Regulatory fit theory: psychological mechanism with potential applications in health

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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Leadership influences? It depends on followers! The relationship between the Ohio State leader behaviors, employee self-regulatory focus, and task performance

Personnel Review ◽

10.1108/pr-10-2018-0386 ◽

2019 ◽

Vol 49 (2) ◽

pp. 491-515 ◽

Cited By ~ 1

Author(s):

Dongwon Choi ◽

Minyoung Cheong ◽

Jihye Lee

Keyword(s):

Task Performance ◽

Regulatory Focus ◽

Regulatory Fit ◽

Citizenship Behavior ◽

Content Type ◽

Initiating Structure ◽

Expansion Theory ◽

Regulatory Fit Theory ◽

The Relationship

Purpose While the Ohio State leadership approach had been forgotten for several decades, scholars in the field of leadership have begun revisiting the validity and the role of leader consideration and initiating structure. Building on self-expansion theory, this study suggest the effects of leader consideration and initiating structure on employee task performance. Also, integrating self-expansion theory and regulatory fit theory, the purpose of this paper is to propose and examine the moderating role of employee regulatory focus on the relationship between the Ohio State leadership behaviors and employee task performance, which was mediated by emloyees’ creative behavior as well as citizenship behavior. Design/methodology/approach To test the hypothesized model of this study, cross-sectional data were collected using questionnaires. Pairs of survey packages, which included group-member surveys and a group-leader survey, were handed out to employees in organizations. The authors collected data from 47 groups and 143 group members in 25 private companies in the Republic of Korea, including from financial, technology, manufacturing, and research and development organizations. Findings The results showed that leader consideration exerts significant effects on employee task performance. Also, the authors found the moderating role of employee regulatory promotion focus on the relationship between leader consideration/initiating structure and employee task performance, which were mediated by creative behavior and citizenship behavior. Originality/value This study contributes to the advancement of the Ohio State leadership approach by integrating self-expansion theory and regulatory fit theory to investigate the distinct mechanisms and boundary conditions of its leadership process. The current study also contributes to the literature on extra-role behavior that the Ohio State leadership behavioral dimensions can be considered as one of the antecedents of employees’ creative and citizenship behavior.

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REGULATORY FIT EFFECTS ON THE ACQUISITION OF LEXICAL STRESS

Studies in Second Language Acquisition ◽

10.1017/s0272263121000334 ◽

2021 ◽

pp. 1-22

Author(s):

Minyoung Cho

Keyword(s):

Reward System ◽

Regulatory Fit ◽

Lexical Stress ◽

Regulatory State ◽

L2 Acquisition ◽

Learning Context ◽

Efl Students ◽

Regulatory Fit Theory ◽

Loss Frame ◽

Gain Frame

Abstract Higgins’s (2000) regulatory fit theory proposes that a fit between one’s regulatory state and strategic means for reaching a goal increases motivational strength and engagement. This study investigates how regulatory fit affects the L2 acquisition of lexical stress in an authentic learning context. Ninety EFL students were assigned to either gain frame or loss frame conditions. They engaged in speech practice in which they mimicked a model speech in English to win a chance to enter a prize raffle. The reward system was framed differently in the two framing conditions, with the intention of eliciting the participants’ use of eager or vigilant strategies, thus creating fit and nonfit conditions. Acquisition of lexical stress was assessed using pre- and posttest scores. Multiple regression analysis showed no regulatory fit effects and no loss frame effects but did show a significant beneficial effect of the gain frame on the acquisition of lexical stress.

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

Journal of theoretical and applied electronic commerce research ◽

10.3390/jtaer16050066 ◽

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.

