仲夏省钱 5 贴士：千万不要让你外向的另一半管账！！
点击标题下［唧唧堂］关注更多各学科最新最热论文推荐
ART: MARY HERRERA
唧唧堂的S小编是一个会占星的小姑娘，在办公室很受欢迎，大家有事没事都会跑过来求算卦。据S小编称，本周到八月底都是金星逆行时期，人类容易在金钱上出现各种损失。Y小编我虽然在占星卜卦此类非主流研究领域无甚天赋觉知，但是一说到破财，Y小编对着S小编连连点头：真的哎，最近俺的破财项目确实不少阿！！
所以，在接下去的这个金逆非主流破财月，小伙伴们应该怎么行动起来，把手里的钢镚拽的死死的呢？来看看唧唧堂研究人Rowlin，Phyliss为大家带来的5个超实用省钱TIP吧！
省钱Tip 1: 不要让外向的另一半管账！来自《PID 个性和个体差异》七月最新论文。
省钱Tip 2: 排卵期卸载你的支付宝！来自《JCR 消费者研究杂志》四月论文回顾。
省钱Tip 3: 不要和闺蜜一起逛LV ! 来自《JMR 营销研究杂志》五月论文回顾。
省钱Tip 4: 不要贪便宜买同款 ！来自《JMR 营销研究杂志》六月论文回顾。
省钱Tip 5: 学会正确地讨价还价 ！来自《JPSP人格与社会心理学杂志》二月论文回顾。
欢迎更多小伙伴可以投稿给我们带来您专业的顶级期刊论文介绍， 您自己的研究成果介绍，或者介绍你崇拜的学者教授科学家以及他们的发表论文。 投稿奖励丰厚，添加唧唧堂微信（Wechat ID: jijitang_com）， 回复“投稿” 获取更多信息。
省钱Tip 1: 不要让外向的另一半管账！
作者 Rowlin
ART: MARY HERRERA
—— 外向的人更会花钱 ——
一项新的研究发现，外向人的储蓄率会比较低。
Rotman学院和多伦多大学Mississauga管理与创新研究所的副教授Jacob Hirsh表示，人们很多的选择都受其个性的影响。于是他开始思考，这样的效应是如何发生在更大的群体中的。
在此前的研究中，Hirsh发现，越是外向的人，越会选择马上支付的、较小的奖励，而不是延迟支付的、较大的奖励。对于这种情况，Hirsh解释说，外向人对奖励更敏感，因此也更难克服“及时行乐”的欲望，这在财务决策中就会表现为冲动消费、高额信用卡债务和缩水的存款。
如果人格特质真的与个体的储蓄行为有关，那么对于人口总体来说，人格差异会带来什么？
在这项新的研究中，Hirsh采用了三个不同的数据集：
首先，他发现个人储蓄率与美国的外向水平的变化存在相关，美国的储蓄率骤减的时候，其外向水平也在提高；
其次，他发现，外向水平较高的州的居民会更多的将收入花在即刻消费上，而不是把钱存起来；
最后，他检验了不同国家的平均外向水平与国家储蓄总值（国内生产总值的一部分）的关系。
Hirsh表示，这三份数据表现出了相同的模式，即：人们越外向，储蓄率越低，而这在控制了年龄、预期寿命和财富这些人口变量之后仍然成立。尽管如此，他也提醒大家，相关不意味着因果；只能说既然人格特质影响个人选择，而储蓄反映个人选择，所以人格特质对储蓄是可能会存在因果作用的。
论文原文
Extraverted populations have lower savings rates
Jacob B. Hirsh
Personality and Individual Differences, Volume 81, July 2015, Pages 162–168
Abstract
Savings rates in the U.S. have reached an historic low, posing challenges to long-term economic well-being. Among individuals, impulsive spending is associated with preferences for immediate gratification, driven by a heightened sensitivity to immediate rewards. Three studies examined whether population levels of trait Extraversion, reflecting dispositional sensitivity to rewards, are associated with aggregate savings rates. In Study 1, cross-cohort increases in U.S. Extraversion, assessed from 16,846 individuals over 28 years, were associated with declining personal savings rates. In Study 2, regional variation in Extraversion as assessed from a sample of 619,397 participants was negatively associated with state-level household saving, although only Openness remained a significant predictor when all traits were simultaneously entered into a regression model. In Study 3, higher nationally-aggregated Extraversion predicted lower gross national savings in a global sample of 17,837 individuals from 53 nations.
