review
Subjects: Psychology >> Management Psychology submitted time 2022-07-04
Abstract：
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 choice process and can also provide a theoretical foundation for the design of relevant schemes in organizational management.
Peer Review Status:Awaiting Review
Subjects: Psychology >> Management Psychology submitted time 2022-05-19
Abstract：
Vaccines are crucial for controlling deadly diseases, and how to persuade people to get vaccinated has become a hot topic in enhancing public health benefits. One way to increase the vaccination rate is to raise public awareness of the importance of vaccines through advertising. As an effective and cost-friendly approach, goal framing has been widely used in vaccine advertising. However, the literature has mixed findings about whether positive or negative goal framing is more effective in persuading people to get vaccinated. The present study aims to investigate how temporal distance (present vs. future) interacts with different types of goal framing (positive vs. negative) in persuading people to get the COVID-19 vaccine. We hypothesized that negative goal framing is more persuasive when the advertisingfocuses on present outcomes, while positive goal framing is more effective when combined with future-focused outcomes. We further hypothesized that the inner mechanism is the intertemporal asymmetry of approach and avoidance motivation. More specifically, the avoidance motivation induced by a negative frame is stronger in the present, while the approach motivation induced by a positive frame is stronger in the future. The perceived risk of COVID-19 moderated this effect.
Four studies were conducted to examine our hypotheses. Study 1 was conducted to preliminarily investigate how goal framing and temporal distance jointly influence willingness to get the COVID-19 vaccine. The aim of Study 2 was to verify the mediating effect of approach and avoidance motivation in a different advertising setting, as well as to rule out the potential mediators of the construal level and positive/negative emotions. In Study 3, we further tested the mediators by manipulating participants’ approach and avoidance motivation. Study 4 was a quasi-experiment in which we recruited participants from areas with different levels of COVID-19 risk to test how perceived risk moderated the interaction effect of goal framing and temporal distance.
The results showed that a negative goal frame was more persuasive when combined with present-focused advertising, while a positive goal frame was more effective when combined with future-focused advertising (Study 1, N = 363). Avoidance motivation mediated the relationship between the goal frame and vaccine uptake in the present context, while approach motivation mediated the relationship between the goal frame and vaccine uptake in the future context (Study 2, N = 292). The results in Study 3 (N = 347) revealed that approach motivation priming increases the persuasiveness of the present-positive frame, while avoidance motivation priming increases the persuasiveness of the future-negative frame. COVID-19 risk also had an impact on the relationship between goal framing and temporal distance on vaccine uptake. When the COVID-19 risk was high, the difference in vaccine uptake between present-positive and present-negative conditions disappeared, while the future-positive frame was still more persuasive than the future-negative frame (Study 4, N = 423).
In conclusion, the present study found an interactive effect of goal framing and temporal distance in persuading people to get the COVID-19 vaccine. Avoidance/approach motivation mediates the relationship between goal framing and vaccine uptake in the present/future temporal context. The perceived COVID risk further moderated the interaction effect. The present study contributes to both the framing and approach-avoidance motivation literature and sheds light on future practices in persuading people to get the COVIDvaccine and promoting the uptake of other vaccines.
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Peer Review Status:Awaiting Review
Subjects: Psychology >> Management Psychology submitted time 2022-02-24
Abstract：
The eye-tracking technique has been widely used in behavioural decision-making research owing to its advantages: 1) does not interfere with the decision-making process, 2) collects information objectively and 3) provides accurate and rich process data. To reveal the causality between eye movement and decision-making, gaze manipulation could be utilized to examine whether shifting visual attention can alter choice behaviour. Gaze manipulation is classified into two types: exogenous manipulation and gaze-contingent manipulation. This paper reviews studies on gaze manipulation in decision-making, introduces the basic methods and principles of gaze manipulation, and discusses the common manipulation indexes. Additionally, this paper compares the advantages and disadvantages of the two basic methods. Future research from different fields should benefit from fully considering individual preference and choice strategy differences in decision-making, and integrating gaze manipulation with computational modelling or other methods to enrich the manipulation indexes.
Peer Review Status:Awaiting Review
Subjects: Psychology >> Social Psychology submitted time 2022-01-28
Abstract：
Joint consumption is pervasive in daily life, such as watching movies with friends, eating out with family and shopping for communal kitchens with roommates. Comparing with individual consumption, decisions in joint consumption are distinct in a variety of aspects. The number of existing literatures on joint consumption is increasing year by year, but the research topics are too scattered to form a system. Previous researches can be divided into three categories: driving factors, decision results and their influencing factors and subsequent consequences. However very few studies have examined whether consumers would behave differently in the context of individual and joint consumption. In the current research, we extend the extent literature by examining how consumer respond to exploration behavior when shopping either individually or with others.
