scholarly journals Teoria do Foco Regulatório: um Estudo Bibliométrico do Estado Atual da Produção Brasileira e da Relação com a Teoria dos Prospectos / Regulatory Focus Theory: a Bibliometric Study of the Current State of Brazilian Production and the Relationship with Prospect Theory

2019 ◽  
Vol 13 (44) ◽  
pp. 508-524
Author(s):  
Giana Lucca Kroth ◽  
Mauri Leodir Löbler
Keyword(s):  
Prospect Theory ◽  
Regulatory Focus ◽  
Status Quo ◽  
Bibliometric Study ◽  
Regulatory Focus Theory ◽  
Current State ◽  
The Relationship ◽  
Focus Theory

A teoria dos prospectos trouxe muitos avanços para o entendimento do processo decisório, porém, ela assume que todas as pessoas se comportam da mesma maneira e minimiza os efeitos do sistema motivacional dos indivíduos (AINSLIE, 2016). E é neste ponto que a teoria do foco regulatório (HIGGINS, 1997) tem muito a contribuir. Segundo a teoria, existem diferentes formas de buscar sucesso/ganho e o evitar o fracasso/perda, e diferentes estratégias são utilizadas para tal. Indivíduos sob o foco de prevenção utilizam estratégias vigilantes, buscando a manutenção do status quo (não-perda), e indivíduos sob o foco de promoção utilizam estratégias agressivas, buscando o avanço do status quo (ganho). Neste contexto, o artigo apresenta um estudo bibliométrico com dois objetivos: verificar o estado atual da produção brasileira sobre a teoria do foco regulatório e estudar as relações entre as teorias do foco regulatório e dos prospectos, procurando evidências de como o cognitivo e o comportamental se complementam. Com relação ao primeiro objetivo, constata-se que os estudos brasileiros são todos muito recentes, da área de marketing e relacionados com a teoria do ajuste regulatório, deixando muito espaço para novas pesquisas. Com relação ao segundo objetivo, observa-se que, apesar de serem poucos, os estudos que fazem relação entre as teorias foram todos encontrados em periódicos internacionais e demonstram que a teoria do foco regulatório se mostra muito promissora quando associada à teoria dos prospectos, provando “ter uma contribuição muito importante na tomada de decisão de risco” (HIGGINS; CORNWELL, 2016).

scholarly journals Unpacking the Relationship between Sales Control and Salesperson Performance: A Regulatory Fit Perspective

2018 ◽  
Vol 82 (3) ◽  
pp. 45-69 ◽  
Author(s):  
Constantine S. Katsikeas ◽  
Seigyoung Auh ◽  
Stavroula Spyropoulou ◽  
Bulent Menguc
Keyword(s):  
Regulatory Focus ◽  
Regulatory Fit ◽  
Purchase Decision ◽  
Exploratory Learning ◽  
Regulatory Focus Theory ◽  
Performance Study ◽  
Salesperson Performance ◽  
Exploitative Learning ◽  
The Relationship ◽  
Focus Theory

The literature examining the effect of sales control on salesperson performance is, at best, equivocal. To reconcile inconsistencies in empirical findings, this research introduces two new types of salesperson learning: exploratory and exploitative learning. Drawing on regulatory focus theory, the authors conceptualize exploratory learning as promotion focused and exploitative learning as prevention focused and find that salespeople exhibit both exploratory and exploitative learning, though one is used more than the other depending on the type of sales control employed. The results also suggest that the fit between salesperson learning type, customer characteristics (i.e., purchase-decision-making complexity), and salesperson characteristics (i.e., preference for sales predictability) is critical to salesperson performance and that salesperson learning mediates the relationship between sales control and salesperson performance (Study 1). Study 2 corroborates the findings using new panel data collected over two waves. The results of this research have important implications for integrating sales control, salesperson learning, and salesperson performance.

The effects of regulatory focus and bundle-pricing framing on consumers' perceptions of loss

2011 ◽  
Vol 39 (1) ◽  
pp. 113-117 ◽  
Author(s):  
Chien-Huang Lin ◽  
Chi-Wen Huang
Keyword(s):  
Regulatory Focus ◽  
User Needs ◽  
Regulatory Focus Theory ◽  
The Relationship ◽  
Focus Theory

Regulatory focus theory identifies 2 kinds of orientation: a promotion-focused system in which the emphasis is on getting maximum gains; and a prevention-focused system in which the emphasis is on decreasing loss. These different orientations elicit different responses when bundle-pricing framing is encountered. This study was an investigation of the relationship between regulatory focus and bundle-pricing framing for different need levels. The results indicate that regulatory focus leads to differences in perceived loss for different bundle-pricing framing scenarios, particularly when the user needs only 1 product in the bundle. Thus, firms that use this strategy must determine whether or not bundle-price framing is suitable for regulatory focus at different need levels.

