心理学报 ›› 2024, Vol. 56 ›› Issue (8): 1141-1156.doi: 10.3724/SP.J.1041.2024.01141 cstr: 32110.14.2024.01141
• 研究报告 • 上一篇
收稿日期:
2023-09-18
发布日期:
2024-06-17
出版日期:
2024-08-25
通讯作者:
吴宝, E-mail: wubao@zjut.edu.cn基金资助:
SUN Qingzhou, GAO Qingde, WU Bao(), HUANG Jingru, GUO Haozhi, JIANG Chengming
Received:
2023-09-18
Online:
2024-06-17
Published:
2024-08-25
摘要:
二手物品常瑜瑕并存, 买卖方的建构水平是否影响其对瑜瑕属性的关注进而影响交易出价?本研究提出并证明了买卖方的聚焦分离效应。通过对二手交易的策略回溯(研究1)、想法编码(研究2)、属性再认(研究3)和属性聚焦(研究4), 发现低建构的买卖方更易达成二手交易, 其原因在于降低建构表征分离了买卖方的关注点, 使得卖方提高了对交易物品消极属性的关注、买方提高了对交易物品积极属性的关注, 从而缩小了双方的出价差值。此外, 建构水平诱发的出价变动效应在卖方身上比在买方身上更明显。这拓展了建构水平理论, 揭示了建构表征影响交易出价的认知机制, 也为二手交易中交易对象的筛选、议价策略的使用、二手平台的管理等提供了认知策略。
中图分类号:
孙庆洲, 高倾德, 吴宝, 黄靖茹, 郭浩智, 江程铭. (2024). 低建构的买卖方更易达成二手交易:买卖方的聚焦分离效应. 心理学报, 56(8), 1141-1156.
SUN Qingzhou, GAO Qingde, WU Bao, HUANG Jingru, GUO Haozhi, JIANG Chengming. (2024). Sellers and buyers with lower construal levels are more likely to reach second-hand transactions: The focus-separation effect between sellers and buyers. Acta Psychologica Sinica, 56(8), 1141-1156.
变量 | 卖方降价指数 | 买方升价指数 | 最终成交情况 | ||||
---|---|---|---|---|---|---|---|
第1层 β (SE) | 第2层 β (SE) | 第1层 β (SE) | 第2层 β (SE) | 第1层 B (SE) | 第2层 B (SE) | 第3层 B (SE) | |
对卖方的建构水平策略 | −0.25(0.06)*** | / | −0.22(0.16) | −0.28(0.15) | |||
对买方的建构水平策略 | / | −0.13(0.06)* | −0.17(0.16) | −0.18(0.15) | |||
对卖方×买方的建构水平策略 | / | / | −0.24(0.13) | ||||
年龄 | 0.10(0.07) | 0.09(0.06) | 0.01(0.07) | 0.01(0.07) | −0.30(0.15)* | −0.32(0.16)* | −0.33(0.16)* |
性别 | 0.01(0.06) | 0.02(0.06) | −0.03(0.06) | −0.01(0.06) | 0.18(0.14) | 0.24(0.15) | 0.24(0.15) |
工作年限 | −0.11(0.07) | −0.09(0.06) | −0.03(0.07) | −0.03(0.07) | −0.03(0.14) | −0.02(0.15) | −0.01(0.15) |
ΔR2 | 0.01 | 0.06*** | 0.00 | 0.02* | 0.02 | 0.02 | 0.01 |
R2 | 0.01 | 0.07*** | 0.00 | 0.02* | 0.02 | 0.04 | 0.05 |
表1 研究1出价变动指数及最终成交状况的层次回归分析
变量 | 卖方降价指数 | 买方升价指数 | 最终成交情况 | ||||
---|---|---|---|---|---|---|---|
第1层 β (SE) | 第2层 β (SE) | 第1层 β (SE) | 第2层 β (SE) | 第1层 B (SE) | 第2层 B (SE) | 第3层 B (SE) | |
对卖方的建构水平策略 | −0.25(0.06)*** | / | −0.22(0.16) | −0.28(0.15) | |||
对买方的建构水平策略 | / | −0.13(0.06)* | −0.17(0.16) | −0.18(0.15) | |||
对卖方×买方的建构水平策略 | / | / | −0.24(0.13) | ||||
年龄 | 0.10(0.07) | 0.09(0.06) | 0.01(0.07) | 0.01(0.07) | −0.30(0.15)* | −0.32(0.16)* | −0.33(0.16)* |
性别 | 0.01(0.06) | 0.02(0.06) | −0.03(0.06) | −0.01(0.06) | 0.18(0.14) | 0.24(0.15) | 0.24(0.15) |
工作年限 | −0.11(0.07) | −0.09(0.06) | −0.03(0.07) | −0.03(0.07) | −0.03(0.14) | −0.02(0.15) | −0.01(0.15) |
ΔR2 | 0.01 | 0.06*** | 0.00 | 0.02* | 0.02 | 0.02 | 0.01 |
R2 | 0.01 | 0.07*** | 0.00 | 0.02* | 0.02 | 0.04 | 0.05 |
