An integrative model of internationalization strategies

2014 ◽  
Vol 10 (3) ◽  
pp. 152-171 ◽  
Author(s):  
Xin Li ◽  
Jens Gammelgaard
Keyword(s):  
Decision Making ◽  
Host Country ◽  
Regulatory Focus ◽  
Corporate Entrepreneurship ◽  
Integrative Model ◽  
Regulatory Focus Theory ◽  
Content Type ◽  
Firm Internationalization ◽  
Managerial Psychology ◽  
Focus Theory

Purpose – This paper aims to critically review the ownership, location and internalization (OLI) model and the Uppsala internationalization process (UIP) framework. We suggest that the inclusion of concepts such as corporate entrepreneurship, host country institutions and regulatory focus in an integrated framework helps to explain firm internationalization. Design/methodology/approach – This paper is based on a review of the literature on the OLI and UIP models. In addition, it presents a conceptual model that encompasses corporate entrepreneurship, regulatory focus and institutions. Findings – The OLI and the UIP models fail to include corporate entrepreneurship and managerial psychology in their analyses. We suggest that regulatory focus theory unifies the managerial strategic choice between position logic and opportunity logic. In addition, host country institutions affect this managerial choice with regard to internationalization. Practical implications – Regulatory focus theory originates from managerial psychology. The model is, therefore, relevant for managers, and it shows how the outcomes and processes of corporate entrepreneurial activity should manifest themselves in managerial decision-making related to further internationalization. The strength of host country institutions also affects such decision-making. Originality/value – This paper is the first to present the concept of regulatory focus in relation to firm internationalization. In addition, it shows that most entrepreneurship-related models of internationalization focus on international entrepreneurship and start-up firms. In contrast, this paper focuses on corporate entrepreneurship and the internationalization of established firms.

scholarly journals Application of regulatory focus theory to search advertising

2014 ◽  
Vol 31 (6/7) ◽  
pp. 494-502 ◽  
Author(s):  
Elyse N. Mowle ◽  
Emily J. Georgia ◽  
Brian D. Doss ◽  
John A. Updegraff
Keyword(s):  
Logistic Regression ◽  
Regulatory Focus ◽  
Online Advertising ◽  
Regulatory Fit ◽  
Regulatory Focus Theory ◽  
Content Type ◽  
Search Advertising ◽  
Main Effect ◽  
Strong Main Effect ◽  
Focus Theory

Purpose – The purpose of this paper is to test the utility of regulatory focus theory principles in a real-world setting; specifically, Internet hosted text advertisements. Effect of compatibility of the ad text with the regulatory focus of the consumer was examined. Design/methodology/approach – Advertisements were created using Google AdWords. Data were collected for the number of views and clicks each ad received. Effect of regulatory fit was measured using logistic regression. Findings – Logistic regression analyses demonstrated that there was a strong main effect for keyword, such that users were almost six times as likely to click on a promotion advertisement as a prevention advertisement, as well as a main effect for compatibility, such that users were twice as likely to click on an advertisement with content that was consistent with their keyword. Finally, there was a strong interaction of these two variables, such that the effect of consistent advertisements was stronger for promotion searches than for prevention searches. Research limitations/implications – The effect of ad compatibility had medium to large effect sizes, suggesting that individuals’ state may have more influence on advertising response than do individuals’ traits (e.g. personality traits). Measurement of regulatory fit was limited by the constraints of Google AdWords. Practical implications – The results of this study provide a possible framework for ad creation for Internet advertisers. Originality/value – This paper is the first study to demonstrate the utility of regulatory focus theory in online advertising.

Dealing with an abusive boss in China

2018 ◽  
Vol 29 (4) ◽  
pp. 500-518 ◽  
Author(s):  
Wei Zeng ◽  
Ying Zhou ◽  
Zhengyu Shen
Keyword(s):  
Organizational Citizenship ◽  
Organizational Citizenship Behavior ◽  
Regulatory Focus ◽  
Abusive Supervision ◽  
Citizenship Behavior ◽  
Regulatory Focus Theory ◽  
Promotion Focus ◽  
Content Type ◽  
Reward Expectancy ◽  
Focus Theory

