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Promotion Focus (promotion + focus)

Distribution by Scientific Domains
Psychology100%

Selected Abstracts

Strategies of self-regulation in goal attainment versus goal maintenance

EUROPEAN JOURNAL OF SOCIAL PSYCHOLOGY, Issue 4 2007
Jeff C. Brodscholl
We propose that there exists an important difference between attainment and maintenance in terms of the goal pursuit strategies for which they call. Specifically, we propose that goal attainment calls for the use of eager approach strategies, whereas goal maintenance calls for the use of vigilant avoidance strategies. We distinguish between attainment versus maintenance as two different goal pursuit conditions on the one hand, and promotion versus prevention focus as two different self-regulatory concerns on the other hand. We then use insights from Regulatory Fit Theory to make predictions concerning the interactive effects of these two motivational dimensions on outcome valuations. Consistent with our proposal about attainment and maintenance, we found that participants in a promotion focus valued the outcome of an attainment task more than did participants in a prevention focus, whereas the opposite was true for a maintenance task. Implications for maintenance-related phenomena such as belief perseverance effects are subsequently discussed. Copyright © 2006 John Wiley & Sons, Ltd. [source]

The impact of regulatory focus on affective responses to social discrimination

EUROPEAN JOURNAL OF SOCIAL PSYCHOLOGY, Issue 3 2007
Kai Sassenberg
The impact of individuals' regulatory focus and the domain of outcomes (non-gains vs. losses) on the target's affective responses to social discrimination were tested. Based on regulatory focus theory (Higgins, 1997), it was predicted that a prevention focus would lead to more anger and agitation after social discrimination, because experiencing social discrimination is similar to experiencing failure. This pattern was predicted to be more pronounced when social discrimination was based on losses than when social discrimination was based on non-gains (i.e., when the in-group was evaluated more negatively vs. less positively compared to the out-group). The results of three studies using chronic and situationally induced regulatory focus confirmed these predictions. No effect was found for the promotion focus. Copyright © 2006 John Wiley & Sons, Ltd. [source]

How regulatory focus influences consumer behavior

EUROPEAN JOURNAL OF SOCIAL PSYCHOLOGY, Issue 1 2007
Lioba Werth
According to Higgins (1997) the theory of regulatory focus says that in terms of both information processing and motivation it makes a difference whether people have a promotion or prevention focus. In this paper, this theory will be applied to the area of consumer psychology. In three experiments we show that consumer's regulatory focus either measured or induced in a given situation influences product evaluations. Study 1 shows that consumers are interested in different product features depending on their focus; whereas in the prevention focus they are more interested in safety-oriented aspects, in the promotion focus they concentrate more on comfort-oriented qualities. In Study 2, a typical prevention product and a typical promotion product are compared with one another and data shows that focus compatible products are evaluated more positively. In Study 3 we demonstrate that advertisments that correspond to the focus of the consumer lead to more positive evaluations of the product than advertisments that are incompatible with the focus of the consumer. Theoretical and practical implications will be discussed. Copyright © 2006 John Wiley & Sons, Ltd. [source]

Achievement orientations from subjective histories of success: Promotion pride versus prevention pride

EUROPEAN JOURNAL OF SOCIAL PSYCHOLOGY, Issue 1 2001
E. Tory Higgins
A new task goal elicits a feeling of pride in individuals with a subjective history of success, and this achievment pride produces anticipatory goal reactions that energize and direct behavior to approach the task goal. By distinguishing between promotion pride and prevention pride, the present paper extends this classic model of achievement motivation. Regulatory focus theory (Higgins, 1997) distinguishes between a promotion focus on hopes and accomplishments (gains) and a prevention focus on safety and responsibilities (non-losses). We propose that a subjective history of success with promotion-related eagerness (promotion pride) orients individuals toward using eagerness means to approach a new task goal, whereas a subjective history of success with prevention-related vigilance (prevention pride) orients individuals toward using vigilance means to approach a new task goal. Studies 1,3 tested this proposal by examining the relations between a new measure of participants' subjective histories of promotion success and prevention success (the Regulatory Focus Questionnaire (RFQ)) and their achievement strategies in different tasks. Study 4 examined the relation between participants' RFQ responses and their reported frequency of feeling eager or vigilant in past task engagements. Study 5 used an experimental priming technique to make participants temporarily experience either a subjective history of promotion success or a subjective history of prevention success. For both chronic and situationally induced achievement pride, these studies found that when approaching task goals individuals with promotion pride use eagerness means whereas individuals with prevention pride use vigilance means. Copyright © 2001 John Wiley & Sons, Ltd. [source]

A MULTILEVEL INTEGRATION OF PERSONALITY, CLIMATE, SELF-REGULATION, AND PERFORMANCE

PERSONNEL PSYCHOLOGY, Issue 3 2006
CRAIG WALLACE
The purpose of this multilevel study was to test whether regulatory focus mechanisms (promotion focus and prevention focus; Higgins, 1997, American Psychologist, 52, 1280,1300; Higgins, 2000, American Psychologist, 55, 1217,1230) can help explain how group safety climate and individual differences in Conscientiousness relate to individual productivity and safety performance. Results, based on a sample of 254 employees from 50 work groups, showed that safety climate and conscientiousness predicted promotion and prevention regulatory focus, which in turn mediated the relationships of safety climate and Conscientiousness with supervisor ratings of productivity and safety performance. Implications for theory and research on climate, motivation, and performance and avenues for future research are discussed. [source]