Effects of Nature Values and Regulatory Fit of Message Framing on Message Evaluation and Actual Pro-Environmental Donations

2021 ◽  
pp. 001391652110605
Author(s):  
Karl-Andrew Woltin ◽  
Joanne Sneddon ◽  
Anat Bardi
Keyword(s):  
Regulatory Focus ◽  
Message Framing ◽  
Regulatory Fit ◽  
Positive Outcomes ◽  
Promotion Focus ◽  
Positive Message ◽  
Prevention Message ◽  
Prevention Orientation ◽  
Message Evaluation ◽  
Influence Behavior

Messages are often tailored to individual differences, as fit is believed to influence behavior. We examine the effects of regulatory fit (i.e., matching promotion/prevention message framing to people’s promotion/prevention orientation) and the priority that individuals attribute to nature values, on the evaluation of climate change messages and donations to pro-environmental charities. We measured participants’ ( n = 570) regulatory focus on ensuring positive outcomes (promotion) versus avoiding negative outcomes (prevention), and nature values. Participants evaluated a promotion- or prevention-framed text (highlighting ensuring the welfare of the environment or avoiding its destruction) and were then invited to donate part of their remuneration to pro-environmental or other charities. Participants who prioritized nature values evaluated the promotion-framed text more favorably the stronger their promotion focus was, but only endorsement of nature values predicted donations. This highlights the importance of measuring actual pro-environmental behavior, as positive message evaluations did not result in donations.

scholarly journals Contents of hopes and duties: A linguistic inquiry

2018 ◽  
Author(s):  
Leigh Ann Vaughn
Keyword(s):  
Social Relationships ◽  
Regulatory Focus ◽  
Personal Experience ◽  
Regulatory Fit ◽  
Positive Outcomes ◽  
Word Count ◽  
Prevention Focus ◽  
Promotion Focus ◽  
Linguistic Inquiry ◽  
A Current

People in a prevention focus tend to view their goals as duties and obligations, whereas people in a promotion focus tend to view their goals as hopes and aspirations. The current research suggests that people’s attention goes to somewhat different experiences when they describe their hopes versus duties. Two studies randomly assigned participants (N = 953) to describe a hope versus duty. Specifically, Study 1 asked participants to describe a personal experience of pursuing a hope versus duty, and Study 2 asked participants to describe a current hope versus duty they had. I analyzed these descriptions with Linguistic Inquiry and Word Count 2015. Consistent with earlier research on regulatory focus, participants wrote more about positive outcomes when describing hopes and social relationships when describing duties. The current research suggests that the effectiveness of common regulatory focus and regulatory fit manipulations could depend on participants’ freedom to choose the experiences they bring to mind when they describe their hopes and duties.

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.

The Effect of Follower Regulatory Focus and Extraversion on Leadership Behavior

2006 ◽  
Vol 27 (2) ◽  
pp. 93-107 ◽  
Author(s):  
Simon Moss ◽  
Damian Ritossa ◽  
Simon Ngu
Keyword(s):  
Emotional Intelligence ◽  
Transformational Leadership ◽  
Organizational Commitment ◽  
Leadership Style ◽  
Regulatory Focus ◽  
Leadership Behavior ◽  
Regulatory Fit ◽  
Promotion Focus

The principle of regulatory fit implies that managers should demonstrate more transformational leadership, and refrain from critical or detached behavior, if their subordinates exhibit a promotion focus or extraverted personality. Furthermore, emotional intelligence should enhance the capacity of managers to adapt their leadership style and accommodate these characteristics of employees. To assess these propositions, 263 pairs of managers and subordinates completed questionnaires that assess the emotional intelligence and leadership style of the manager as well as the regulatory focus and organizational commitment of the subordinate. Critical, detached leadership was especially likely to be inversely related to the commitment of subordinates who demonstrated a promotion focus. Nevertheless, relative to other managers, individuals who reported emotional intelligence were not more likely to demonstrate transformational leadership, or abstain from critical, detached behavior, when their subordinates focused on promotion. A second study, in which 166 pairs of nurses and their supervisors participated, revealed that managers who claimed to understand the emotions of other individuals seemed to curb their critical, detached behavior when their subordinates were extraverted. Taken together, these findings suggest that emotional intelligence might enhance the capacity of managers to adapt their leadership style appropriately, but only in some contexts.

scholarly journals Influence of Regulatory Fit Theory on Persuasion from Google Ads: An Eye Tracking Study

