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消费行为领域中的调节定向
Alternative TitleRegulatory Focus in Consumer Behavior Research
尹非凡1; 王詠1
2013
Source Publication心理科学进展
Correspondent Emailwangy@psych.ac.cn
ISSN1671-3710
Subtype期刊论文
Volume21Issue:2Pages:347-357
Contribution Rank1
Abstract调节定向理论(Higgins,1997)超越传统享乐主义动机,区分出"促进"和"预防"两种调节性动机系统,近年已成为消费行为领域的研究热点之一。调节定向影响着消费者购物决策整个过程,受被试因素(文化背景、自我建构)、刺激因素(信息框架、解释水平、非言语线索、商品属性)和情境因素(决策时间距离、任务操纵)的影响,通过直接作用、调节关联效应和调节匹配效应三种途径决定信息的说服效果,并且受到精细加工可能性的调节。管理者应特别注意具体营销情境中的调节定向,合理利用调节匹配效应。未来研究应关注调节投入理论、调节定向的前因变量以及同网络购物情境相结合,并探索如何削弱预防定向对营销的不利影响。
Other AbstractBeyond the hedonic principle, Regulatory Focus Theory (Higgins, 1997) distinguished two kinds of motivational systems: promotion focus and prevention focus, which became one of the hottest topics in consumer behavior research. Through direct effect, regulatory relevance and regulatory fit effect, regulatory focus (RF) influences the whole progress of consumer decision-making and the effectiveness of persuasion. RF is determined by subject factor (cultural background, self-construal), stimulus factor (message framing, construal level, nonverbal cues, product type) and context factor, and the effectiveness of regulatory fit is moderated by elaboration likelihood. Practitioners should pay special attention to RF in marketing activities and make good use of regulatory fit effect to improve persuasion effectiveness. Future research should keep up with the advances of regulatory engagement theory, keep exploring the antecedents of RE combine RF to online shopping context, and investigate how to attenuate the impairing effect of prevention focus.
Keyword调节定向 调节匹配 消费行为 决策 说服
Subject Area工业与组织心理学
URL查看原文
Indexed ByCSCD
Language中文
Funding Organization中国科学院知识创新工程重要方向项目(KSCX2-YW-R-130) ; 北京市重点学科建设项目(应用心理学,2008~2012)资助
CSCD IDCSCD:4767114
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Document Type期刊论文
Identifierhttp://ir.psych.ac.cn/handle/311026/14992
Collection中国科学院行为科学重点实验室
Corresponding Author王詠
Affiliation1.中国科学院心理研究所行为科学重点实验室
2.中国科学院研究生院
First Author AffilicationInstitute of Psychology, Chinese Academy of Sciences
Corresponding Author AffilicationInstitute of Psychology, Chinese Academy of Sciences
Recommended Citation
GB/T 7714
尹非凡,王詠. 消费行为领域中的调节定向[J]. 心理科学进展,2013,21(2):347-357.
APA 尹非凡,&王詠.(2013).消费行为领域中的调节定向.心理科学进展,21(2),347-357.
MLA 尹非凡,et al."消费行为领域中的调节定向".心理科学进展 21.2(2013):347-357.
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