Purpose This study aims to examine how reward expectancy mediates the effect of abusive supervision on organizational citizenship behavior. Furthermore, drawing upon regulatory focus theory, this paper proposes and tests the moderating role of promotion focus in the proposed mediating effect. Design/methodology/approach Both hierarchical regression and PROCESS macro are conducted to analyze longitudinal data collected from 142 MBA students in different industries in the People’s Republic of China. Findings Results reveal that abusive supervision was negatively related to both organization-directed citizenship behavior (OCBO) and individual-directed citizenship behavior (OCBI) through undermining individual reward expectancies. Results also show that promotion focus moderated the negative effect of abusive supervision on reward expectancy, such that the relationship was stronger when promotion focus was higher. In addition, the indirect effect of abusive supervision on OCBO and OCBI carried through reward expectancy was also stronger among individuals with higher promotion focus. Originality/value It contributes to the literature on abusive supervision by offering a new perspective regarding the mechanism of abusive supervision influence on organizational citizenship behavior. The findings thus shed insights into cognitions and motivations that are associated with organizational citizenship behavior. In addition, it is the first to link abusive supervision with regulatory focus theory to examine the decrease of organizational citizenship behavior.

Regulatory Focus and Fit Effects in Organizations

2020 ◽  
Vol 7 (1) ◽  
pp. 25-48 ◽  
Author(s):  
E. Tory Higgins ◽  
Federica Pinelli
Keyword(s):  
Decision Making ◽  
Goal Orientation ◽  
Organizational Development ◽  
Regulatory Focus ◽  
Regulatory Fit ◽  
Regulatory Focus Theory ◽  
Organizational Contexts ◽  
Regulatory Fit Theory ◽  
The Individual ◽  
Focus Theory

Regulatory focus theory distinguishes between two different value concerns: promotion concerns with advancement and growth, and prevention concerns with safety and security. Since its publication more than 20 years ago, regulatory focus theory has generated a substantial amount of research and it has been applied to numerous organizational contexts. We identified four main domains: decision making, messaging, people management (e.g., leadership, organizational development, wellness and employees’ productivity), and entrepreneurship. We selected significant findings in those domains based on individuals, teams, and organizations being motivated by promotion or prevention goals and on the consequences of the match between regulatory focus goal orientation and the manner in which the goal is pursued, as conceptualized by regulatory fit theory. We also highlighted whether the research was concerned with the individual or with a broader group within the organization (including the organization itself). We conclude by suggesting future avenues for research.

scholarly journals Grey Regulatory Focus Theory Weighting Method for the Multi-Criteria Decision-Making Problem in Evaluating University Reputation

Symmetry ◽  
2019 ◽  
Vol 11 (2) ◽  
pp. 230 ◽  
Author(s):  
Moses Olabhele Esangbedo ◽  
Sijun Bai
Keyword(s):  
Decision Making ◽  
Regulatory Focus ◽  
Grey System Theory ◽  
Multi Criteria Decision Making ◽  
Regulatory Focus Theory ◽  
Grey System ◽  
Orientation Measurement ◽  
Weighting Method ◽  
Criteria Weights ◽  
Focus Theory

Evaluating the reputation of higher institutions is important as a benchmark for the continuous development of universities. In multi-criteria decision-making (MCDM), the estimation of the criteria weight is significant in improving the accuracy of the evaluation results. However, criteria weights assigned by decision makers (DMs) can be inaccurate when not measured from the orientations from which the DMs pursue their decision goals. This paper combines the grey system theory (GST) and regulatory focus theory (RFT) in estimating the weights of criteria by measuring the promotional and prevention focus orientations of the DMs and representing it as grey numbers. In this paper, we showed not all weight measurements from the DMs are symmetrical. In essence, to improve the accuracy of the MCDM weights, the grey regulatory focus theory (GRFT) weighting method is proposed to estimate the weights of an MCDM problem as well as aggregating the weights of the group DMs, thereby overcoming the limitation of a single orientation measurement. Furthermore, the GRFT weighting method is applied in ranking four universities in Xi’an city of China from a sample data from 1,200 students. The most reputable university is consistent with the other ranking indexes in the literature.

Investigating a Message Tailoring Strategy to Improve Efficacy of Activity Promotion Interventions: A Study Protocol (Preprint)

2016 ◽  
Author(s):  
Leila Sadat Rezai ◽  
Catherine Marie Burns
Keyword(s):  
Physical Activity ◽  
Regulatory Focus ◽  
Message Framing ◽  
Physical Activity Behaviour ◽  
Activity Level ◽  
Regulatory Focus Theory ◽  
Cross Sectional ◽  
Physically Active ◽  
Activity Promotion ◽  
Focus Theory

