Journal of Theoretical Social Psychology最新文献_第7页

Knowledge of precise offers as a negotiating tactic does not reduce its effect on counteroffers 知道精确报价作为一种谈判策略并不能减少其对还价的影响

IF 1.8

Journal of Theoretical Social Psychology Pub Date : 2021-01-15 DOI: 10.1002/jts5.86

Todd J. Thorsteinson

{"title":"Knowledge of precise offers as a negotiating tactic does not reduce its effect on counteroffers","authors":"Todd J. Thorsteinson","doi":"10.1002/jts5.86","DOIUrl":"10.1002/jts5.86","url":null,"abstract":"Past research has demonstrated that precise first offers (e.g., $4,983) serve as an anchor in negotiations and reduce counteroffers relative to round first offers (e.g., $5,000). Precise offers are frequently perceived as indicating greater competence and knowledge of the person making the offer. Three studies were conducted to determine if knowledge of precise offers as a negotiating tactic would reduce the effect of precision on counteroffers. Precise offers elicited smaller counteroffers than round offers in all three studies, and this effect persisted even when participants were aware of precision as a negotiating tactic. Despite its effectiveness at reducing counteroffers, participants receiving precise offers were more likely to decide to negotiate compared to participants receiving a round offer in two of the three studies. Perceptions of the other party and scale granularity were examined as mediators of the relationship between anchor type (precise or round offer) and counteroffers. Perceived fairness of the offer emerged as a mediator in all three studies. These results suggest that a precise first offer can be effective at reducing counteroffers, even when the other party suspects that it is a negotiating tactic.","PeriodicalId":36271,"journal":{"name":"Journal of Theoretical Social Psychology","volume":"5 3","pages":"203-214"},"PeriodicalIF":1.8,"publicationDate":"2021-01-15","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1002/jts5.86","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48497725","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 1

The degree of spuriousness within the job satisfaction-organizational citizenship behavior relationship 工作满意度-组织公民行为关系中的虚假程度

IF 1.8

Journal of Theoretical Social Psychology Pub Date : 2021-01-08 DOI: 10.1002/jts5.84

Michael King, Nathan A. Bowling, Kevin J. Eschleman

{"title":"The degree of spuriousness within the job satisfaction-organizational citizenship behavior relationship","authors":"Michael King, Nathan A. Bowling, Kevin J. Eschleman","doi":"10.1002/jts5.84","DOIUrl":"10.1002/jts5.84","url":null,"abstract":"Overwhelming evidence suggests that job satisfaction and organizational citizenship behavior (OCB) are positively related. Although researchers have generally assumed that satisfaction has a genuine relationship with OCB, we argue that the satisfaction–OCB relationship may be largely spurious. We tested the degree of spuriousness within the satisfaction–OCB relationship in two studies—a meta-analysis (Study 1) and a two-wave primary study (N = 420; Study 2). In both studies, we examined the strength of the satisfaction–OCB relationship after controlling for environmental variables (i.e., job characteristics, job stressors, and leader behaviors) and personality variables (i.e., five factor model characteristics and core self-evaluations). Across the two studies, we observed several instances in which the satisfaction–OCB relationship was significantly weaker after we controlled for a third variable, but a meaningful relationship was still present. And in some instances, the satisfaction–OCB relationship was rendered statistically nonsignificant or practically nonsignificant once controls were included. These findings suggest that satisfaction and OCB is at least partially spurious.","PeriodicalId":36271,"journal":{"name":"Journal of Theoretical Social Psychology","volume":"5 3","pages":"162-182"},"PeriodicalIF":1.8,"publicationDate":"2021-01-08","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1002/jts5.84","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41522279","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 1

Moderating role of perceived behavioral control in the theory of planned behavior: A preregistered study 知觉行为控制在计划行为理论中的调节作用:一项预登记研究

IF 1.8

Journal of Theoretical Social Psychology Pub Date : 2021-01-07 DOI: 10.1002/jts5.83

Francesco La Barbera, Icek Ajzen

{"title":"Moderating role of perceived behavioral control in the theory of planned behavior: A preregistered study","authors":"Francesco La Barbera, Icek Ajzen","doi":"10.1002/jts5.83","DOIUrl":"10.1002/jts5.83","url":null,"abstract":"Investigators frequently rely on the theory of planned behavior (TPB) as a conceptual framework to explain and predict human behavior in a variety of behavioral domains. Much of this research has focused on predicting behavioral intentions from attitudes, subjective norms and perceived behavioral control, typically by examining the additive effects of these constructs. However, in the original formulation of the TPB, perceived behavioral control was postulated to moderate the influence of attitude and subjective norm on intention. This tenet of the TPB has been drawing increasing attention in recent years. In a preregistered program of research conducted in two European countries (Germany and UK) concerning two different behaviors (exercising and reducing energy consumption), we found empirical support for the postulated moderating effects. The results suggest that as scores on perceived behavioral control increase, the strength of the association between attitude and intention increases as well, whereas the strength of the association between subjective norm and intention decreases. Implications of these findings for theory and future research are discussed.","PeriodicalId":36271,"journal":{"name":"Journal of Theoretical Social Psychology","volume":"5 1","pages":"35-45"},"PeriodicalIF":1.8,"publicationDate":"2021-01-07","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1002/jts5.83","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48119335","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 48

Decision letter for "Desiring to punish leaders: A new test of the model of people as intuitive prosecutors" “渴望惩罚领导者:人们作为直觉检察官模型的新考验”的决定书

IF 1.8

Journal of Theoretical Social Psychology Pub Date : 2020-12-27 DOI: 10.1002/JTS5.105

Ramadhar Singh, Himanshu Rai

引用次数: 1

Decision letter for "Role of psychological ownership in job crafting, work engagement, and counterproductive behavior" “心理所有权在工作塑造、工作投入和反生产行为中的作用”的决定函