变量 | 物品出价 | 属性聚焦 | ||||
---|---|---|---|---|---|---|
第1层 β(SE) | 第2层 β(SE) | 第3层 β(SE) | 第1层 β(SE) | 第2层 β(SE) | 第3层 β(SE) | |
建构水平 | 0.02(0.05) | −0.12(0.06)* | 0.01(0.05) | −0.22(0.06)*** | ||
交易角色 | 0.31(0.05)*** | −0.18(0.12) | 0.40(0.05)*** | −0.37(0.11)** | ||
交易角色×建构水平 | 0.60(0.14)*** | 0.94(0.13)*** | ||||
月二手交易次数 | 0.07(0.05) | 0.05(0.05) | 0.04(0.05) | 0.08(0.05) | 0.06(0.05) | 0.05(0.05) |
电子阅读器的拥有情况 | 0.03(0.05) | 0.01(0.05) | −0.01(0.05) | 0.04(0.05) | 0.02(0.05) | −0.03(0.04) |
交易意愿 | 0.21(0.05)*** | 0.19(0.05)*** | 0.18(0.05)*** | 0.18(0.05)** | 0.16(0.05)** | 0.14(0.05)** |
平均月消费 | 0.10(0.05) | 0.12(0.05)* | 0.13(0.05)* | 0.11(0.05)* | 0.13(0.05)** | 0.14(0.05)** |
年龄 | −0.10(0.05) | −0.11(0.05)* | −0.09(0.05) | −0.04(0.05) | −0.05(0.05) | −0.02(0.05) |
性别 | 0.03(0.05) | 0.01(0.05) | −0.01(0.05) | 0.08(0.05) | 0.06(0.05) | 0.04(0.05) |
ΔR2 | 0.08*** | 0.10*** | 0.04*** | 0.08*** | 0.16*** | 0.10*** |
R2 | 0.08*** | 0.18*** | 0.22*** | 0.08*** | 0.24*** | 0.34*** |
表2 研究2买卖方出价及属性聚焦的层次回归分析
变量 | 物品出价 | 属性聚焦 | ||||
---|---|---|---|---|---|---|
第1层 β(SE) | 第2层 β(SE) | 第3层 β(SE) | 第1层 β(SE) | 第2层 β(SE) | 第3层 β(SE) | |
建构水平 | 0.02(0.05) | −0.12(0.06)* | 0.01(0.05) | −0.22(0.06)*** | ||
交易角色 | 0.31(0.05)*** | −0.18(0.12) | 0.40(0.05)*** | −0.37(0.11)** | ||
交易角色×建构水平 | 0.60(0.14)*** | 0.94(0.13)*** | ||||
月二手交易次数 | 0.07(0.05) | 0.05(0.05) | 0.04(0.05) | 0.08(0.05) | 0.06(0.05) | 0.05(0.05) |
电子阅读器的拥有情况 | 0.03(0.05) | 0.01(0.05) | −0.01(0.05) | 0.04(0.05) | 0.02(0.05) | −0.03(0.04) |
交易意愿 | 0.21(0.05)*** | 0.19(0.05)*** | 0.18(0.05)*** | 0.18(0.05)** | 0.16(0.05)** | 0.14(0.05)** |
平均月消费 | 0.10(0.05) | 0.12(0.05)* | 0.13(0.05)* | 0.11(0.05)* | 0.13(0.05)** | 0.14(0.05)** |
年龄 | −0.10(0.05) | −0.11(0.05)* | −0.09(0.05) | −0.04(0.05) | −0.05(0.05) | −0.02(0.05) |
性别 | 0.03(0.05) | 0.01(0.05) | −0.01(0.05) | 0.08(0.05) | 0.06(0.05) | 0.04(0.05) |
ΔR2 | 0.08*** | 0.10*** | 0.04*** | 0.08*** | 0.16*** | 0.10*** |
R2 | 0.08*** | 0.18*** | 0.22*** | 0.08*** | 0.24*** | 0.34*** |
变量 | 物品出价 | 积极属性聚焦(积极属性再认正确率) | 消极属性聚焦(消极属性再认正确率) | ||||||
---|---|---|---|---|---|---|---|---|---|
第1层 β(SE) | 第2层 β(SE) | 第3层 β(SE) | 第1层 β(SE) | 第2层 β(SE) | 第3层 β(SE) | 第1层 β(SE) | 第2层 β(SE) | 第3层 β(SE) | |
建构水平 | 0.13(0.05)** | −0.36(0.06)*** | 0.16(0.05)*** | −0.35(0.06)*** | −0.14(0.05)** | 0.34(0.06)*** | |||
交易角色 | 0.23(0.05)*** | −1.03(0.12)*** | 0.24(0.04)*** | −1.08(0.12)*** | −0.17(0.05)*** | 1.08(0.13)*** | |||
交易角色× 建构水平 | 1.36(0.13)*** | 1.43(0.12)*** | −1.34(0.13)*** | ||||||
