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題名：死亡威脅下訊息參照架構對說服之影響：調控焦點的調節效果
書刊名：中華心理學刊
作者：顏志龍 引用關係
作者(外文)：Yen, Chih-long
出版日期：2009
卷期：51:2
頁次：頁235-250
主題關鍵詞：心理作戰；死亡顯著性；恐懼管理理論；調控焦點；戰場心理；Attitude change；Death；Mortality salient；Psychological warfare；Regulatory fit
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  • 被引用次數被引用次數:期刊(4) 博士論文(0) 專書(0) 專書論文(0)
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  • 點閱點閱:137
本研究探討「死亡威脅」和「訊息調控焦點」對態度說服之交互作用效果。調控焦點理論(regulatory focus theory; Higgins, 1997)認為個體的動機狀態可區分為「促進焦點」(promotionfocus)與「預防焦點」(prevention focus)。過去研究發現當訊息的調控焦點形式，和個體的調控焦點狀態一致時，對說服會有較佳效果。依據過去實徵研究，研究者認為面對死亡威脅時，個體是處於預防焦點的心理狀態，此時以預防焦點形式呈現的訊息，會比以促進焦點形式呈現的訊息，來得有說服力。研究一(N=82)以恐懼管理理論(terror management theory; Greenberg, Pyszczynski, & Solomon, 1986)的實驗典範操弄死亡威脅，採2（死亡威脅：有／無）×2（訊息調控焦點：促進／預防）的完全受試間實驗設計；研究結果支持了上述假設：面對死亡威脅時，「預防焦點」訊息之說服效果，優於「促進焦點」訊息。研究二(N=48)採閾下(subliminal)知覺的方式促發死亡威脅，結果發現面對死亡威脅時，個體對「預防焦點」相關的剌激反應速度比控制組快。整體而言，二個研究均支持了死亡威脅與調控焦點一致性對說服之效果。
The current study explored the interaction effects of mortality salience and message framing on persuasion. It is argued that death-threatening may evoke people's prevention focus concerns, thus, based on the effect of <||>regulatory fit<||>, prevention-framed messages may be more persuasive in mortality salient contexts than promotion-framed ones. In Study 1, 82 military personnel participated in a 2 (mortality salience: experimental/control group) x 2 (message framing: promotion vs. prevention) factorial experiment. The results support the aforementioned hypothesis. In Study 2 (N=48), by using a subliminal perception task to manipulate mortality salience, it is found that people under death-threatening were faster in reacting to prevention-related words than people of control group.
期刊論文
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5.Greenberg, J.、Pyszczynski, T.、Solomon, S.、Rosenblatt, A.、Veeder, M.、Kirkland, S.、Lyon, D.(1990)。Evidence for terror management theory II: The effects of mortality salience reactions to those who threaten or bolster the cultural worldview。Journal of Personality and Social Psychology，58(2)，308-318。  new window
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11.Jain, Shailendra Pratap、Agrawal, Nidhi、Maheswaran, Durairaj(2006)。When More May Be Less: The Effects of Regulatory Focus on Responses to Different Comparative Frames。Journal of Consumer Research，33(1)，91-98。  new window
12.Tam, K.-P.、Chiu, C.-Y.、Lau, I. Y.-M.(2007)。Terror management among Chinese: Worldview defence and intergroup bias in resource allocation。Asian Journal of Social Psychology，10(2)，93-102。  new window
13.Crowe, Ellen、Higgins, E. Tory(1997)。Regulatory Focus and Strategic Inclinations: Promotion and Prevention in Decision-Making。Organizational Behavior and Human Decision Processes，69(2)，117-132。  new window
14.Lee, Angela Y.、Aaker, Jennifer L.(2004)。Bringing the frame into focus: the influence of regulatory fit on processing fluency and persuasion。Journal of Personality and Social Psychology，86(2)，205-218。  new window
15.Petty, Richard E.、Cacioppo, John T.(1986)。The elaboration likelihood model of persuasion。Advances in Experimental Social Psychology，19，123-205。  new window
16.Higgins, E. Tory(1997)。Beyond pleasure and pain。American Psychologist，52(12)，1280-1300。  new window
17.Cesario, Joseph、Grant, Heidi、Higgins, E. Tory(2004)。Regulatory Fit and Persuasion: Transfer from 'Feeling Right'。Journal of Personality and Social Psychology，86(3)，388-404。  new window
18.Arndt, J.、Greenberg, J.、Pyszczynski, T.、Solomon, S.(1997)。Subliminal Exposure to Death-related Stimuli Increases Defense of the Cultural Worldview。Psychological Science，8，379-385。  new window
