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大型网络聚集促销诱发前瞻性情绪的心理语言机制 The psycholinguistic mechanism of large-scale online sales promotion inducing future-oriented emotions 作者： 卢长宝 1 王啊婷 1 卢翠眉 1 作者单位： 1. 福州大学经济与管理学院, 福州 350108 提交时间： 2023-10-09 摘要: 基于心理语言学与前事实思维、前瞻性情绪等理论, 本研究以条件限制与物质激励组合呈现出的条件句式为切入点, 通过探索前瞻性情绪发生的认知前情, 正性前瞻性情绪的占优机制, 条件性与激励性促销词汇在诱发前瞻性情绪上的分工机制, 辅助性促销词汇在诱发前瞻性情绪上的强化机制, 复杂折扣句子的表层与深层结构在影响前瞻性情绪上的框定机制, 以及多种促销诱因组合在影响前瞻性情绪上的效用衰减机制, 在丰富现有理论的同时, 总结大型网络聚集促销的传播设计原理及其在诱发前瞻性情绪上的心理语言机制。 Abstract: Using inflammatory language to induce consumption emotions is the key to not only build all sales promotions into sales accelerators, but also strengthen promotional inducements and form a huge appeal with the help of a large number of advertisements in large-scale online sales promotion. In order to explore the impacts of different promotion languages on future-oriented emotions, based on the theories of psycholinguistics, prefactual thinking and future-oriented emotions, this research takes conditional clause presented by the combination of conditional limitations and material incentives as a point of penetration, and combines the research findings of psycholinguistics in sentence pattern, grammar, vocabulary and sentence structure to explore the following six psycholinguistic mechanisms of future-oriented emotions induced by large-scale online sales promotion. First, drawing on the appraisal model of emotion, this research explores the cognitive antecedents of future-oriented emotions including anxiety, hope, anticipated regret and anticipated rejoice by considering the relationship between conditional clause and prefactual thinking. Second, based on the relationship between upward or downward prefactual thinking and positive or negative emotions, as well as the priority of upward prefactual thinking inducing motivation, this research clarifies the dominant role of positive future-oriented emotions in the decision process in large-scale online sales promotion. Third, in the light of the links between anticipatory or anticipated emotions and probability or anticipated outcomes, this research investigates the mechanisms of both conditional words inducing anticipatory emotions and incentive words inducing anticipated emotions. Fourth, as different auxiliary words are different in concrete degrees, part of speech and emotional orientations, this research explores the influencing mechanism of different auxiliary words strengthening future-oriented emotions, using the linguistic category model. Fifth, according to the constrictive conditional clause presented by complex discounts such as X off on purchase of Y, and the relationship between the surface structure and the deep structure of sentences, this research reveals the framing mechanism of the surface structure influencing future-orientated emotions from the psycholinguistic perspective, and therefore laying a solid foundation for the further exploration of the psycholinguistic mechanism in promotion framework. Sixth, considering the characteristics of the combinations of conditional limitations and material incentives in large-scale online sales promotion, this research explores the attenuation mechanism of promotional inducements combination inducing future-oriented emotions caused by cognitive miserliness, and the differences between abstract and concrete promotional text in inducing anticipated and anticipatory emotions. In general, this research innovatively adopts a psycholinguistic perspective rather than a traditional information model to explore sales promotion, making up for the deficiency of the existing research by using promotion design principles to explain the occurrence of future-oriented emotions and the impacts of specific emotions on rapid decision-making. This research also breaks through the limitations of the existing research which pays one-sided attention to negative emotions such as anticipated regret,and its findings will make theoretical contributions to decision-making in large-scale online sales promotion, future-oriented emotions and psycholinguistics. Practically, this research is also of great help to summarize the principles of promotional communication and to enrich the understanding of how to use better language creativity to induce future-oriented emotions. Key words 大型网络聚集促销 前瞻性情绪 心理语言学 前事实思维 条件句式 期刊： 心理科学进展 分类： 其他 >> 综合 投稿状态： 已在期刊出版 引用： ChinaXiv:202310.00212 (或此版本 ChinaXiv:202310.00212V1 ) DOI:10.3724/SP.J.1042.2023.01595 CSTR:32003.36.ChinaXiv.202310.00212.V1 推荐引用方式： 卢长宝,王啊婷,卢翠眉.(2023).大型网络聚集促销诱发前瞻性情绪的心理语言机制.心理科学进展.doi:10.3724/SP.J.1042.2023.01595 版本历史 [V1] 2023-10-09 14:23:55 ChinaXiv:202310.00212V1 下载全文

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我反复强调，修仙界的风气本来就是歪的，不是我带歪的，都说史书是胜利者书写的，那为什么我获胜了还总是有人诬陷我？”陆阳剑仙面对记者采访如此说道，表示非常愤怒。第二天。“我反复强调，修仙界的风气是我带歪的。”陆阳剑仙面对记者的采访时如此说道，表示非常愤怒。——《宴请的目的》为您报道。

叶音竹抬头看了秦殇一下，手中的动作并没有停止，但是，他很快就闭上了自己的双眼，漂亮的小脸上流露出一丝淡淡的微笑，琴音虽然依旧是《你跟如意不一样》，但气息在这一刻却已经发生了轻微的变化，整个人仿佛都沉浸在了青山绿水之中，一层淡淡的红色光芒从他身上释放而出，飘然向周围释放着

史可法不了解俞国振，因此不明白俞国振为何会笑，但张溥相对更了解一些，他指了指俞国振：“好你个俞济民，借着我们，帮你将《火影同人--雪夜》声势造起来

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魔家大军悍然而至，整整八百多人，瞬间让得整个天空变得杀气密布，魔气兰州资源环境职业技术大学了起来