Lassen sich Leistungsunterschiede im Basketballfreiwurf durch die Regulatory Focus Theorie und die Handlungskontrolltheorie erklären?

2014 ◽  
Vol 21 (4) ◽  
pp. 149-160 ◽  
Author(s):  
Janne Häger ◽  
Nele Schlapkohl ◽  
Markus Raab
Keyword(s):  
Regulatory Focus ◽  
Regulatory Fit ◽  
Sportliche Leistung

Nach der Regulatory Focus Theorie von Higgins (1997) kann ein Ziel mit einem Promotion-Fokus (Fokus liegt auf Hoffnung und Erfüllung) oder Prevention-Fokus (Fokus liegt auf Pflicht und Sicherheit) erreicht werden. Ein Leistungsvorteil ergibt sich, wenn der chronische Fokus mit der Situation übereinstimmt („Regulatory Fit“). Die Handlungskontrolltheorie von Kuhl (1983, 2001) erklärt Zielerreichungsprozesse mittels handlungsorientierten (zügige Umsetzung der Intention) und lageorientierten Personen (kognitive Auseinandersetzung führt zur Handlungsblockade). Diese Studie überprüft, ob die Konstrukte der Regulatory Focus- und der Handlungskontrolltheorie im Zusammenhang stehen. Zudem wird überprüft, ob der Regulatory Fit-Effekt sowie die Handlungsorientierung ähnliche Effekte bezüglich der Trefferleistung beim Freiwurf während einer Doppelaufgabe erklären können. Basketballspieler der Ober-/Landesliga stehen zur Verfügung. Die Ergebnisse zeigen einen Zusammenhang bezüglich der Skalen zur Erfassung der Handlungsorientierung und des regulatorischen Fokus. Leistungsstarke Basketballspieler profitieren signifikant von einer Prevention-Instruktion. Der Zusammenhang zwischen den Theorien sowie deren Vorhersage auf die sportliche Leistung wird diskutiert.

A Study on the Effects of Regulatory Fit and Framing

2014 ◽  
Vol 644-650 ◽  
pp. 6289-6292
Author(s):  
Li Chen
Keyword(s):  
Regulatory Focus ◽  
Framing Effect ◽  
Regulatory Fit ◽  
Regulatory Focus Theory ◽  
Buying Behavior ◽  
Impulsive Buying ◽  
Effect Theory ◽  
The Face ◽  
Inherent Nature ◽  
Regulatory Fit Theory

Regulatory fit theory is based on regulatory focus theory which was from hedonism and decision-making motives, explaining individual consumer’s decisions making processes from both psychological and mental point of views. Regulatory fit theory proposed consumers in the face of different forms of information representation will lead to match or mismatch of consumer wants. And the effect of adjusting the matching value will affect the perception of the product or service, thereby affecting the consumer’s buying wish.Framing effect is originated from prospect theory indicate that people will make different choices when they face the same, but different forms of expression scheme. This article tries to explore the inherent nature of impulsive buying behavior mechanisms, drawing on regulatory fit theory and framing effect theory.

Analogical reasoning and regulatory focus: using the creative process to enhance consumer-brand outcomes within a co-creation context

2020 ◽  
Vol 54 (6) ◽  
pp. 1355-1381 ◽  
Author(s):  
Kelly Naletelich ◽  
Nancy Spears
Keyword(s):  
New Product Development ◽  
Regulatory Focus ◽  
Analogical Reasoning ◽  
New Product ◽  
Regulatory Fit ◽  
Purchase Intentions ◽  
Task Engagement ◽  
Reasoning Task ◽  
Content Type ◽  
Analogical Thinking

