Effect Of Regulatory Focus Research Articles

Effect of regulatory focus primed by a smartphone application on calling plan satisfaction

This research showed that the regulatory focus primed by different types of smartphone applications moderates the relationship between phone usage and calling plan satisfaction through two experiments. Smartphone applications presenting phone usage from zero to maximum minutes (ZTM) (maximum minutes to zero) prime users toward a promotion-focused goal (prevention-focused goal). In case of usage above a preset allowance, consumers with a promotion focus had a higher level of satisfaction with a calling plan than those with a prevention focus. On the other hand, in case of usage below the allowance, the reverse was true. Meanwhile, this research revealed that perceptual fluency affects the moderating effect of regulatory focus on the relationship between phone usage and calling plan satisfaction.

The moderating effect of regulatory focus in the relationship between potential flexibility and practical flexibility

Two studies examined the moderating effect of a motivational factor (regulatory focus) on the relation between potential flexibility (knowledge of multiple strategies and strategy efficiency) and practical flexibility (using the most efficient strategy to solve mathematics problems). Regulatory focus was measured as an individual disposition (in Study 1) or induced as a situational state using different descriptions of a math exam (in Study 2). Results provided evidence that both chronic and situational regulatory focus moderated the relationship between potential and practical flexibility, suggesting that whether potential flexibility predicted practical flexibility was related to whether individuals were promotion-focused or prevention-focused. These results contribute to a better understanding of the relationship between potential and practical flexibility and point to the important role of regulatory focus when it comes to flexible mathematics performance.

The Buffering Effects of the Regulatory Focus on the Relationship between Positive Events and Job Engagement

본 연구는 정서사건이론을 기반으로 조직 상황에서 직무사건이 직무열의에 영향을 미치는 과정에서 개인차 변수인 조절초점이 어떠한 영향을 미치는지 살펴보는 것을 목적으로 하였다. 이를 위해 금융권 종사자 232명을 대상으로 긍정사건, 긍정정서, 조절초점 및 직무열의에 대한 설문조사를 실시하였다. 연구 결과는 다음과 같다. 첫째, 주효과 검증에서 금융업 종사자들이 경험하는 긍정사건은 긍정정서를 높여 직무열의에 정적인 영향력을 미치는 것으로 나타났다. 둘째, 조절효과 검증에서 긍정정서가 직무열의에 미치는 영향은 조절초점의 수준에 따라 차별적인 영향력을 보였다. 즉, 향상초점 수준이 높을수록 긍정정서의 직무열의에 대한 효과는 강화되었고, 예방초점 수준이 높을수록 긍정정서의 직무열의에 대한 효과는 약화되는 것으로 확인되었다. 셋째, 조절된 매개 효과 검증에서는 향상초점이 아닌 예방초점에서만 조건적 간접효과가 발견되었다. 즉, 긍정사건이 긍정정서를 매개로 하여 직무열의에 미치는 간접효과의 크기는 예방초점이 높을 때 약화되는 것으로 나타났다. 마지막으로 이러한 결과를 바탕으로 연구의 의의와 제한점 및 추후 연구 이슈에 대해서 논의하였다.Based on the affective event theory, the purpose of the study is to examine the effect of the individual difference regulatory focus on the process in which the work events affect job engagement under organizational circumstances. To this end, 232 financial workers were surveyed on positive events, positive affects, regulatory focus and job engagement. The results of the analysis are as follows. First, the positive events generated positive affects and showed positive influence on job engagement. Second, the effect of positive affects on job engagement has been shown to be discriminatory depending on the level of regulatory focus. The higher the level of promotion focus, the stronger the effect on job engagement of positive affects, and the higher the level of prevention focus, the weaker the effect on job engagement of positive affects. Third, the moderated mediated effect was found to be significant only in the prevention focus. The magnitude of indirect effects on job engagement by positive events was found to be weakened when the prevention focus was high. Finally, the implications and future research issues were discussed.

Transactional leadership and dynamic capabilities: the mediating effect of regulatory focus

PurposeThe mechanism of leadership’s impact on dynamic capabilities has aroused widespread interest, but few studies focus on transactional leadership, especially empirical research by micro foundations in the R&D departments from collaborative innovation alliances. The purpose of this paper is to investigate how the mechanism of transactional leadership affects dynamic capabilities based on the mediating effect of regulatory focus.Design/methodology/approachIn order to better illustrate the role of transactional leadership on dynamic capabilities, the authors introduced regulatory focus as a mediator based on previous research. A sample of 245 dyads comprised of full-time employees and their immediate supervisors was collected from the innovation teams of industry-university alliances through questionnaires in China and analyzed via hierarchical regression method. Non-response bias and endogeneity testing were also conducted to confirm the validity of the findings.FindingsContingency-reward behavior promotes the development of employee sensing and seizing capability. Management-by-exception promotes the development of employee reconfiguration capability. Promotion focus positively mediates the relationship between contingency-reward and sensing-seizing capability. Prevention focus positively mediates the relationship between management-by-exception and sensing-seizing capability. In addition, management-by-exception is also positively related to sensing capability and promotion focus is positively related to reconfiguration capability.Originality/valueThis paper confirmed different dimensions of transactional leadership favor different dimensions of dynamic capabilities based on different dimensions of regulatory focus, which enriches the theory of strategic leadership and dynamic capabilities, and is conducive to the management of collaborative innovation in technological innovation alliances.

Does the motivational orientation matter? A regulatory focus perspective on work-life enrichment and work-life conflict.