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.

scholarly journals The influence of regulatory focus and self-discrepancy on cognition in younger and older adults

2021 ◽  
Author(s):  
Leann K. Lapp
Keyword(s):  
Regulatory Focus ◽  
Cognitive Aging ◽  
Regulatory Focus Theory ◽  
Prevention Focus ◽  
Motivated Cognition ◽  
Younger Adults ◽  
Motivational Systems ◽  
Cognitive Correlates ◽  
Self Discrepancy ◽  
Focus Theory

There exists substantial literature describing how the two motivational systems of promotion and prevention (Regulatory Focus Theory; Higgins, 1997) influence behaviour. However, the specific cognitive correlates of regulatory focus remain unclear. Furthermore, how regulatory focus may influence the course of cognitive aging is unknown. Experiment 1 compared healthy older and younger adults on Higgins' measure of self-discrepancy and explored relationships with cognition. Experiment 2 compared younger adults induced into either a promotion or prevention focus relative to a no-induction control condition on measures of cognition. The results from Experiment 1 revealed that while the magnitude of self-discrepancy remains constant across the lifespan, the evaluation and content of self goals changes with age. The results from Experiment 2 suggest that the effects of the regulatory focus induction are limited but specific to particular aspects of memory and perception. Overall, these findings may contribute to our understanding of aging and motivated cognition.

scholarly journals The influence of regulatory focus and self-discrepancy on cognition in younger and older adults

2021 ◽  
Author(s):  
Leann K. Lapp
Keyword(s):  
Regulatory Focus ◽  
Cognitive Aging ◽  
Regulatory Focus Theory ◽  
Prevention Focus ◽  
Motivated Cognition ◽  
Younger Adults ◽  
Motivational Systems ◽  
Cognitive Correlates ◽  
Self Discrepancy ◽  
Focus Theory

There exists substantial literature describing how the two motivational systems of promotion and prevention (Regulatory Focus Theory; Higgins, 1997) influence behaviour. However, the specific cognitive correlates of regulatory focus remain unclear. Furthermore, how regulatory focus may influence the course of cognitive aging is unknown. Experiment 1 compared healthy older and younger adults on Higgins' measure of self-discrepancy and explored relationships with cognition. Experiment 2 compared younger adults induced into either a promotion or prevention focus relative to a no-induction control condition on measures of cognition. The results from Experiment 1 revealed that while the magnitude of self-discrepancy remains constant across the lifespan, the evaluation and content of self goals changes with age. The results from Experiment 2 suggest that the effects of the regulatory focus induction are limited but specific to particular aspects of memory and perception. Overall, these findings may contribute to our understanding of aging and motivated cognition.

Self-Discrepancy and Regulatory Focus

2021 ◽  
Author(s):  
E. Tory Higgins ◽  
Emily Nakkawita
Keyword(s):  
Regulatory Focus ◽  
Emotional Experience ◽  
Self Concept ◽  
Regulatory Focus Theory ◽  
Discrepancy Theory ◽  
Regulatory Systems ◽  
Promotion System ◽  
Fundamental Needs ◽  
Self Discrepancy ◽  
Focus Theory

Self-discrepancy theory and regulatory focus theory are two related motivational theories. Self-discrepancy theory describes the associations between self and affect, positing that the relations among different sets of self-concepts influence a person’s emotional experience. A discrepancy between a person’s ideal self-guide (e.g., hopes and aspirations) and his or her actual self-concept produces dejection-related emotions (e.g., sadness), whereas a discrepancy between a person’s ought self-guide (e.g., duties and obligations) and his or her actual self-concept produces agitation-related emotions (e.g., anxiety). The intensity of these emotional experiences depends upon the magnitude and accessibility of the associated discrepancy. Regulatory focus theory builds on self-discrepancy theory, positing that distinct self-regulatory systems are reflected in the two types of self-guides proposed in self-discrepancy theory. The promotion system is motivated by ideal end-states, by pursuing hopes and aspirations; as a result, it is primarily concerned with the presence or absence of positive outcomes—with gains and non-gains. Given this focus on gains and non-gains, the promotion system is motivated by fundamental needs for nurturance and growth. In contrast, the prevention system is motivated by ought end-states, by fulfilling duties and obligations; as a result, it is primarily concerned with the presence or absence of negative outcomes—with losses and non-losses. Given this focus on losses and non-losses, the prevention system is motivated by fundamental needs for safety and security. The promotion and prevention systems predict a range of important variables relating to cognition, performance, and decision-making.

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