19.Arndt, J.、Greenberg, J.、Schimel, J.、Pyszczynski, T.、Solomon, S.(2002)。To Belong or Not to Belong, that is the Question: Terror Management and Identification with Gender and Ethnicity。Journal of Personality and Social Psychology，83(1)，26-43。  new window
20.Block, L. G.、Keller, P. A.。When to Accentuate the Negative: The Effects of Perceived Efficacy and Message Framing on Intentions to Perform a Healthrelated Behavior。Journal of Marketing Research，32，192-204。  new window
21.Cohen, A. B.、Pierce, J. D. Jr.、Chambers, J.、Meade, R.、Gorvine, B. J.、Koenig, H. G.。Intrinsic and Extrinsic Religiosity, Belief in the Afterlife, Death Anxiety, and Life Satisfaction in Young Catholics and Protestants。Journal of Research in Personality，39，307-324。  new window
22.Crano, W. D.、Prislin, R.。Attitude and Persuasion。Annual Review of Psychology，57，345-374。  new window
23.Cunningham, W. A.、Raye, C. L.、Johnson, M. K.。Neural Correlates of Evaluation Associated with Promotion and Prevention Regulatory Focus。Cognitive, Affective and Behavioral Neuroscience，5，202-211。  new window
24.Dechesne, M.、Janssen, J.、van Knippenberg, A.。Derogation and Distancing as Terror Management Strategies: The Moderating Role of Need for Closure and Permeability of Group Boundaries。Journal of Personality and Social Psychology，79，923-932。  new window
25.Florian, V.、Mikulincer, M.、Hirschberger, G.。An Existentialist View on a Mortality Salience Effects: Personal Hardiness, Death-thought Accessibility, and Cultural Worldview Defence。British Journal of Social Psychology，40，437- 453。  new window
26.Gailliot, M. T.、Schmeichel, B. J.、Baumeister, R. F.。Self-regulatory Processes Defend Against the Threat of Death: Effects of Self-control Depletion and Trait Self-control on thoughts and Fears of Dying。Journal of Personality and Social Psychology，91，49-62。  new window
27.Gilbert, D. T.、Krull, D. S.、Pelham, B. W.(1988)。Of thoughts Unspoken: Social Inference and the Selfregulation of Behavior。Journal of Personality and Social Psychology，55(5)，685-694。  new window
28.Greenberg, J.、Martens, A.、Jonas, E.、Eisenstadt, D.、Pyszczynski, T.、Solomon, S.(2003)。Psychological Defense in Anticipation of Anxiety: Eliminating the Potential for Anxiety Eliminates the Effect of Mortality Salience on Worldview Defense。Psychological Science，14，516-519。  new window
29.Greenberg, J.、Simon, L.、Pyszczynski, T.、Solomon, S.、Chatel, D.。Terror Management and Tolerance: Does Mortality Salience Always Intensify Negative Reactions to Others Who Threaten One's Worldview?。Journal of Personality and Social Psychology，63，212-220。  new window
30.Heine, S. J.、Harihara, M.、Niiya, Y.。Terror Management in Japan。Asian Journal of Social Psychology，5，187-196。  new window
31.Higgins, E. T.、Shah, J.、Friedman, R.。Emotion Responses to Goal Attainment: Strength of Regulatory Focus as Moderator。Journal of Personality and Social Psychology，72，515-525。  new window
32.Jonas, E.、Schimel, J.、Greenberg, J.、Pyszczynski, T.。The Scrooge Effect: Evidence that Mortality Salience Increases Prosocial Attitudes and Behavior。Personality and Social Psychology Bulletin，28，1342-1353.。  new window
33.Landau, M. J.、Solomon, S.、Greenberg, J.、Cohen, F.、(Pyszczynski, T.、Arndt, J.)。Deliver Us from Evil: The Effects of Mortality Salience and Reminders of 9/11 on Support for President George W. Bush。Personality and Social Psychology Bulletin，30，1136-1150。  new window
34.Levine, J. M.、Higgins, E. T.、Choi, H. S.。Development of Strategic Norms in Groups。Organizational Behavior and Human Decision Process，82，88-101。  new window