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MOTIVATION AS QUALITY

Studies in Second Language Acquisition ◽

10.1017/s027226311700033x ◽

2018 ◽

Vol 40 (4) ◽

pp. 707-730 ◽

Cited By ~ 13

Author(s):

Mostafa Papi

Keyword(s):

Language Learners ◽

Regulatory Focus ◽

Second Language Learners ◽

Regulatory Fit ◽

Future Research ◽

Gift Cards ◽

Incidental Vocabulary ◽

Future Research Directions ◽

Regulatory Fit Theory ◽

Task Conditions

AbstractThe study examined the predictions of regulatory fit theory (Higgins, 2000) in relation to task-based incidental vocabulary learning. A total of 189 English as a second language learners completed a vocabulary pretest, a regulatory focus questionnaire, an integrated reading/writing task, and finally an unannounced vocabulary posttest. The participants were randomly assigned to two task conditions. In the gain condition, they started the task with zero points and had to gain 75 points to enter a drawing to win one of three $100 gift cards; in the loss condition, they started with 100 points and had to avoid losing more than 25 points. Multiple regression results partly supported the regulatory fit predictions. Prevention individuals learned significantly more vocabulary items in the loss condition than in the gain condition; but promotion individuals did not learn significantly more vocabulary items in the gain condition than in the loss condition. Theoretical and pedagogical implications, and future research directions are discussed.

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Regulatory fit theory at work: The relationship between regulatory focus and food safety behaviors

PsycEXTRA Dataset ◽

10.1037/e514412014-309 ◽

2007 ◽

Author(s):

Ernest Park ◽

Verlin Hinsz ◽

Gary Nickell

Keyword(s):

Food Safety ◽

Regulatory Focus ◽

Regulatory Fit ◽

Safety Behaviors ◽

Regulatory Fit Theory ◽

The Relationship

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Take it or leave it: Using regulatory fit theory to understand reward redemption in channel reward programs

Industrial Marketing Management ◽

10.1016/j.indmarman.2013.07.005 ◽

2013 ◽

Vol 42 (8) ◽

pp. 1345-1356 ◽

Cited By ~ 16

Author(s):

Debbie Isobel Keeling ◽

Ahmad Daryanto ◽

Ko de Ruyter ◽

Martin Wetzels

Keyword(s):

Regulatory Fit ◽

Reward Programs ◽

Regulatory Fit Theory

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Using regulatory fit in cost reduction announcements

Journal of Accounting & Organizational Change ◽

10.1108/jaoc-03-2020-0033 ◽

2020 ◽

Vol ahead-of-print (ahead-of-print) ◽

Author(s):

Ulf Diefenbach ◽

Benedikt Schnellbächer ◽

Sven Heidenreich

Keyword(s):

Regulatory Focus ◽

Cost Reduction ◽

Employee Motivation ◽

Regulatory Fit ◽

Willingness To Participate ◽

Content Type ◽

Study Results ◽

Regulatory Fit Theory ◽

The Cost ◽

The Impact

Purpose The purpose of this paper is to examine whether and how the usage of regulatory fit in cost reduction announcements affects employees’ willingness to engage in the cost reduction program (CRP). Design/methodology/approach Based on the regulatory fit theory, a scenario-based experiment was conducted (n = 517) to investigate the effect of promotion- or prevention-oriented framing of the CRP on the acceptance and the motivation to actively contribute to the CRP using multiple ANOVAs. Findings The study results point out that the framing of the cost announcement messages should use feelings or emotions and ensure gains for promotion-focused employees to decrease the negative effects of regulatory nonfit. However, in the case of prevention-focused employees, facts and reasons should be used in combination with an assertion of nonlosses in the announcement message to prevent regulatory nonfit. Research limitations/implications This research deepens the understanding on the decision-influencing role of managerial cost announcements on employee motivation and the impact of different regulatory orientations. By this, the authors enhance the current understanding of how employees can effectively be integrated into CRPs and expand previous research on how regulatory fit theory can be used by organizations dealing with negative events. Practical implications The study findings offer several opportunities and implications for managers engaged in corporate communication. More specifically, the study findings provide helpful guidelines for organizations to align their cost reduction announcement with the regulatory focus of their employees to reach regulatory fit and thus enhance employee willingness to participate in the CRP. Originality/value Despite the increasing attention of regulatory focus and regulatory fit theory and to the best of the authors’ knowledge, this is the first attempt to search for combined effects of emotions and facts versus potential gains and ensuring nonlosses, which both were shown to influence outcomes predicted by regulatory fit.

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