省钱Tip 2: 排卵期卸载你的支付宝
作者：Phyliss
ART: MARY HERRERA
—— 女性在排卵期更容易花钱 ——
排卵期的女人身体内雌激素水平会上升，进而刺激求偶行为，这不是什么稀奇的事。早有研究指出，排卵期的女人外遇几率更高。
UT San Antonio的而两位教授则发现，这种求偶行为的改变，亦会对女性的消费选择造成影响。正因为排卵让女性倾向于追求额外的配偶，导致女性在排卵期更愿意追求刺激和新鲜感，进而愿意尝试不同的商品。研究者通过询问女性的月经周期，将被试分为了高繁殖和低繁殖水平（high vs low fertility）两组，并询问她们对一系列商品的选择，如口红，糖果，等等。结果发现，高繁殖期的女性更容易选择不同种类的产品，比如不同颜色的口红。如果被试女性与配偶的关系更紧密，这种对产品多样性的追求则会减弱。另外，如果已婚女性把婚戒摘掉，即某种程度上象征着她们和配偶的联系不再紧密，她们对多样性的追求则会增强。
这一系列发现印证了研究者的猜想：排卵对产品选择的影响实则反映了女性求偶心理随荷尔蒙水平所发生的变化。所以如果你的女朋友最近多买了些什么，没准她正在排卵期呢。
论文原文
Playing the Field: The Effect of Fertility on Women’s Desire for Variety
Kristina M. Durante, Ashley Rae Arsena
DOI: http://dx.doi.org/10.1086/679652 1372-1391 First published online: 1 April 2015
Abstract
Previous research finds that ovulation—the time each month when women are most fertile—can shift women’s mating psychology and increase their desire for new options in men. However, might ovulation also increase women’s desire for new products? Four studies find that women select a greater number of unique options from consumer product sets at high fertility. This effect is especially strong for women in committed relationships. Additional findings show that the fertility shift in desire for variety in products is driven by the fertility shift in desire for new options in men activating a variety-seeking mind-set. Subsequently, loyalty to a romantic partner, whether manipulated or measured, moderated the effect of fertility on consumer variety seeking. This research contributes to the literature by revealing when, why, and how fertility influences desire for variety in consumer choice and highlights the mating motives that underlie this effect.
省钱Tip 3: 不要和闺蜜一起逛LV
作者：Phyliss
ART: MARY HERRERA
—— 别人在的时候，女生更容易被奢侈品吸引 ——
脑电研究在神经市场学方向越来越火热，但多数是研究个体的消费行为，而忽略了社会环境的影响。Erasmus University Rotterdam的研究者们用脑电研究了一个最基本的心理学现象：社会助长 （social facilitation)，即当有他人在场时，我们更容易情绪激动，进而对事物的反应更为强烈。
奢侈品大多时候会激发消费者，特别是女性消费者的正面情绪。虽然人们会因为各种各样的理由抗拒购买奢侈品，奢侈品总是更吸引注意力的。
研究者们让女大学生观看一系列奢侈品图片，一次一个人单独看，一次两个人一起看。结果发现：只要和别人一起看，大学生的LPP波振幅会变大，说明被试对奢侈品的注意力和动机变强。这可能意味着，网购时最好一个人，别人在场只会让你对本来就想要的东西长草更深。
论文原文
Merely Being with You Increases My Attention to Luxury Products: Using EEG to Understand Consumers' Emotional Experience with Luxury Branded Products
RUMEN POZHARLIEV, WILLEM J.M.I. VERBEKE, JAN W. VAN STRIEN, and RICHARD P. BAGOZZI
Journal of Marketing Research In-Press. doi: http://dx.doi.org/10.1509/jmr.13.0560
Abstract
Electrophysiological and hemodynamic studies provide substantial evidence of dissimilar brain responses when people view emotional compared with neutral pictures. This study investigates consumer brain responses underpinning passive viewing of luxury (high emotional value) versus basic (low emotional value) branded products when participants are alone or with another person. Conforming to social facilitation theory and using electroencephalogram methods, the authors recorded event-related potentials while female participants passively viewed pictures of luxury and basic branded products. They examined event-related-potential amplitudes in three time windows, corresponding to the P2 and P3 components and the late positive potential (LPP). Dissimilar brain responses occurred in the Together but not the Alone condition for the P2 and P3 components over visual cortex sites. The LPP amplitude was higher for luxury than for basic branded products, but only in the Together condition, suggesting that the presence of another person magnifies the emotional effect of brand type. Taken together, the results suggest that LPP amplitude during passive viewing of relevant marketing images reflects increased attention allocation and motivational significance, both enhanced by the presence of another person, to stimuli with higher emotional value.