Choosing between familiar and unfamiliar products is one of the most common forms of exploratory behavior. Perceived risk is an important factor affecting this choice. According to risky-shift theory, an individual in a group has greater risk-taking tendencies than when alone because sharing the decision result could weaken the perceived risk of each group member. In addition, there are researches showing mere being accompanied by others also decreases risk perception. Therefore, we inference that comparing with individual consumption, consumers in joint consumption would perceive less risk so that they prefer unfamiliar options. Nonetheless, the main hypothesis is limited. In the light of product category risk and impression management, this effect appears only when individuals are with close companions and face with low-risk products.
Five studies were conducted to examine our hypotheses. As a lab experiment, study 1a (N = 138) was a 2 (consumption situation: individual vs. joint) between-subjects design, which proved that participants in the joint condition were more likely to choose the unfamiliar product than those in the individual condition. Study 1b (N = 263) repeats the main effect with a 3 (consumption situation: individual vs. joint with friends vs. joint with families) between-subjects design and also excluded the potential influence of relationship type on this effect. And by changing the manipulation and measurement method, study 2 (N = 150) verified the mediating effect of perceived risk with a 2 (consumption situation: individual vs. joint) between-subjects design. And it also ruled out the alternative explanation of emotional arousal. Study 3 (N = 213) was 3 (consumption context: individual vs. joint with a close friend vs. joint with a distant friend) between-subjects design. It identified two important moderating variables. On the one hand, we can only investigate the effect of joint consumption among low-risk products. On the other hand, participants were more interested in unfamiliar products only when they were with close friends. Additionally, it examined the mediating role of perceived risk and excluded the alternative explanation of diffusion of responsibility. Study 4 (N = 148) extended the scope of application of this main effect with a 2 (consumption situation: individual vs. joint) between-subjects design. The results show that even when faced with daily choices in non-consumption situations, participants under joint consumption showed exploratory behavior.
Our investigation suggests that join consumption (vs. individual consumption) encourages consumers to try new and unfamiliar products/services through a decreased perception of consumption risk. This effect would be attenuated when consumers are shopping with distant companions or when consumers face the choice of high-risk products/services. Our findings supplement the literature on joint consumption, exploration behavior and risk-shift theory, while practically suggesting that managers can integrate the joint consumption context into the new product promotion process by defining product positioning.
Peer Review Status:Awaiting Review
Subjects: Psychology >> Social Psychology Subjects: Psychology >> Applied Psychology submitted time 2021-09-26
Abstract： It is usual for individual to feel socially excluded. As an unpleasant experience, social exclusion results in adverse effect on individual’s cognitive, physical and psychological functions. Social exclusion refers to a feeling of being ignored, rejected or isolated by other individuals or social groups. Previous studies have shown that individuals generally resort to consumption to alleviate the negative effects of social exclusion, for example, they have a preference for unique products and anthropomorphic products after being socially excluded. van Boven & Gilovich (2003) classified purchases into two types: experiential purchase and material purchase. Experiential purchase refers to those made with the main purpose of obtaining life experience such as watching a movie and going to a concert while material purchase refers to those made with the main purpose of obtaining a tangible good such as buying accessories and clothes. However, so far there are few studies attempting to examine the effect of social exclusion on experiential purchase and material purchase. The current research aims to explore the effect of social exclusion on experiential purchase and material purchase. Meanwhile, this research also interested in investigating the factors that might moderates the effects of social exclusion on experiential purchase and material purchase and factors that might mediate the moderating effects. Study 1a and 1b respectively used a single-factor (social exclusion vs. social inclusion) between-subject design to explore the effect of social exclusion on consumer purchase. Participants were asked to take times to imagine that they were the protagonist of the story and reported which consumption activity (experiential purchase or material purchase) to get involved after reading the story. In study 2, a two-factor (social exclusion vs. social inclusion; nostalgia vs. control) between-subject design were employed to investigate the moderating role of nostalgia and mediating role of social connectedness. Participants were randomly assigned to the socially included group or the socially excluded group. Social exclusion and inclusion were manipulated in the same way as study 1. Right after the exclusion or inclusion manipulation there was another task requiring participants to recall a nostalgic event or an ordinary event in order to manipulate nostalgia. Participants were also randomly assigned to nostalgic group and control group. Then they were required to report their feelings of social connectedness and decide which purchase (experiential purchase or material purchase) to have. Our findings are as follows：(1) Compared with those who are socially included, socially excluded individuals are more likely to have experiential purchase over material purchase. (2) Nostalgia moderates the effect of social exclusion on purchase. Specifically, after being socially excluded, there is a significant difference on the purchase decision between nostalgic individuals and control ones. Participants in the control group prefer to choose experiential purchase more than nostalgic individuals. However, for those who are socially included, there is no significant difference on purchase decision between nostalgic group and control one. (3) Social connectedness mediates this moderation effect. Taken together, these findings indicate that socially excluded consumers have a tendency towards experiential purchase, which enriches the researches of the antecedent of experiential purchase and the consequence of social exclusion. Furthermore, it reveals an important underlying mechanism to cope with the negative influence of social exclusion.