2021 ◽  
Vol 16 (5) ◽  
pp. 1165-1185
Author(s):  
Yessica-Ileana Giraldo-Romero ◽  
Carmen Pérez-de-los-Cobos-Agüero ◽  
Francisco Muñoz-Leiva ◽  
Elena Higueras-Castillo ◽  
Francisco Liébana-Cabanillas
Keyword(s):  
Eye Tracking ◽  
Regulatory Focus ◽  
Probability Model ◽  
Message Framing ◽  
Regulatory Fit ◽  
Self Report ◽  
Cognitive Responses ◽  
Negative Bias ◽  
Search Engine Marketing ◽  
Regulatory Fit Theory

Search engine marketing accounts for a high percentage of investment in platforms such as Google. Several studies have confirmed that users have a negative bias towards advertisements, so we apply social psychology theories via the elaboration probability model in this analysis. In this research, we modify the types of ads shown on Google’s results pages using the regulatory focus and fit and message framing theory to study attentional and behavioral responses with eye-tracking technology and cognitive responses from self-report measures. The results confirm a negative bias towards ads and a preference for organic results. Although promotion-framed ads seem to be more persuasive than neutral and prevention-framed ads, it was not possible to prove compliance with regulatory fit in this field through survey-based studies.

scholarly journals Persuasive Impact Of Fit Between Regulatory Focus And Message Framing On Consumer Responses: Message Strength And Choice For Others

2018 ◽  
Vol 34 (2) ◽  
pp. 393-404
Author(s):  
Jieun Choi
Keyword(s):  
Regulatory Focus ◽  
Purchase Intention ◽  
Message Framing ◽  
Consumer Response ◽  
Positive Outcomes ◽  
Consumer Responses ◽  
Low Levels ◽  
Practical Implications

Previous research on message framing has argued that fit between message framing and consumer regulatory focus influences consumer response. That is, positive frames are more persuasive for promotion-focused individuals, while negative frames are more persuasive for prevention-focused individuals. This research aims to expand the scope of previous research on message framing and argues that the match-up effect between message framing and regulatory focus, an effect established in previous research, is dependent on the strength of the message. This research further argues that the match-up effect patterns between message framing and regulatory focus differ based on whether or not consumers are making a purchase for themselves or for others. Specifically, this research hypothesizes that prevention-focused individuals tend to focus on uncertainty or risks related to choice for others and exhibit low levels of purchase intention regardless of message framing under the condition of making a purchase for others. This research also proposes that promotion-focused individuals tend to focus more on potential positive outcomes rather than negative risks when making a choice for others, resulting in a higher purchase intention regardless of message framing. That is, under the condition of making a purchase for others, the match-up effect of message framing and regulatory focus is rendered void. This research expands the scope of existing research on message framing and provides practical implications for marketing practitioners.

Regulatory focus and message framing’s effects on intention to consume ethnic food in China

2019 ◽  
Vol 122 (6) ◽  
pp. 1969-1982 ◽  
Author(s):  
Hong-Jing Cui ◽  
Kim-Shyan Fam ◽  
Tai-Yang Zhao
Keyword(s):  
Regulatory Focus ◽  
Message Framing ◽  
Regulatory Fit ◽  
Prevention Focus ◽  
Food Neophobia ◽  
Content Type ◽  
Mediating Role ◽  
Ethnic Food ◽  
The Relationship

Purpose The purpose of this paper is to examine the effect of regulatory focus on Chinese consumers’ intention to consume ethnic food, the mediating role of food neophobia and the moderating role of message framing with regard to regulatory focus and ethnic food consumption. Design/methodology/approach Lab experiments method was used in this paper, two studies were designed to test the relationship between regulatory focus, food neophobia, message framing and intention to eat ethnic food. Study 1 was to test the influence of regulatory focus on intention to eat ethnic food, and the mediation role of food neophobia. Study 2 was to test the moderation role of message framing. Findings Results indicated that consumers with promotion focus have higher intention to eat ethnic food than consumers with prevention focus. Prevention-focus consumers have higher food neophobia, which leads to lower intention to eat ethnic food. Food neophobia plays the mediating role in the relationship between regulatory focus and intention to eat ethnic food. Regulatory fit can increase consumers’ intention to eat ethnic food. Promotion-focus consumers show higher eating intention in gain-framing situation, while prevention-focus consumers show higher eating intention in loss-framing situation. Research limitations/implications The study was undertaken in China. Further studies should include respondents living in countries other than China. Practical implications This research provides a venue for marketers of destination tourism, especially for ethnic food marketers to introduce and advertise ethnic foods to tourists. Regulatory fit is important for destination tourism. To improve consumers’ eating intention, this research suggests that ethnic food marketers should pay attention to regulatory focus of consumers from different regions and cultural background, and design corresponding message framing for consumers with different regulatory focus to form regulatory fit. Originality/value First, this study has proposed and tested regulatory focus’ effect on intention to consumer ethnic food. Food neophobia is used to explain the mechanism of relation between regulatory focus and intention to eat ethnic food. Also, message framing is introduced to define the boundary of relation between regulatory focus and intention to eat ethnic food.