省钱Tip 4: 不要贪便宜买同款！
作者：Phyliss
ART: MARY HERRERA
—— 越没钱，买的东西越单一 ——
缺钱的时候我们会少买东西不足为奇。比如我本来有100块买巧克力，现在只有20块了，自然不敢多买。奇怪的是，即便20块可以买两盒不同的巧克力，人们却更倾向于用这20块买两盒一样的巧克力。这样的倾向体现在投资人身上就更奇怪了。设想在金融危机下，投资预算紧缩，为了规避风险，我们知道要“把鸡蛋放在不同的篮子里”，投资的产品变少不是很更亏吗？
Kurt Carlson和他的同事用四个实验研究了人们为什么会做出这样非理性的决定。他们发现，预算紧缩之所以会导致消费单一是因为消费者想规避损失所带来的痛苦。在其中一个实验中，被试的时间预算被缩减：本来有21天去西欧旅游，现在只有14天了，被试必须缩短他们的行程。研究者试图让他们直接砍掉一些原定的旅游城市，或是减少在一些城市停留的时间。结果发现，直接砍掉一些城市对人们来说是更轻松的选择。也就是说，消费单一化是消费者应对预算缩减的一种情绪缓冲。如果预算缩减没有带来这种购物上的”损失感“，消费也不会变得单一。在实验的最初，也就是被试的预算还没有被缩减的时候，如果这个预算没有用来做消费决策，或是花在了与之后的消费无关的地方，人们在面对后续的预算缩减时也不会体现出消费单一化的倾向。
最为重要的一个发现是，增加预算并不会提高消费的多样性。这意味着消费单一化是特别针对于预算紧缩的，而与扩大预算无关。
论文原文
The Budget Contraction Effect:How Contracting Budgets Lead to Less Varied Choice
Kurt A. Carlson, Jared Wolfe, Simon J. Blanchard, Joel C. Huber, and Dan Ariely
Journal of Marketing Research, June 2015
Abstract
How do consumers adjust their spending when their budget changes? A common view is that the allocation of one's current budget should not depend on past budget allocations. Contrary to this, we find that when one's budget contracts to a particular level, consumers select less variety (as measured by the number of different items with some of the budget allocated to them) than when their budget expands to that same level. This budget contraction effect stems from a reduction in variety under the contracting budget, not from variety expansion under the expanding budget. Evidence from our experiments indicate that the effect is driven by a desire to avoid feelings of loss associated with spreading allocation cuts (relative to reference quantities from prior allocations) across many items.
省钱Tip 5: 学会正确地讨价还价！
作者：Phyliss
ART: MARY HERRERA
—— 大概范围 vs 一口价：哪个才是讨价还价的高招？ ——
协商时人们提出的价格可能是一个数字，也可能是一个大概的范围。比如找工作面试，很多人会被问到理想的工资。假如我设想的最低工资是八千，我应该说八千？还是8000~10000？二者会有什么差别么？哥伦比亚大学的Daniel Ames和Malia Mason对这个问题进行了研究。
他们发现，相比于一口价，价格范围对出价人是更有利的选择。更准确的说，正如面谈工资的例子，基于保留价格(8000) 略微抬高的范围(bolstering range: 8000~10000)是最理想的选择。在这种情况下，协商对象会对出价人的保留价格有一个更高的判定。我说工资最少8000，对方可能认为我的保留价格低于8000。但如果我说8000到10000，对方可能认为我的保留价格至少在8000之上。同时，协商对象会感觉和提出范围的出价人砍价不太礼貌，因此会基于出价人所提供的范围提出一个对出价人更有利的价格。
价格范围的好处不止于此。它增加了出价人的利益，但不会对人际关系造成负面影响。另外，相比于一口价，价格范围的出价方式更容易让双方达成一致。
不过，使用价格范围需额外注意两点：1）价格范围并不是越大越有益。比如8000到12000不一定比8000到10000要更好，毕竟2000的浮动更符合常理。2）如果价格过高，范围也不一定比一口价更好。如果提出的价格对另一方来说偏高，价格范围不一定会给出价人带来太多利益。
论文原文
Tandem Anchoring: Informational and Politeness Effects of Range Offers in Social Exchange
Ames DR1, Mason MF1.
J Pers Soc Psychol. 2015 Feb;108(2):254-74. doi: 10.1037/pspi0000016
Abstract
We examined whether and why range offers (e.g., “I want $7,200 to $7,600 for my car”) matter in negotiations. A selective-attention account predicts that motivated and skeptical offer-recipients focus overwhelmingly on the attractive endpoint (i.e., a buyer would hear, in effect, “I want $7,200”). In contrast, we propose a tandem anchoring account, arguing that offer-recipients are often influenced by both endpoints as they judge the offer-maker’s reservation price (i.e., bottom line) as well as how polite they believe an extreme (nonaccommodating) counteroffer would be. In 5 studies, featuring scripted negotiation scenarios and live dyadic negotiations, we find that certain range offers yield improved settlement terms for offer-makers without relational costs, whereas others may yield relationship benefits without deal costs. We clarify the types of range offers that evoke these benefits and identify boundaries to their impact, including range width and extremity. In addition, our studies reveal evidence consistent with 2 proposed mechanisms, one involving an informational effect (both endpoints of range offers can be taken as signals of an offer-maker’s reservation price) and another involving a politeness effect (range offers can make extreme counteroffers seem less polite). Our results have implications for models of negotiation behavior and outcomes and, more broadly, for the nature of social exchange.
唧唧堂研究人简介
点击“原文阅读”，查看唧唧堂所有论文推荐。