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市场营销（理论版） 2009年第5期 103-109页

作者：张建东

本研究的数据源于8家保险公司的152位个人寿险销售员，研究设计避免或尽量减小了同源数据偏差的影响。研究发现，失败的能力归因会使销售人员有意改变策略，失败的策略归因会使销售人员有意寻求协助。

关键词：销售拜访失败归因行为意图 unsuccessful sales calls Attributions behavioral intentions

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The Nature of “Natural Disasters”: Survivors’ Explanations of Earthquake Damage

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International Journal of Disaster Risk Science 2019年第3期10卷 293-305页

作者： Alessandro Massazza Chris R.Brewin Helene Joffe Department of Clinical Educational and Health PsychologyUniversity College London

The distinction between natural and human-made disasters is ingrained in everyday language. Disaster scientists have long been critical of this dichotomy. Nonetheless,virtually no attention has been paid to how disaster survivors conceptualize the causes of the disasters they experience. In this mixed-methods longitudinal study, 112 survivors of the2016–2017 Central Italy earthquakes completed questionnaires 3 and 16 months following the earthquakes, with the aim of assessing Attributions of blame for the earthquake damage. In-depth interviews were also conducted with 52 participants at the 3-month mark to explore representations of causation for the earthquake damage. The distinction between disasters caused by nature and disasters caused by humans was not supported by survivors of the earthquake. In the longitudinal surveys, building firms and the State were assigned as much blame as nature for the earthquake damage, at both 3 months and 16 months after the earthquakes.Corroborating this complexity, in the interviews, the causes of the earthquake damage, rather than being understood as purely natural, were perceived as a complex mosaic composed of political, technological, natural, and moral factors.This empirical work shows that disaster survivors combine both nature-based and human-based explanations of disasters, rather than subscribing to one or the other. These findings have practical implications for disaster risk reduction and response.

关键词： Amatrice Attributions Disaster causes Disaster survivors Human-made disasters Natural disasters 2016–2017 Central Italy earthquakes

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