IF 1.8

Journal of Theoretical Social Psychology Pub Date : 2020-12-22 DOI: 10.1002/JTS5.104

H. Tsai

引用次数: 5

Personal meaning as a predictor of behavioral action over and above the role of state social anxiety 个人意义作为行为行为的预测因素，超越了状态社会焦虑的作用

IF 1.8

Journal of Theoretical Social Psychology Pub Date : 2020-11-24 DOI: 10.1002/jts5.81

Carol S. Lee, Sarah A. Hayes-Skelton

引用次数: 1

Memento mori: Understanding existential anxiety through the existential pathway model Memento mori：通过存在路径模型理解存在焦虑

IF 1.8

Journal of Theoretical Social Psychology Pub Date : 2020-11-17 DOI: 10.1002/jts5.79

David E. Reed II, Rachel E. Williamson, Robert E. Wickham

{"title":"Memento mori: Understanding existential anxiety through the existential pathway model","authors":"David E. Reed II, Rachel E. Williamson, Robert E. Wickham","doi":"10.1002/jts5.79","DOIUrl":"https://doi.org/10.1002/jts5.79","url":null,"abstract":"Existentially derived frameworks have become more popular among researchers investigating a number of clinical areas, such as posttraumatic stress disorder and chronic pain. Nevertheless, the concept of existential anxiety has often been perceived as overly abstract and conceptually amorphous, which severely limits the ability of empirical research to objectively decipher the corresponding intrapsychic processes. Contemporary existential thought, particularly terror management theory, considers awareness of our own mortality as a driving factor behind many of our motivations as human beings (e.g., meaning-making and connecting with others). By clearly delineating the pathways from death awareness to different manifestations of existential anxiety, clinicians and researchers would have a clearer framework through which to study existential anxiety. The present work introduces the concept of existential pathways as a way of recognizing, discerning, and addressing the causes of existential cognitions, affect, and behaviors within both clinical and research settings. Contemporary existential thought and empirically validated findings within terror management theory are used to develop a conceptual model of how death awareness potentially leads to thoughts, emotions, motivations, and behaviors associated with eight existential constructs: death anxiety, meaning, isolation, freedom, vulnerability, facticity, identity, and chaos. Clinical and research implications are discussed within the context of the existential pathway model, providing guidance on how the model may be used to harness behavioral change and inform research methodology.","PeriodicalId":36271,"journal":{"name":"Journal of Theoretical Social Psychology","volume":"5 1","pages":"14-25"},"PeriodicalIF":1.8,"publicationDate":"2020-11-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1002/jts5.79","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"72361978","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 3

Victim sensitivity in groups: When is one a detriment to all? 群体中的受害者敏感性:什么时候一个人会对所有人造成损害?

IF 1.8

Journal of Theoretical Social Psychology Pub Date : 2020-10-27 DOI: 10.1002/jts5.76

Mario Gollwitzer, Zoe Magraw-Mickelson, Björn Vollan, Philipp Süssenbach

引用次数: 5

Inducing motivational harmony to increase attitudes and intentions to register as an organ donor and engage in general prosocial behavior 诱导动机和谐，以提高登记为器官捐献者和参与一般亲社会行为的态度和意图

IF 1.8

Journal of Theoretical Social Psychology Pub Date : 2020-10-07 DOI: 10.1002/jts5.75

Danielle R. Blazek, Jason T. Siegel, Cara N. Tan, Rachel Baumsteiger, James F. M. Cornwell

{"title":"Inducing motivational harmony to increase attitudes and intentions to register as an organ donor and engage in general prosocial behavior","authors":"Danielle R. Blazek, Jason T. Siegel, Cara N. Tan, Rachel Baumsteiger, James F. M. Cornwell","doi":"10.1002/jts5.75","DOIUrl":"10.1002/jts5.75","url":null,"abstract":"In three preregistered studies, we investigated whether positive and negative organ donation attitudes, intentions, as well as general prosocial behavioral intentions, could be influenced by inducing motivational harmony—the sense that things are going well in life. In Study 1, we examined correlations between motivational harmony, organ donation attitudes, intentions, and prosocial behavioral intentions. Study 2a represented an attempt to assess the malleability of motivational harmony using two different autobiographical recall tasks. The successful induction was utilized in Study 2b, designed to assess whether increasing motivational harmony caused changes in organ donation attitudes, intentions, and prosocial behavioral intentions. This study used a Solomon post-group design, where participants were randomly assigned to receive the scale assessing the proposed mediator (i.e., motivational harmony) or to receive the dependent variables directly after receiving the induction. These studies focused on attitudes and intentions to register oneself as an organ donor after death. Although no direct effects on donor outcomes were identified, the motivational harmony induction task indirectly increased organ donation registration intentions through increased motivational harmony. Moreover, there was both a direct relationship of the motivational harmony induction on prosocial behavior intentions and an indirect association through increased motivational harmony. These findings have theoretical implications for the construct of motivational harmony, as well as practical applications for the promotion of organ donation and prosocial behavior.","PeriodicalId":36271,"journal":{"name":"Journal of Theoretical Social Psychology","volume":"4 4","pages":"205-217"},"PeriodicalIF":1.8,"publicationDate":"2020-10-07","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1002/jts5.75","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47800849","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 1

Perceptions of counterarguing and source derogation as attitude resistance techniques 作为态度抵抗技巧的反争论和源减损的感知

IF 1.8

Journal of Theoretical Social Psychology Pub Date : 2020-09-19 DOI: 10.1002/jts5.74

Geoffrey D. Munro, Joseph A. Lesko, Zakary Clements, Antonia Santoro, Jeffrey Tsai

引用次数: 1