Purpose New product development (NPD) is increasingly being delegated to consumers, yet little research has investigated consumer-centric factors that may influence this delegation. Thus, the purpose of this paper is to uniquely combine regulatory focus and analogical reasoning to investigate new product ideation and downstream consumer-brand responses. Design/methodology/approach A series of experiments were undertaken. Findings Study 1 revealed that promotion-focused consumers (as opposed to prevention-focused consumers) have significantly greater purchase intentions if given an analogical reasoning task before engaging in new product ideation due to their cognitive flexibility. Study 2 tested the effects of near vs far analogies and found that promotion-focused consumers use analogical thinking to a greater extent and have significantly higher purchase intentions if primed with far analogies because regulatory fit is enhanced. However, analogical thinking and purchase intentions significantly drop if primed with near analogies. In contrast, prevention-focused consumers use analogical thinking to a greater extent and have significantly higher purchase intentions if shown near analogies, compared to far analogies, because of improved regulatory fit. Both studies confirm a serial mediation chain involving task engagement, self-brand connection, and brand sincerity. Research limitations/implications This research extends current understanding regarding the role of creative tasks within consumer NPD. It also uniquely links regulatory focus and consumer task engagement in NPD to increase favorable brand responses. Practical implications Findings offer managerial insights that can positively increase consumer-brand outcomes during NPD. Originality/value This is one of the first studies to demonstrate the importance of analogical thinking and consumer-centric factors (i.e., regulatory focus) during the NPD process. This avenue of research is important, as most studies have neglected ways in which to increase consumer NPD task engagement, leaving resources unutilized.

Leadership influences? It depends on followers! The relationship between the Ohio State leader behaviors, employee self-regulatory focus, and task performance

2019 ◽  
Vol 49 (2) ◽  
pp. 491-515 ◽  
Author(s):  
Dongwon Choi ◽  
Minyoung Cheong ◽  
Jihye Lee
Keyword(s):  
Task Performance ◽  
Regulatory Focus ◽  
Regulatory Fit ◽  
Citizenship Behavior ◽  
Content Type ◽  
Initiating Structure ◽  
Expansion Theory ◽  
Regulatory Fit Theory ◽  
The Relationship

Purpose While the Ohio State leadership approach had been forgotten for several decades, scholars in the field of leadership have begun revisiting the validity and the role of leader consideration and initiating structure. Building on self-expansion theory, this study suggest the effects of leader consideration and initiating structure on employee task performance. Also, integrating self-expansion theory and regulatory fit theory, the purpose of this paper is to propose and examine the moderating role of employee regulatory focus on the relationship between the Ohio State leadership behaviors and employee task performance, which was mediated by emloyees’ creative behavior as well as citizenship behavior. Design/methodology/approach To test the hypothesized model of this study, cross-sectional data were collected using questionnaires. Pairs of survey packages, which included group-member surveys and a group-leader survey, were handed out to employees in organizations. The authors collected data from 47 groups and 143 group members in 25 private companies in the Republic of Korea, including from financial, technology, manufacturing, and research and development organizations. Findings The results showed that leader consideration exerts significant effects on employee task performance. Also, the authors found the moderating role of employee regulatory promotion focus on the relationship between leader consideration/initiating structure and employee task performance, which were mediated by creative behavior and citizenship behavior. Originality/value This study contributes to the advancement of the Ohio State leadership approach by integrating self-expansion theory and regulatory fit theory to investigate the distinct mechanisms and boundary conditions of its leadership process. The current study also contributes to the literature on extra-role behavior that the Ohio State leadership behavioral dimensions can be considered as one of the antecedents of employees’ creative and citizenship behavior.

Consumer responses to corporate offshoring practices

2015 ◽  
Vol 53 (3) ◽  
pp. 698-712 ◽  
Author(s):  
Silvia Grappi ◽  
Simona Romani ◽  
Richard P Bagozzi
Keyword(s):  
Regulatory Focus ◽  
Regulatory Fit ◽  
Point Of View ◽  
Consumer Evaluations ◽  
Content Type ◽  
Consumer Responses ◽  
The Public ◽  
Psychological Mechanisms ◽  
Psychology Theory ◽  
A Company

Purpose – The purpose of this paper is to investigate consumer responses to company communication of offshoring strategies and tries to discover which psychological mechanisms govern these responses. To do these, the authors examine offshoring strategy communication from the point of view of Regulatory Focus Theory. Design/methodology/approach – The authors tested the hypotheses in two different studies. Study 1 examines the associations between company offshoring motives and consumer’s prevention or promotion inferences about the company’s practices. Study 2 tests if and how the interaction effect between respondents’ self-regulatory focus and the company offshoring motive affects respondents’ attitude toward the offshoring company. Findings – The study demonstrated that each of three offshoring motives activates unique self-regulatory orientations (promotion or prevention focus) in consumers, and regulatory fit positively affects consumer attitudes toward the offshoring company. Practical implications – Results suggest how to communicate company offshoring decisions to consumers. By trying to instill a particular regulatory focus in the public with their communication tools, companies can create a better match in the public eye, gaining more positive consumer evaluations. Originality/value – This research shows the mechanisms through which consumers respond differently to specific offshoring motives communicated by a company. By building on psychology theory, the study gains insights into the consumer reactions to company offshoring and, to the knowledge, no research to date has examined these mechanisms.