Peer Review Status:Awaiting Review
Subjects: Psychology >> Social Psychology Subjects: Psychology >> Applied Psychology submitted time 2021-09-26
Abstract： Consumers will inevitably receive some information about death in their daily life. For example, they see news reports on social media about traffic accidents, air crashes, terrorist attacks, wars, major disasters (earthquakes, floods, tsunamis, etc.), and sudden death, which contain death information. Another example is knowing or experiencing the unfortunate news that friends, relatives and strangers passed away due to disease or accident in their lives. This is especially true in the context of the current COVID-19 epidemic, where the number of COVID-19 deaths continues to rise globally and consumers are exposed to the threat of death, either passively or actively. According to previous studies, under the influence of death threat information, consumers may have stronger desire to consume and make consumption in response to death threat. So, when consumers think about the possibility of death or are exposed to mortality salience, will they be more willing to engage in experiential consumption or material consumption? Do mortality salience have an impact on consumers' preference for experiential products? What are the mechanisms and boundary conditions? In experiment 1, participants were asked two classic death questions to conduct death reminders, and then the effect of mortality salience on the number of experiential products consumers chose was tested. In experiment 2, the effect of mortality salience on consumers' preference for experiential product selection was repeatedly verified by reading traffic accident news reports. The mediating role of meaning in life between mortality salience and consumers' choice preference of experiential products was explored. Experiment 3 was based on the background of the current COVID-19 epidemic, and mortality salience was activated by asking the subjects to read reports about COVID-19 deaths. Moreover, the boundary conditions of the effect of mortality salience on consumers' choice preference of experiential purchases were further explored from the intervention level by manipulating the level of social support in experiment 3. The main results of the study are as follows: (1) Mortality salience will improve consumers' preference of experiential purchase and increase the number of experiential products to choose. (2) Meaning in life played a mediating role in the relationship between mortality salience and the preference of experiential purchase. (3) Social support moderated the effect of mortality salience on meaning in life. When social support was low, mortality salience was negatively correlated with meaning in life. When social support was high, there was no significant correlation between mortality salience and meaning in life. (4) Social support moderated the mediating effect of meaning in life on mortality salience and consumer preference of experiential purchase . When social support was low, the mediating effect was established. When social support was high, the mediating effect did not hold. The findings suggest that death mortality salience is an antecedent variable that influencing consumers' direct choice between experiential and material consumption, enriching and expanding relevant research in the field of consumer preferences, while providing reference implications for maintaining individual physical and mental health and restoring socioeconomic development in the post-epidemic period.
Peer Review Status:Awaiting Review
Subjects: Psychology >> Social Psychology Subjects: Psychology >> Management Psychology submitted time 2021-09-26
Abstract： Time and money are two important resources which could affect consumer decision-making differently. When consumers making purchase decisions, they are ususally influenced by the information of time or money which implied in the merchant’s slogan and the shopping environment. And these affect would be differential in consumers’ purchase decision process such as pre-purchase stage, purchasing stage, and post purchase stage. From the perspective of dual-process theory, the psychological mechanism may be due to different cognitive processing mindsets that primed by time and money. Future research should further explore the following issues: (1) Elaborating the different effects of priming time and money on purchase decisions. (2) Considering the impact from the trade-off between time and money on purchase decisions. (3) Further exploring the different influences of priming time and money on the pre-purchase decision. (4) Exploring the neural mechanisms underlying the different effects of time and money on purchase decisions. "
Peer Review Status:Awaiting Review
Subjects: Psychology >> Other Disciplines of Psychology Subjects: Management Science >> Other Disciplines of Management Science submitted time 2021-08-15
Abstract： The behaviors of pursuing luck have been widely existing in a great many aspects of human social life from the past to the present, among them many manifested as consumer behaviors, and can be explained by the theoretical achievements regarding the effects of perception of luck on consumer behaviors. However, few extant studies systematically reviewed the relevant literature, to some extent which has restricted research efforts and marketing practices in this area. In this paper, we summarized five categories of consumer behaviors: risk-taking, uniqueness seeking, contagion effects, attitude towards product with luck meaning, lucky consumption. Furthermore, we pointed out theoretical explanations which from various perspectives uncover the linkage and reasoning behind the perception of luck and consumer behavior: attribution theory, personality trait theory, cognitive priming theory, the theory of counterfactual thinking, social comparison theory, the theory of locus of controland heuristics theory. We give three suggestions to the further research: to deepen the mechanism of perception of lucky, to expand the boundary conditions, and to examine both the advantages and disadvantages of luck consumption.
