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).

scholarly journals The impact of challenge-hindrance stressors on creativity: the mediating role of regulatory focus and the moderating role of proactive personality

2021 ◽  
Vol 245 ◽  
pp. 03031
Author(s):  
Yixin Yang ◽  
Mingjian Zhou
Keyword(s):  
Regulatory Focus ◽  
Proactive Personality ◽  
Regulatory Focus Theory ◽  
Prevention Focus ◽  
Promotion Focus ◽  
Mediating Role ◽  
The Impact ◽  
Moderating Role ◽  
Focus Theory

Based on the challenge-hindrance stressors framework and regulatory focus theory, this study explored the mediating role of promotion focus between challenge stressors and employee creativity, and the mediating role of prevention focus between hindrance stressors and creativity. In addition, we further explored the moderating role of proactive personality in this model. In the end, we discuss implications and limitations of our argument for theory and practices.

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.

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.

When Do Chronic Differences in Self-Regulation Count?: Regulatory Focus Effects in Easy and Difficult Soccer Tasks

2013 ◽  
Vol 35 (2) ◽  
pp. 216-220 ◽  
Author(s):  
Tobias Vogel ◽  
Oliver Genschow
Keyword(s):  
Regulatory Focus ◽  
Task Difficulty ◽  
Self Regulation ◽  
Regulatory Fit ◽  
Sports Performance ◽  
Regulatory Focus Theory ◽  
Instructional Focus ◽  
Improved Performance ◽  
And Task

Research on regulatory focus theory (Higgins, 1997) suggests that performance increases if instructions fit with sportspersons’ dispositions. Sportspersons who chronically focus on wins (i.e., promotion-oriented individuals) perform best if instructions frame the objective as a promotion goal (e.g., “Try to hit!”). By contrast, sportspersons who chronically focus on losses (i.e., prevention-oriented individuals) perform best if instructions frame the objective as a prevention goal (e.g., “Try not to miss!”). Recent theorizing also suggests that regulatory focus interacts with task difficulty. In an experiment, we assessed soccer performance as a function of chronic focus, instructional focus, and task difficulty. Results support that task difficulty moderates the effects of fit on performance; fitting instructions to match the sportsperson’s chronic regulatory focus improved performance in the easy rather than the difficult task. Findings are discussed regarding the role of regulatory fit in altering subjective pressure during sports performance.

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.

The role of renewable energy in carbon dioxide emission reduction in Poland

1995 ◽  
Vol 52 (2-3) ◽  
pp. 291-298 ◽  
Author(s):  
Grzegorz Wisniewski ◽  
Magdalena Rogulska ◽  
Anna Grzybek ◽  
Stanislaw M. Pietruszko
Keyword(s):  
Carbon Dioxide ◽  
Renewable Energy ◽  
Emission Reduction ◽  
Carbon Dioxide Emission

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.

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