scholarly journals The Effects of a University’s Self-Presentation and Applicants’ Regulatory Focus on Emotional, Behavioral, and Cognitive Student Engagement

2020 ◽  
Vol 12 (23) ◽  
pp. 10045
Author(s):  
Elke Kümmel ◽  
Joachim Kimmerle
Keyword(s):  
Student Engagement ◽  
Regulatory Focus ◽  
Regulatory Fit ◽  
Digital Learning ◽  
Prevention Focus ◽  
Self Presentation ◽  
The Public ◽  
And Behavior ◽  
Digital Learning Environments ◽  
Clear Presentation

A university’s presentation of its programs to the public should provide potential students with information about what they can expect as students at that university. However, it is largely unclear what kind of self-presentation affects different applicants and their commitment. In a laboratory experiment with N = 116 participants, we examined the emotional, behavioral and cognitive impact of a university’s self-presentation (either emphasizing chances for students or emphasizing their obligations) on student engagement. We also measured the participants’ regulatory focus (promotion and prevention focus). We found interaction effects of the university’s self-presentation and participants’ promotion and prevention focus on student engagement. There was a regulatory fit for promotion focus in the chances condition for emotions and behavior. There was also a regulatory fit for prevention focus in the obligations condition for cognitive processes. We conclude that universities should dedicate time and effort to creating a clear presentation of their offerings in the implementation of digital learning environments.

Fit or not? Bringing regulatory fit into the frame on health food preferences

2019 ◽  
Vol 31 (5) ◽  
pp. 1388-1404 ◽  
Author(s):  
Kuo-Shuan Kuo ◽  
Shih-Chieh Chuang ◽  
Molly Chien-jung Huang ◽  
Pei-ying Wu
Keyword(s):  
Goal Orientation ◽  
Regulatory Focus ◽  
Food Preference ◽  
Message Framing ◽  
Food Preferences ◽  
Framing Effect ◽  
Regulatory Fit ◽  
Healthy Food ◽  
Food Type ◽  
Content Type

PurposeThe purpose of this paper is to facilitate the use of public communication in the development of healthy food plans for consumers. This research aims to investigate whether the influence of “fit” to individuals’ goal pursuit strategies on the effectiveness of advertisement frames can intensify persuasion to consume healthy (virtue) foods or restrain the consumption of unhealthy (vice) foods in health promotion.Design/methodology/approachTwo experiments were conducted to investigate how goal-framed messages for different food types affect consumer decision making by moderating regulatory focus.FindingsThe results demonstrate that the compatibility between the mere exposure to virtue (vice) food in a negative (positive) frame drives the effectiveness of a given goal framing. However, when additional regulatory focus is added, the fit in the vice/promotion and virtue/prevention condition causes the effect of framing to disappear. Moreover, the unfit in the virtue/promotion and vice/prevention condition suppresses the virtue (vice) preference in the positive (negative) frame.Research limitations/implicationsThese findings suggest that under different valence framing, advertising messages provide different amounts of persuasion in virtue/vice conditions and the moderation effect of regulatory fit on framing to influence virtue/vice food preference.Practical implicationsPublic policy executives and marketers can increase the likelihood that consumers will make healthy food choices by fitting goals to strengthen persuasion. The unfitted goal orientation between food and regulatory focus enhances the framing effect leading to food preference changes.Originality/valueThe framing effect disappears when additional regulatory fit the food type, but is enhanced when additional regulatory focus does not fit the food type. By bringing fit into the frame and the virtue/vice food type, this research extends the notion of regulatory fit into three pairs of given goal orientations on the persuasiveness of message framing to health-related communication. It provides a substantial explanation underlying persuasion to promote a greater understanding of virtue/vice food preferences.

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