Peer Review Status:Awaiting Review
Subjects: Psychology >> Social Psychology submitted time 2021-02-04
Abstract： Prosocial spending refers to spending money on others in the form of gifts or charitable donations. Prosocial spending not only benefits the recipient but also exerts a positive effect on the giver’s subjective well-being. This effect depends on the type of recipient (individual vs. organization or society at large), and the universality and the persistence of the effect have been extensively investigated. Both internal and external factors have been shown to contribute to the boundary conditions facilitating the effect. Several theories, such as self-determination theory, social norm theory, evolution theory and social exchange theory, could be used to elucidate the mechanism underlying the effect of prosocial spending on subjective well-being. Future studies should focus on examining the boundary conditions of the effect, exploring the long-term positive effects of prosocial spending, and improving the ecological validity of research on prosocial spending.
Subjects: Psychology >> Management Psychology submitted time 2020-08-13
Abstract： This paper studies the effect of self-construal on consumers' purchase intention of products that vary in visual novelty, its underlying mechanism and boundary conditions. Specifically, we propose that products with low (high) visual novelty should increase the purchase intention among interdependent (independent) consumers through decreased social risk perception (increased consumer needs for uniqueness). In addition, the interaction between visual novelty and self-construal should be reduced when product type (hedonic and utilitarian) is made salient. This is because all consumers should prefer utilitarian products with low visual novelty but prefer hedonic products with high visual novelty, regardless of self-construal. Three experiments provide empirical support for these predictions. Study 1 uses 2 (visual novelty: low/high) × 2 (self-construal: independent/interdependent) between-subjects design. A night-light with an ambiguous product type is selected as the stimulus in the form of a color print advertisement. We recruit 112 participants, design different models, distribute product pictures with different appearances, and use an existing scale to measure participants' self-construal. We confirm the interaction between visual novelty and self-construal on purchase intention. Study 2 uses a similar between-subjects design, and a wrist-watch with an ambiguous product type as the stimulus. We recruit 140 participants and manipulate the product’s visual novelty and self-construal. Consistent with our prediction, we find an interaction between self-construal and visual novelty on consumers’ purchase intention. In addition, we provide supporting evidence for the proposed mechanism for the interaction effect that is due to consumer needs for uniqueness and perceptions of social risks. Study 3 uses a 2 (visual novelty: low/high) x 2 (self-construal: independent/interdependent) x 2 (product type: hedonic/utilitarian) between-subjects design, to test the moderating effect of product type. Product visual novelty and self-construal are manipulated in similar manners as in Study 2. Desk-lamp is used as the stimulus. In order to minimize confounds, we manipulate the product type and verify our manipulation in a pretest. In another pretest we also verify the effectiveness of the visual novelty manipulation and rule out the potential confound of functional novelty. We recruit 302 participants for this study. The results provide support for the moderating effect of product type. Specifically, we find that, regardless of self-construal, all consumers prefer a utilitarian product with lower appearance novelty, but prefer a hedonic product with higher appearance novelty. In addition, these effects are mediated by consumer needs for uniqueness and perceptions of social risks. In summary, the results of three studies provide convergent evidence for an interaction between self-construal and product visual novelty on consumers' purchase intention, the moderating effect of product type, and the underlying mechanism due to consumer needs for uniqueness and social risk perceptions. "
Peer Review Status:Awaiting Review
Subjects: Psychology >> Management Psychology Subjects: Psychology >> Social Psychology submitted time 2020-06-23
Abstract： According to the positive temporal discounting theory and our relevant observations, when faced with future losses, people should, and do, prefer delayed negative events (e.g., deferring paying taxes, debts, or tickets), which can lead to substantial individual and societal costs. However, a counterexample has been identified and it appears to depart from the prediction of positive temporal discounting when faced with negative events. This study proposed and investigated the novel free from care account for the reverse preference. Results of five laboratory and field studies showed that students preferred an immediate negative event (i.e., an English oral exam) when “something tying one up”was imposed, in which coping with a distraction induced by such a situation could play a mediating role. In particular, the addition of“something tying one up” was found to be an effective behavioral nudge in terms of reliability and reproducibility and should be simple for potential users to follow. Specifically, the association between being tied up and undergoing a negative event immediately in the present studies mirrored the association between outgroup threat and intergroup cooperation in the Robbers Cave experiment.
Peer Review Status:Awaiting Review
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