The Interplay of Regulatory Focus and Temporal Distance on Consumer Evaluation of Online Reviews

2018 ◽  
Vol 36 (3) ◽  
pp. 135-150 ◽  
Author(s):  
Seeun Kim ◽  
Youn-Kyung Kim
Keyword(s):  
Regulatory Focus ◽  
Purchase Intention ◽  
Online Reviews ◽  
Regulatory Fit ◽  
Temporal Distance ◽  
Distant Future ◽  
Consumer Responses ◽  
Footwear Industry ◽  
Practical Guidelines ◽  
Athletic Shoes

The researchers investigated how the temporal distance of purchase (i.e., near or distant future) affects consumers’ attitude and behavioral intention contingent upon regulatory-focused online reviews (i.e., prevention- or promotion-focused). A content analysis ( n = 912 online reviews of athletic shoes), pretest ( n = 104), and a main experiment ( n = 219) were conducted to examine consumer responses toward online reviews of shoes. The researchers found that when the consumption is planned for the near future, prevention-focused online reviews yield more favorable review attitude and purchase intention than promotion-focused online reviews. However, there were no significant differences in review attitude and purchase intention between the regulatory-focused online review types when the purchase was planned for the distant future. The findings of this study suggest practical guidelines for marketing practitioners in the footwear industry by suggesting an alternative way to manage online reviews based on regulatory fit between review types and consumption time frames.

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 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.

scholarly journals A close look at the role of regulatory fit in consumers’ responses to unethical firms

2018 ◽  
Vol 1 ◽  
pp. 46-49
Author(s):  
Kwansik Mun ◽  
Ilgi Shin
Keyword(s):  
Carbon Dioxide ◽  
Regulatory Focus ◽  
Emission Reduction ◽  
Purchase Intention ◽  
Fuel Efficiency ◽  
Carbon Dioxide Emission ◽  
Regulatory Fit ◽  
Regulatory Focus Theory ◽  
Focus Theory

Our knowledge is not enough to clearly explain how consumers respond to unethical firms, thereby forming attitudes toward unethical firms’ brand and buying their products. In this sense, we conduct a one-way experimental design to test regulatory focus theory when it comes to attitudes toward unethical firms’ brand and the purchase intention. Our findings reveal that promotion-oriented participants were more negative toward Mitsubishi, which violates achievement (e.g. fuel efficiency), than prevention-oriented participants. More importantly, promotion-oriented people were less likely to buy Mitsubishi automobiles than prevention-oriented people. In contrast, prevention-oriented consumers are negative toward Volkswagen which violates protection (e.g. carbon dioxide emission reduction).

The moderating effect of temporal distance on partitioned vs combined pricing

2019 ◽  
Vol 36 (5) ◽  
pp. 529-538
Author(s):  
Jungsil Choi ◽  
Dorcia E. Bolton ◽  
Marija Grishin
Keyword(s):  
Purchase Intention ◽  
Joint Effect ◽  
Business Leaders ◽  
Temporal Distance ◽  
Pricing Policy ◽  
Content Type ◽  
Partitioned Pricing ◽  
The Usa ◽  
Practical Guidelines ◽  
Using Data

Purpose This paper aims to explore how temporal distance influences the evaluation of partitioned pricing. Design/methodology/approach The effect of temporal distance on the effectiveness of partitioned pricing is tested using data collected through experiments in the USA. Findings Study 1 reveals that people perceive partitioned pricing as more attractive than combined pricing, but only for a distant event. Study 2 reveals that individuals predisposed to global information processing perceive partitioned pricing as more attractive than combined pricing. However, for individuals who commonly engage in local processing, combined pricing was equally attractive as partitioned pricing. In Study 3, the authors examine a boundary condition and find that the joint effect of temporal distance and partitioned pricing is attenuated when the purchase is made for a gift in which consumers are assumed to pay less attention to a surcharge. In Study 4, the authors examine how partitioned pricing influences a consumer’s choice in terms of temporal distance. Practical implications The findings provide practical guidelines to business leaders looking for practical guidelines for pricing policy decisions. Originality/value Previous research shows that partitioned pricing is more effective in increasing consumers’ purchase intention and demand than combined pricing. In the present research, the authors introduce temporal distance as an important moderator that affects the effectiveness of partitioned pricing.

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.

Comparing retail formats in an emerging market

2014 ◽  
Vol 6 (1) ◽  
pp. 48-69 ◽  
Author(s):  
Gordhan K. Saini ◽  
Arvind Sahay
Keyword(s):  
Purchase Intention ◽  
Emerging Market ◽  
Retail Store ◽  
Policy Implications ◽  
Content Type ◽  
Consumer Responses ◽  
Consumer Purchase Intention ◽  
Low Levels ◽  
Low Price Guarantee ◽  
Retail Formats

Purpose – This study aims to examine the importance of credit and low price guarantee (LPG) on consumer purchase intention across types of retail store formats in an emerging market context. Design/methodology/approach – A 2 (kirana/modern retail)×2 (high/low LPG)×2 (credit/no credit) experimental design was used for this study. A sample of 200 respondents was asked about their purchase intention for a newly introduced hypothetical toothpaste brand and six hypotheses were tested. Findings – Findings show that credit and level of LPG determine consumer's purchase intention across store formats. The presence of credit and high LPG increases the purchase intention; however, relatively importance of these two varies by type of store. The absence of credit at kirana store definitely reduces the buying intention, while same is not true for modern retail store, where level of LPG is more important than the credit. Interestingly, buyer is likely to discount high LPG for a month's credit offered by a kirana store. Practical implications – The study can help practitioners and scholars to understand consumer responses to credit and LPG in buying decisions, and subsequently in designing a better product offer at a particular store format in emerging markets. Originality/value – Important insights are provided about the consumer behavior resulting from the presence or absence of credit and high or low levels of LPG in an emerging market context. The study also has public policy implications in a country where FDI in retail is a hotly debated topic.

Divergent theories, converging evidence: The constructional semantics of competing future constructions

2018 ◽  
Vol 6 (1) ◽  
pp. 91-114
Author(s):  
Stefan Hartmann
Keyword(s):  
Experimental Study ◽  
The Other ◽  
Temporal Distance ◽  
Corpus Study ◽  
Distant Future ◽  
Other Hand ◽  
Future Events ◽  
The One ◽  
Near Future ◽  
Lines Of Evidence

Abstract This paper investigates the alternation between two competing German future constructions, the werden + Infinitive construction and the futurate present, from a usage-based perspective. Two lines of evidence are combined: On the one hand, a pilot corpus study indicates that werden + Infinitive is more likely to be used for referring to distant-future events than to near-future events. However, syntactic factors seem to be at least as decisive as semantic ones for speakers’ choice between the two constructions. On the other hand, an experimental study taps into language users’ interpretation of sentences framed in one of the two constructions. It can be shown that the grammatical framing does not significantly affect participants’ estimates of the temporal distance of the events to which the stimuli sentences refer. This suggests that the meaning differences between the two constructions be more nuanced, e.g. pertaining to discourse-pragmatic functions.

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