理性与情感：决策中的定向—对象匹配效应与解释水平

发布时间：2018-04-19 00:02

本文选题：定向-对象匹配效应 + 调节性匹配　；参考：《吉林大学》2017年硕士论文

【摘要】：随着心理学家在动机领域的研究不断深入,单纯依赖经典的享乐原则(Hedonic Principle)已无法为不同个体在不同情境中的动机倾向提供全面、准确的剖析与阐释。所谓“趋利避害”的本能亦不足以概括人们多变的决策行为。基于趋避动机下的理性权衡以及期望-价值关系等相关问题的研究,Higgins先后提出的调节定向理论(Regulatory Focus Theory)和调节匹配理论(Regulatory Fit Theory)为进一步揭示个体动机与决策间的关系及规律开辟了新的方向。本研究尝试从动机定向与调节性匹配的视角出发,通过对个体决策行为的分析,进一步探究影响决策者解释水平的两个因素:决策对象和情感状态。实验一中首次提出定向-对象匹配效应(Focus-Target Fit Effect)的构想,将动机定向与决策对象的不同组合形式视为共同决定解释水平的一对要素进行考察,提出处于定向-对象匹配状态的决策者具有相对较低的解释水平,而处于非匹配状态的决策者的解释水平则相对较高。实验二纳入对情感因素的考量,检验定向-对象匹配效应在不同情感状态下对自我决策和他人决策中的解释水平的影响效力。实验三聚焦决策者自身的情感状态,对定向-对象匹配效应与情感因素对自我决策的解释水平的影响作用展开进一步比较。本研究通过三个实验,得出以下结论及推论:(1)决策者的调节定向与其决策对象之间的确存在某种匹配关系,即“定向-对象匹配效应”。该效应对决策行为的影响具体反映于决策者的解释水平——处于定向-对象匹配状态(如防御型定向-自我决策、促进型定向-他人决策)的决策者倾向于在信息加工过程中,采用相对较低的解释水平;而处于定向-对象非匹配状态(防御型定向-他人决策、促进型定向-自我决策)的决策者所采用的解释水平则相对较高。(2)当定向-对象匹配效应与情感状态因素共同作用于决策主体的解释水平时,后者效用更强,甚至出现了对前者的掩盖现象——无论决策者的定向-对象状态匹配与否,受到丰富的情感状态的影响,决策者在信息加工过程中的解释水平普遍升高;而在贫乏的情感状态下,决策者的解释水平将相对有所降低。(3)不同的情感状态启动路径,将导致情感状态对定向-对象匹配效应以及决策者的解释水平产生截然不同的影响效果(4)在完成决策任务的过程中,情感状态的启动路径与决策事件是否直接相关,在一定程度上决定了其对决策者解释水平的影响程度。
[Abstract]:With the deepening research of psychologists in the field of motivation, relying solely on the classical hedonic principle (Hedonic principle) has not been able to provide a comprehensive and accurate analysis and explanation for the motivational tendencies of different individuals in different situations.The instinct of seeking advantages and avoiding disadvantages is not enough to generalize people's changeable decision-making behavior.Research on rational tradeoff and expectation-value relation based on the motivation of avoidance; the regulatory Focus theory and the regulatory matching theory put forward by Higgins in order to further reveal the relationship between individual motivation and decision-makingThe system and rules have opened up a new direction.From the perspective of motivation orientation and accommodative matching, this study attempts to further explore two factors that affect the level of decision makers' interpretation: decision object and emotional state through the analysis of individual decision-making behavior.In the first experiment, the idea of Focus-Target Fit effect is put forward for the first time. The different combination forms of motivation orientation and decision object are considered as a pair of factors which jointly determine the level of interpretation.It is proposed that the decision-makers in the direction-object matching state have a relatively low level of interpretation, while those in the mismatched state have a relatively high level of interpretation.The second experiment takes into account the affective factors to test the effect of direction-object matching effect on the level of interpretation of self-decision and decision-making of others in different emotional states.The third experiment focuses on the emotional state of the decision-maker and further compares the effects of direction-object matching effect and affective factors on the level of self-decision interpretation.Through three experiments, we draw the following conclusion and corollary: 1) there is a certain matching relationship between the decision maker's adjusting orientation and his decision object, that is, "direction-object matching effect".The effect of this effect on decision-making behavior is reflected in the decision makers' level of interpretation-in the state of direction-object matching (such as defensive orientation-self-decision, promotive orientation-others decision-making), which tend to be in the process of information processing.Using a relatively low level of interpretation; in a direction-object mismatch state (defensive orientation-others decision,The decision makers of promotive orientation-self-decision) used a relatively high level of interpretation. (2) when the combination of orientation-object matching effect and emotional state factors acted on the interpretation level of decision-makers, the latter was more effective.Even the masked phenomenon of the former, no matter whether the decision-maker 's direction-object state matches or not, is influenced by the rich emotional state, and the interpretation level of the decision-maker in the process of information processing is generally increased.However, in the poor emotional state, the level of explanation of the decision maker will be relatively lower.The emotional state will have a different effect on the direction-object matching effect and the decisionmaker's interpretation level. 4) in the process of completing the decision task, whether the starting path of the emotional state is directly related to the decision event,To a certain extent, it determines the degree of its impact on the level of interpretation of decision makers.
【学位授予单位】：吉林大学
【学位级别】：硕士
【学位授予年份】：2017
【分类号】：B842.6

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