When comparative ads are more effective: Fit with audience’s regulatory mode

AbstractPositivity (i.e., the individual tendency to positively approach life experiences) has proven to be an effective construct applied in positive psychology. However, individuals’ self-regulation may have contrasting effects on positivity. We specifically examined whether positivity could be partially explained through two aspects of motivation concerned with self-regulation: locomotion (i.e., a motivational orientation concerned with movement) and assessment (i.e., a motivational orientation concerned with comparison and evaluation). Furthermore, based on previous literature that found a link between these aspects and narcissism, we examined whether “adaptive” and “maladaptive” dimensions of narcissism could mediate the effects of locomotion and assessment on increased or decreased positivity. Narcissism was defined by previous research as adaptive or maladaptive insofar as it leads or does not lead to increased psychological well-being. We estimated a mediation model with multiple independent variables and multiple mediators in a cross-sectional study with self-reported data from 190 university students. We found that both locomotion and assessment were associated with adaptive narcissism, which in turn was positively associated with positivity. However, assessment was also associated with maladaptive narcissism, which in turn was negatively associated with positivity. Relationships between aspects of self-regulation, narcissism, and positivity can have significant implications which will be discussed.

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Motivations for Reconciliation: Regulatory Mode, Individual Differences, and Evolutionary Considerations

SSRN Electronic Journal ◽

10.2139/ssrn.2086538 ◽

2012 ◽

Cited By ~ 1

Author(s):

Christine Webb

Keyword(s):

Individual Differences ◽

Regulatory Mode

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Moving on or digging deeper: Regulatory mode and interpersonal conflict resolution.

Journal of Personality and Social Psychology ◽

10.1037/pspp0000131 ◽

2017 ◽

Vol 112 (4) ◽

pp. 621-641 ◽

Cited By ~ 10

Author(s):

Christine E. Webb ◽

Peter T. Coleman ◽

Maya Rossignac-Milon ◽

Stephen J. Tomasulo ◽

E. Tory Higgins

Keyword(s):

Conflict Resolution ◽

Interpersonal Conflict ◽

Regulatory Mode

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Associative Positioning Strategies through Comparative Advertising: Attribute versus Overall Similarity Approaches

Journal of Marketing Research ◽

10.1177/002224378702400405 ◽

1987 ◽

Vol 24 (4) ◽

pp. 377-388 ◽

Cited By ~ 28

Author(s):

Cornelia Dröge ◽

René Y. Darmon

Keyword(s):

Multidimensional Scaling ◽

Relative Effectiveness ◽

Attribute Level ◽

Brand Positioning ◽

Comparative Advertising ◽

Scaling Model ◽

Associative Strategy ◽

Comparative Ads ◽

Attitude Model

The authors compare the relative effectiveness of comparative/noncomparative and product-based/non-product-based advertising in the implementation of an associative strategy for cognitive brand positioning. Two metaconstructs, cognitive accuracy and cognitive clarity, are defined, each within an attitude model and a probabilistic multidimensional scaling model. The results from these very different methodological and conceptual approaches indicate that direct comparative advertisements are superior in engendering overall brand positioning, whereas only product-based direct comparative ads are superior in engendering brand positioning at the attribute level, and only in terms of positioning clarity.

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Menin and Menin-Associated Proteins Coregulate Cancer Energy Metabolism

Cancers ◽

10.3390/cancers12092715 ◽

2020 ◽

Vol 12 (9) ◽

pp. 2715

Author(s):

Chih-Wei Chou ◽

Xi Tan ◽

Chia-Nung Hung ◽

Brandon Lieberman ◽

Meizhen Chen ◽

...