35.Liberman, N.、Idson, L. C.、Camacho, C. J.、Higgins, E.T.。Promotion and Prevention Choices between Stab Ility and Change。Journal of Personality and Social Psychology，77，1135-1145。  new window
36.Maheswaran, D.、Meyers-Levy, J.。The Influene of Message Framing and Issue Involvement。Journal of Marketing Research，27，361-367。  new window
37.Martz, E.。Death Anxiety as a Predictor of Posttraumatic Stress Levels among Individuals with Spinal Cord Injuries。Death Studies，28，1-17。  new window
38.Mikulincer, M.、Florian, V.。Exploring Individual Differences in Reactions to Mortality Salience: Does Attachment Style Regulate Terror Management Mechanisms?。Journal of Personality and Social Psychology，79，260-273。  new window
39.Mogg, K.、Bradley, B. P.、Miles, F.、Dixon, R.(2004)。Time Course of Attentional Bias for Threat Scenes: Testing the Vigilance-avoidance Hypothesis。Cognition and Emotion，18(5)，689-700。  new window
40.Muraven, M.、Baumeister, R. F.。Self-control as Limited Resource: Does Self-control Resemble a Muscle?。Psychology Bulletin，126，247-259。  new window
41.Patel, M. J.、Sinha, B. K.、Gawadia, M. L.。Psychological Manifestation in Cancer Patients: Preliminary Study。Indian Journal of Clinical Psychology，7，147-150。  new window
42.Petty, R. E.、Wegener, D. T.。Matching Versus Mismatching Attitude Functions: Implication for Scrutiny of Persuasive Messages。Personality and Social Psychology Bulletin，24，227-240。  new window
43.Pyszcynski, T.、Greenberg, J.,、Solomon, S.。Why do We Need What We Need? A Terror Management Perspective on the Roots of Human Social Motivation。Psychological Inquiry，8，1-20。  new window
44.Shah, J. Y.、Brazy, P. C.、Higgins, E. T.。Promoting Us or Preventing Them: Regulatory Focus and Manifestations of Intergroup Bias。Personality and Social Psychology Bulletin，30，433-446。  new window
45.Snyder, M.、DeBono, K. G.。Appeals to image and Claim about Quality: Understanding the Psychology of Advertising。Journal of Personality and Social Psychology，49，586-597。  new window
46.Taubman Ben-Ari, O.、Florian, V.、Mikulincer, M.(1999)。The Impact of Mortality Salience on Reckless Driving: A Test of Terror Management Mechanisms。Journal of Personality and Social Psychology，76(1)，35-45。  new window
圖書
1.Becker, E.。The Birth and Death of Meaning。The Birth and Death of Meaning。New York, NY。  new window
2.Becker, E.。The Denial of Death。The Denial of Death。New York, NY。  new window
3.Becker, E.。Escape from the Evil。Escape from the Evil。New York, NY。  new window
4.DoD。Doctrine for Joint Psychological Operations。Doctrine for Joint Psychological Operations。  new window
5.Petty, R. E.、Wheeler, S. C.、Bizer, G. Y.(2000)。Attitude Functions and Persuasion: An Elaboration Likelihood Approach to Matched Versus Mismatched Messages。Why We Evaluate : Functions of Attitudes。Mahwah, NJ：Lawrence Erlbaum。  new window
其他
1.Yen, C. L.，Yu, C. W.，Chiu, F. C.。The Influence of Regulatory Fit on Persuasion Under Different Military Operations: The Moderating Effects of Need for Cognition。  new window
圖書論文
1.Chaiken, S.、Liberman, A.、Eagly, A. H.(1989)。Heuristic and systematic information processing within and beyond the persuasion context。Unintended thought。New York, NY：Guilford Press。  new window
2.Rosenberg, M.(1965)。Society And the Adolescent Self-image。The Self。San Francisco：McGraw Hill。  new window
3.Greenberg, J.、Pyszczynski, T.、Solomon, S.(1986)。The causes and consequences of a need for self-esteem: A terror management theory。Public self and private self。Springer-Verlag。  new window
 
 
 
 
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