BACKGROUND There have been challenges in designing effective behaviour-change interventions, including those that promote physical activity. One of the key reasons is that many of those systems do not account for individuals’ characteristics and their psychological differences, which affect their approach toward adopting target behaviour. For decades, tailoring has been used as a common technique to effectively communicate health-related information to persuade people to follow a healthier living. However, its use in the design of persuasive technologies has not been adequately investigated. OBJECTIVE The objective of this research is to explore the effects of tailoring when it is grounded in Higgins’ regulatory focus theory. METHODS A combination of cross-sectional and longitudinal studies has been proposed to examine how individuals’ intention to become more physically active would be affected by receiving health messages that may or may not match their self-regulatory orientation. The research would also subjectively, as well as objectively, measures the changes in individuals’ physical activity level. RESULTS The anticipated completion date for the consequent studies is December 2016. CONCLUSIONS In this article, the importance of refining message-framing research questions and a stepwise approach to develop an efficient experimental design to examine a new tailoring strategy is discussed. A set of small studies is proposed that would inform the best approach to design the principal experiment. The findings of principal experiment will provide a deeper insight into the relationship between regulatory-focus theory, persuasive message construction, and individuals’ physical activity behaviour.

Impact of relatedness, uncertainty and slack on corporate entrepreneurship decisions

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Robert Garrett ◽  
Shaunn Mattingly ◽  
Jeff Hornsby ◽  
Alireza Aghaey
Keyword(s):  
Decision Making ◽  
Hierarchical Linear Modeling ◽  
Cognitive Strategies ◽  
Corporate Entrepreneurship ◽  
New Venture ◽  
Organizational Level ◽  
Linear Modeling ◽  
Slack Resources ◽  
Content Type ◽  
Positive Effect

PurposeThe purpose of this study is to evaluate the effect of opportunity relatedness and uncertainty on the decision of a corporate entrepreneur to pursue a venturing opportunity.Design/methodology/approachThe study uses a conjoint experimental design to reveal the structure of respondents' decision policies. Data were gathered from 47 useable replies from corporate entrepreneurs and were analyzed with hierarchical linear modeling (HLM).FindingsResults show that product relatedness, market relatedness, perceived certainty about expected outcomes and slack resources all have a positive effect on the willingness of a corporate entrepreneur to pursue a new venture idea. Moreover, slack was found to diminish the positive effect of product relatedness on the likelihood to pursue a venturing opportunity.Practical implicationsBy providing a better understanding of decision-making schemas of corporate entrepreneurs, the findings of this study help improve the practice of entrepreneurship at the organizational level. In order to make more accurate opportunity assessments, corporate entrepreneurs need to be aware of their cognitive strategies and need to factor in the salient criteria affecting such assessments.Originality/valueThis paper adds to the limited understanding of corporate-level decision-making with regard to pursuing venturing opportunities. More specifically, the paper adds new insights regarding how relatedness and uncertainty affect new venture opportunity assessments in the presence (or lack thereof) of slack resources.

Regulatory focus and construal level theory on low-income consumer indebtedness: Evidence from an emerging market

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Patrícia de Oliveira Campos ◽  
Marconi Freitas da Costa
Keyword(s):  
Decision Making ◽  
Low Income ◽  
Regulatory Focus ◽  
Task Complexity ◽  
Emerging Market ◽  
Psychological Distance ◽  
Construal Level Theory ◽  
Construal Level ◽  
Content Type ◽  
Low Income Consumers

PurposeThis study aims to further analyse the decision-making process of low-income consumer from an emerging market by verifying the influence of regulatory focus and construal level theory on indebtedness.Design/methodology/approachAn experimental study was carried out with a design 2 (regulatory focus: promotion vs prevention) × 2 (psychological distance: high vs low) between subjects, with 140 low-income consumers.FindingsOur study points out that the propensity towards indebtedness of low-income consumer is higher in a distal psychological distance. We found that promotion and prevention groups have the same propensity to indebtedness. Moreover, we highlight that low-income consumers are prone to propensity to indebtedness due to taking decisions focused on the present with an abstract mindset.Social implicationsFinancial awareness advertisements should focus on providing more concrete strategies in order to reduce decision-making complexity and provide ways to reduce competing situations that could deplete self-regulation resources. Also, public policy should organize educational programs to increase the low-income consumer's ability to deal with personal finances and reduce this task complexity. Finally, educational financial programs should also incorporate psychology professionals to teach mindfulness techniques applied to financial planning.Originality/valueThis study is the first to consider regulatory focus and construal level to explain low-income indebtedness. This paper provides a deeper analysis of the low-income consumers' decision process. Also, it supports and guides future academic and decision-making efforts.

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