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Regulatory Focus (regulatory + focus)

Distribution by Scientific Domains

Psychology	88%

Selected Abstracts

Tailoring visual images to fit: Value creation in persuasive messages

EUROPEAN JOURNAL OF SOCIAL PSYCHOLOGY, Issue 2 2010
Lucia Mannetti
The present studies aimed to extend Regulatory Fit Theory in the domain of persuasive communication by (a) using printed advertisement images without any verbal claim, instead of purely or mostly verbal messages; (b) selecting the images to fit the distinct orientations of regulatory mode rather than regulatory focus; and (c) priming regulatory mode orientation instead of relying on chronic prevalence of either locomotion or assessment orientation. We found that recipients primed with a locomotion orientation experienced fit, and were more persuaded, when exposed to "dynamic" versus "static" visual images; conversely, recipients primed with an assessment orientation experienced fit and were more persuaded when exposed to "static" versus "dynamic" images. Our findings show that the experience of fit can be induced by visual messages, resulting in positive effects in terms of attitude toward product advertisement and estimated price of advertised products. Copyright © 2010 John Wiley & Sons, Ltd. [source]

Minimal and maximal goal orientation and reactions to norm violations

EUROPEAN JOURNAL OF SOCIAL PSYCHOLOGY, Issue 1 2009
Immo Fritsche
Violations of social norms can either be evaluated in an absolute or in a gradual fashion depending on whether group goals are represented as minimal or maximal goals. Recent research has shown that absolute versus gradual deviations lead to increased levels of demanded punishment and inclination to exclude the deviant from the respective moral community. In this article, we investigate whether individual differences in orientation towards setting goals in either minimal or maximal terms predict reactions to norm violation. In three studies we found that a dominant minimal goal orientation (MIN) relative to maximal goal orientation (MAX) increased punishment inclinations and social exclusion tendencies towards norm violators. These effects were mediated by affective reaction and proved to be unique goal orientation effects when possible effects of need for closure, intolerance of ambiguity and regulatory focus were controlled for. Copyright © 2008 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]

The role of regulatory fit in visionary leadership

JOURNAL OF ORGANIZATIONAL BEHAVIOR, Issue 4 2010
Daan Alexander Stam
It is generally argued that leader visions motivate followers by focusing on reaching desirable end-states. However, it has also been suggested that visions may motivate followers by focusing on avoiding undesirable situations. In this paper we investigate the effects of appeals that focus on preventing an undesirable situation (i.e., prevention-appeals) as well as appeals that focus on promoting a desirable situation (i.e., promotion-appeals). We argue that the effectiveness of promotion- and prevention-appeals is contingent on follower regulatory focus. In two experiments we show that prevention-appeals lead to better performance than promotion-appeals for more prevention-focused followers, while the reverse is true for more promotion-focused followers. We find this pattern for a dispositional measure of follower regulatory focus (Study 1) as well as for a manipulation of follower regulatory focus (Study 2). Copyright © 2009 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]