月二手交易 次数 | −0.02(0.05) | −0.03(0.05) | −0.03(0.04) | −0.02(0.05) | −0.02(0.05) | −0.37(0.04) | −0.02(0.05) | −0.02(0.05) | −0.02(0.04) |
扫拖机器人 的拥有情况 | 0.06(0.05) | 0.05(0.05) | 0.04(0.04) | 0.05(0.05) | 0.02(0.05) | 0.70(0.04) | −0.02(0.05) | 0.01(0.05) | −0.01(0.04) |
交易意愿 | 0.01(0.05) | 0.02(0.05) | 0.05(0.04) | −0.06(0.05) | −0.06(0.05) | −0.02(0.04) | −0.04(0.05) | −0.04(0.05) | −0.07(0.04) |
月消费 | 0.05(0.05) | 0.03(0.05) | 0.03(0.04) | 0.08(0.05) | 0.06(0.05) | 0.05(0.04) | 0.01(0.05) | 0.02(0.05) | 0.03(0.04) |
年龄 | −0.07(0.05) | −0.06(0.05)* | −0.03(0.04) | −0.12(0.05)** | −0.11(0.04)* | −0.08(0.04)* | 0.07(0.05) | 0.06(0.05) | 0.04(0.04) |
性别 | 0.02(0.05) | 0.02(0.05) | 0.02(0.04) | −0.02(0.05) | −0.01(0.04) | −0.02(0.04) | −0.02(0.05) | −0.02(0.05) | −0.02(0.04) |
ΔR2 | 0.01 | 0.06*** | 0.18*** | 0.03 | 0.07*** | 0.20*** | 0.01 | 0.04*** | 0.18*** |
R2 | 0.01 | 0.07*** | 0.25*** | 0.03 | 0.10*** | 0.30*** | 0.01 | 0.05*** | 0.22*** |
表3 研究3买卖方出价及属性聚焦的层次回归分析
变量 | 物品出价 | 积极属性聚焦(积极属性再认正确率) | 消极属性聚焦(消极属性再认正确率) | ||||||
---|---|---|---|---|---|---|---|---|---|
第1层 β(SE) | 第2层 β(SE) | 第3层 β(SE) | 第1层 β(SE) | 第2层 β(SE) | 第3层 β(SE) | 第1层 β(SE) | 第2层 β(SE) | 第3层 β(SE) | |
建构水平 | 0.13(0.05)** | −0.36(0.06)*** | 0.16(0.05)*** | −0.35(0.06)*** | −0.14(0.05)** | 0.34(0.06)*** | |||
交易角色 | 0.23(0.05)*** | −1.03(0.12)*** | 0.24(0.04)*** | −1.08(0.12)*** | −0.17(0.05)*** | 1.08(0.13)*** | |||
交易角色× 建构水平 | 1.36(0.13)*** | 1.43(0.12)*** | −1.34(0.13)*** | ||||||
月二手交易 次数 | −0.02(0.05) | −0.03(0.05) | −0.03(0.04) | −0.02(0.05) | −0.02(0.05) | −0.37(0.04) | −0.02(0.05) | −0.02(0.05) | −0.02(0.04) |
扫拖机器人 的拥有情况 | 0.06(0.05) | 0.05(0.05) | 0.04(0.04) | 0.05(0.05) | 0.02(0.05) | 0.70(0.04) | −0.02(0.05) | 0.01(0.05) | −0.01(0.04) |
交易意愿 | 0.01(0.05) | 0.02(0.05) | 0.05(0.04) | −0.06(0.05) | −0.06(0.05) | −0.02(0.04) | −0.04(0.05) | −0.04(0.05) | −0.07(0.04) |
月消费 | 0.05(0.05) | 0.03(0.05) | 0.03(0.04) | 0.08(0.05) | 0.06(0.05) | 0.05(0.04) | 0.01(0.05) | 0.02(0.05) | 0.03(0.04) |
年龄 | −0.07(0.05) | −0.06(0.05)* | −0.03(0.04) | −0.12(0.05)** | −0.11(0.04)* | −0.08(0.04)* | 0.07(0.05) | 0.06(0.05) | 0.04(0.04) |
性别 | 0.02(0.05) | 0.02(0.05) | 0.02(0.04) | −0.02(0.05) | −0.01(0.04) | −0.02(0.04) | −0.02(0.05) | −0.02(0.05) | −0.02(0.04) |
ΔR2 | 0.01 | 0.06*** | 0.18*** | 0.03 | 0.07*** | 0.20*** | 0.01 | 0.04*** | 0.18*** |
R2 | 0.01 | 0.07*** | 0.25*** | 0.03 | 0.10*** | 0.30*** | 0.01 | 0.05*** | 0.22*** |
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[1] | 张锋;申之美. 行为表征水平与心理距离间不具自动化联接特性:来自图片-词汇Stroop范式的实验证据[J]. 心理学报, 2014, 46(9): 1317-1330. |
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