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.

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.

Regulatory Focus Theory and Research

2019 ◽  
pp. 46-66
Author(s):  
Abigail A. Scholer ◽  
James F. M. Cornwell ◽  
E. Tory Higgins
Keyword(s):  
Group Dynamics ◽  
Regulatory Focus ◽  
Regulatory Fit ◽  
Future Research ◽  
Regulatory Focus Theory ◽  
Approach And Avoidance ◽  
Avoidance Motivation ◽  
Trade Offs ◽  
Significant Research ◽  
Focus Theory

This chapter explores the motivational dynamics of the promotion and prevention systems outlined in regulatory focus theory (Higgins, 1997). It includes a review of the core tenets of the theory—identifying and responding to important and frequently asked questions—in discussing significant research of the past two decades since the theory made its debut. In particular, the chapter includes a discussion of what defines each system, how regulatory focus orientations are commonly measured and manipulated, what differentiates promotion and prevention motivation from approach and avoidance motivation, what characterizes the trade-offs of each system, and newer developments in research on regulatory fit, group dynamics, and motivational flexibility. Throughout, avenues for future research are suggested.

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).

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 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).

The Role of Team Regulatory Focus and Team Learning in Team Radical and Incremental Creativity

2018 ◽  
Vol 44 (6) ◽  
pp. 1036-1066
Author(s):  
Ci-Rong Li ◽  
Chen-Ju Lin ◽  
Jing Liu
Keyword(s):  
Regulatory Focus ◽  
Self Regulation ◽  
Regulatory Fit ◽  
Prevention Focus ◽  
Team Creativity ◽  
Exploitative Learning ◽  
Regulatory Fit Theory ◽  
Indirect Relationship ◽  
The Relationship

This study explores team-level mechanisms linking team regulatory focus and team creativity. Drawing on the team self-regulation perspective and regulatory fit theory, the mediating roles of team exploratory and exploitative learning and the moderating effect of team bureaucracy were examined. Team-level analyses conducted on data captured from the leaders and members of 135 teams. The results showed that team exploratory learning mediates the relationship between team promotion focus and team radical creativity, whereas team exploitative learning mediates the relationship between team prevention focus and incremental creativity. Furthermore, the team bureaucratic context, including centralization and formalization, moderated the indirect relationship between team regulatory focus and team creativity. The findings improve understanding of why team regulatory focus differentially contributes to team radical and incremental creativity. The findings also provide meaningful insight into the role of team bureaucracy in the team regulatory focus–team creativity relationship.

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.

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.

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