Loewenstein J, Thompson L, Gentner D
Department of Psychology, Northwestern University, Evanston, IL 60208-2710, USA.
Psychon Bull Rev. 1999 Dec;6(4):586-97. doi: 10.3758/bf03212967.
Information learned in one situation often fails to transfer to a similarly structured situation. However, prior findings suggest that comparing two or more instances that embody the same principle can promote abstraction of a schema that can be transferred to new situations. In two lines of research, we examined the effects of analogical encoding on knowledge transfer in negotiation situations. In Experiment 1, undergraduates were more likely to propose optimal negotiation strategies and less likely to propose compromises (a suboptimal strategy) when they received analogy training. In Experiment 2, graduate management students who drew an analogy from two cases were nearly three times more likely to incorporate the strategy from the training cases into their negotiations than were students given the same cases separately. For both novices and experienced participants, the comparison process can be an efficient means of abstracting principles for later application.
在一种情境中学到的信息往往无法迁移到结构相似的情境中。然而，先前的研究结果表明，比较两个或更多体现相同原则的实例可以促进对一种模式的抽象，这种模式能够迁移到新的情境中。在两项研究中，我们考察了类比编码对谈判情境中知识迁移的影响。在实验1中，本科生在接受类比训练后，更有可能提出最优谈判策略，而提出妥协方案（一种次优策略）的可能性较小。在实验2中，从两个案例中进行类比的管理专业研究生，将训练案例中的策略纳入谈判的可能性几乎是分别给出相同案例的学生的三倍。对于新手和有经验的参与者来说，比较过程都可能是一种抽象原则以供日后应用的有效方法。