scholarly journals Reviewing Regulatory Focus Based on Four Regulatory Forms

2017 ◽  
Vol 21 (4) ◽  
pp. 354-371 ◽  
Author(s):  
Yu-Shan Athena Chen ◽  
Lien-Ti Bei
Keyword(s):  
Regulatory Focus ◽  
Active Avoidance ◽  
Goal Pursuit ◽  
Regulatory Fit ◽  
Effect Sizes ◽  
Weak Effect ◽  
Prevention Focus ◽  
Promotion Focus ◽  
Goal Maintenance ◽  
Meta Analyses

This study employs the four regulatory forms (goal pursuit, goal maintenance, negative escape, and active avoidance) to illuminate the heterogeneousness among regulatory focus measurements and activations. The first two studies consistently found that promotion focus involves goal pursuit orientation; however, prevention focus encompasses a goal maintenance and a negative escape orientation. The regulatory forms were then applied to regulatory fit research to investigate how the matches of regulatory forms determine the effect sizes of regulatory fit. By meta-analyses, the weak effect in one third of regulatory fit studies, whose regulatory forms were mismatched or partially matched, decreased the overall fit effect and increased the heterogeneousness among regulatory fit studies. However, a strong and consistent regulatory fit effect was found in well-matched of regulatory forms. By examining and extending regulatory forms to measurement, activation, and regulatory fit studies, this paper offers further understanding of the mechanisms of regulatory focus.

EXPRESS: How and when does top management team regulatory focus influence firm environmental misconduct?

2021 ◽  
pp. 001872672199753
Author(s):  
Zhe Zhang ◽  
Mijia Gong ◽  
Ming Jia
Keyword(s):  
Regulatory Focus ◽  
Top Management Team ◽  
Negative Relationship ◽  
Regulatory Fit ◽  
Management Team ◽  
Top Management ◽  
Environmental Dynamism ◽  
Prevention Focus ◽  
Promotion Focus ◽  
Listed Firms

Does top management team (TMT) regulatory focus impact firm environmental misconduct (FEM)? If so, how and when? Integrating upper echelon theory with regulatory focus theory, we examine how regulatory focus, as one of the most direct and important psychological characteristics of TMT, impacts FEM. Additionally, we explore how this relationship is moderated by external and internal environmental dynamism from the perspective of regulatory fit. Based on a sample of Chinese listed firms from 2011 to 2017, we conduct computer-aided content analysis to quantify TMT regulatory focus. Results show that TMTs high in promotion focus are more likely to engage in FEM, whereas TMTs high in prevention focus are less likely to misconduct. Moreover, external environmental dynamism strengthens (weakens) the positive (negative) relationship between promotion (prevention) focus and FEM. Internal environmental dynamism strengthens the positive relationship between TMT promotion focus and FEM. By examining this motivation-based psychological characteristic of TMT, the findings suggest the need to consider TMT regulatory focus when analyzing the antecedents of FEM.

Effects of message framing and consumers' regulatory focus on perceived credibility of electronic word-of-mouth and purchase intention

2021 ◽  
Vol 49 (11) ◽  
pp. 1-14
Author(s):  
Tzu-Fan Hsu ◽  
Chao-Ming Yang
Keyword(s):  
Analysis Of Variance ◽  
Regulatory Focus ◽  
Purchase Intention ◽  
Word Of Mouth ◽  
Message Framing ◽  
Marketing Strategies ◽  
Electronic Word Of Mouth ◽  
Perceived Credibility ◽  
Positive Message ◽  
Negative Message

We adopted a two-way analysis of variance to evaluate the effect of positive and negative message framing and consumers' regulatory focus (promotion- and prevention-focused) on the perceived credibility of electronic word-of-mouth (eWOM) and purchase intention. Participants were 344 adults in Taiwan aged between 20 and 60 years. Results show that (a) prevention-focused (vs. promotion-focused) consumers perceived eWOM had greater credibility when they were presented with a negatively framed message, (b) negative (vs. positive) message framing increased the perceived credibility of eWOM for prevention-focused consumers, (c) promotion-focused (vs. preventionfocused) consumers had a stronger purchase intention when presented with a positively framed message, and (d) both prevention- and promotion-focused consumers had stronger purchase intention when exposed to a positively (vs. negatively) framed message. Our findings may provide a reference for companies to establish a set of eWOM marketing strategies.

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