Keyword(s):

Energy Homeostasis ◽

Metabolic Stress ◽

Primary Tumors ◽

Coordinate Regulation ◽

Atp Production ◽

Metabolic Functions ◽

Regulatory Mode ◽

Close Proximity ◽

Associated Proteins ◽

Metabolic Regulators

The interplay between glycolysis and mitochondrial oxidative phosphorylation (OXPHOS) is central to maintain energy homeostasis. It remains to be determined whether there is a mechanism governing metabolic fluxes based on substrate availability in microenvironments. Here we show that menin is a key transcription factor regulating the expression of OXPHOS and glycolytic genes in cancer cells and primary tumors with poor prognosis. A group of menin-associated proteins (MAPs), including KMT2A, MED12, WAPL, and GATA3, is found to restrain menin’s full function in this transcription regulation. shRNA knockdowns of menin and MAPs result in reduced ATP production with proportional alterations of cellular energy generated through glycolysis and OXPHOS. When shRNA knockdown cells are exposed to metabolic stress, the dual functionality can clearly be distinguished among these metabolic regulators. A MAP can negatively counteract the regulatory mode of menin for OXPHOS while the same protein positively influences glycolysis. A close-proximity interaction between menin and MAPs allows transcriptional regulation for metabolic adjustment. This coordinate regulation by menin and MAPs is necessary for cells to rapidly adapt to fluctuating microenvironments and to maintain essential metabolic functions.

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The impacts of comparative ads used by retailers to compare their store brands with national brands

International Journal of Retail & Distribution Management ◽

10.1108/ijrdm-11-2019-0364 ◽

2020 ◽

Vol 49 (1) ◽

pp. 1-22

Author(s):

Jérôme Lacoeuilhe ◽

Didier Louis ◽

Cindy Lombart ◽

Blandine Labbé-Pinlon

Keyword(s):

Purchase Intention ◽

Product Category ◽

Food Products ◽

Store Brand ◽

Convenience Sample ◽

Comparative Advertising ◽

Content Type ◽

Price Consciousness ◽

Comparative Ads ◽

The Impact

PurposeThe research aim is to investigate the impacts of comparative ads used by retailers to compare the prices of their store brand (SB) products with those of equivalent national brand (NB) products. More specifically, this research examines if consumers perceive retailers as legitimate when they use comparative ads to compare the prices of their SB products to those of equivalent NB products, and how effective are these comparative ads in terms of actual purchases. This research also explores for which SB type (economy, standard or premium) and consumers are comparative ads most effective.Design/methodology/approachThis research investigates consumers' reactions to comparative ads used by retailers to compare the prices of their SB products with those of similar NB products through an experiment within a store laboratory. A between-subject design has been used. The participants of the first/second/third group (n1 = 93/n2 = 92/n3 = 91) were exposed to ads comparing the prices of retailer's economy/standard/premium SB food products with their equivalent NB food products, in the same product category. The participants of each group carried out a shopping trip in the store laboratory.FindingsConsumers consider retailers legitimate when they use comparative ads. This favourable evaluation improves their attitude towards these ads. However, the impact of retailers' legitimacy of (1) means, (2) objectives and (3) historical legitimacy on consumers' attitude towards comparative ads depends on the SB type (economy, standard and premium). By contrast, comparative ads are effective in terms of consumers' attitude towards these ads and towards SBs, along with purchase intention and actual purchases of these brands, whatever the SB type. Lastly, this research highlights that comparative ads for SBs are mainly directed at consumers with high levels of price consciousness and resistance to NBs.Research limitations/implicationsThis research only tested the impact of direct comparative advertising and an extrinsic attribute (price). The research experiment was conducted on a convenience sample, which limits its external validity.Practical implicationsThis research encourages retailers to use comparative advertising for their SBs (economy, standard and premium) for several reasons. First, this study suggests that comparative advertising is an effective tool for retailers to shape or improve consumers' attitude towards SBs, via their attitude towards comparative ads. Second, this research proposes that comparative advertising contrasting the prices of SB products with those of NB products could increase retailers' in-store sales of their SBs. Lastly, this research underlines that comparative advertising is particularly effective for consumers with high levels of price consciousness and resistance to NBs.Originality/valueThis research supplements previous research in the field of SBs and comparative advertising. Previous research on comparative advertising has examined NBs exclusively (Dianoux et al., 2013; Beard, 2018). Comparisons between SBs and NBs are lacking. This research thus validates the use of this specific form of communication for SBs, given the paucity of studies of the effects of the use of mass media communication on SBs (Nenycz-Thiel and Romaniuk, 2014; Gendel-Guterman and Levy, 2017).

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