The aim of this article was to examine the role of employees’ motivational orientation for work-life enrichment (WLE) and conflict (WLC). On the basis of the Work-Home-Resources Theory and Regulatory Focus Theory we conducted 2 cross-sectional studies (n1 = 202, n2 = 199). We hypothesized that a promotion orientation (toward personal growth and success) indirectly goes along with higher levels of WLE through work-related stress. We assumed that a prevention orientation (toward the prevention of losses and failure) is indirectly associated with higher levels of WLC through work-related stress. Simple mediation analyses partly supported our hypotheses. Higher levels of promotion focus went along with higher levels of WLE. Higher levels of prevention focus were associated with higher levels of WLC. Although we found an indirect effect of regulatory focus on WLE and WLC through emotional stress, we did not find one for cognitive stress. This project contributes to a deeper understanding of what fosters WLE and WLC and adds a new motivational perspective for work-life research. Our results can also be taken into account in practice for the development of organizational work-life policies or interventions.

선물선택에 대한 주는 사람과 받는 사람의 차이 : 조절초점의 조절효과를 중심으로

선물선택에 대한 주는 사람과 받는 사람의 차이 : 조절초점의 조절효과를 중심으로

The Effect of Regulatory Focus on the Type of Donation: Exploring the Mediators Using Structural Equation Model

The Effect of Regulatory Focus on the Type of Donation: Exploring the Mediators Using Structural Equation Model

The Effects of Regulatory Focus on Channel Choice and Recommendation:

The Effects of Regulatory Focus on Channel Choice and Recommendation:

Why not promote promotion for green consumption?

PurposeThe purpose of this paper is to empirically test the effects of regulatory focus (RF) orientation (promotion/prevention) on decisions to purchase green products. The two experimental studies conducted aimed to test whether individuals in a prevention (promotion) state were more (or less) inclined to buy green products.Design/methodology/approachTo test the effect of RF on green and non-green consumption, the authors carried out two experimental studies (one considering a service – car sharing – the other a physical product – a laundry detergent). The studies are 2 (RF: prevention vs promotion) × 2 (product type: green vs non-green) between factorial design involving 196 and 92 participants, respectively.FindingsPromotion-focus has a powerful influence on green consumption. In both studies, individuals with a promotion focus seemed to be more inclined to buy green products as opposed to individuals in a prevention state.Research limitations/implicationsThe main limitations of this study first relate to the results of the two experiments. Even though both studies showed that promotion-focused rather than prevention-focused individuals are more inclined to buy green products, the differences between the two orientations in green condition are not statistically significant. As a result, the studies cannot determine whether to reject or accept the two main hypothesis.Social implicationsThis paper provides some preliminary indications that could be useful to encourage consumers to adopt “green” styles of consumption. Focusing on an individual’s RF is a useful strategy to induce them to change their consumption choices abruptly. Relying more on a “promotion” rather than a “prevention” focus, individuals would be compelled to take immediate responsible behavior.Originality/valueThis paper aims to fill the gap on the role of RF in green consumption. Contrary to the accepted idea that a prevention state is more compatible with consumer ethics than promotion state, the studies showed the controversial role assumed by a prevention state in green consumption.

Reactions To Ethical Leadership: The Effects Of Regulatory Focus

Ethical leadership continues to be of interest to both researchers and practitioners. While much research has been devoted to this area, little is known about how the goal focus or orientation of individuals alters the effects ethical leaders have on their employees. Using a sample of 349 supervisor-subordinate dyads, we test a moderated-mediation model, where the mediated effect of ethical leadership on commitment and cynicism about organizational change, through justice perceptions, is moderated by individuals’ regulatory focus. Commitment and cynicism about organizational change are extremely relevant as companies are continuously enacting major change, while putting forth an effort to retain top talent, in order to stay competitive in changing markets. Specifically, we argue that the positive effects of ethical leadership should be stronger for employees who are highly prevention-focused and weaker for employees who are highly promotion-focused. We test our model using path analysis and demonstrate support for our moderated-mediation model. We find that the magnitude of the indirect effect is contingent on the regulatory focus of the employee. Implications and limitations of our research are discussed.

Breaking bad and doing good: the effect of regulatory focus on leaders’ supervisory behavior

This study applies regulatory focus and ego-depletion theories to examine supervisor behavior from an actor-centric, intraindividual perspective. In an initial experiment we show that leaders induced to adopt a prevention focus report more self-control depletion than those operating under a promotion focus. In a multi- wave survey study of supervisors from a variety of organizations and industries, we find that the effect of prevention focus on self-control depletion leads to more abusive supervision and less ethical supervision, whereas promotion focus is associated with better supervision. The impact of regulatory focus on self-control depletion is moderated by the leader’s positive affectivity, such that leaders high in positivity are less affected. Implications for leadership training and development are discussed.

网络口碑对韩国和中国消费者购买意愿的影响 - 以调节定向和产品涉入度为中心

网络口碑对韩国和中国消费者购买意愿的影响 - 以调节定向和产品涉入度为中心

대학생들의 자기가치감 수반성과 직업가치와의 관계: 조절초점의 매개효과

대학생들의 자기가치감 수반성과 직업가치와의 관계: 조절초점의 매개효과

Message framing and regulatory focus effects on destination image formation

This study examines the influence of message framing and how a match or mismatch between message framing and individuals’ regulatory focus can influence their destination image perceptions and visit intentions utilizing attribute framing and regulatory focus fit theories. This study also examines the mediating role of cognitive fluency and emotional state on attribute framing effects on destination image formation and visit intentions. Findings indicate that framing of marketing messages exerts significant influences on consumers' decision making and destination selection process. Consumers under gain-framed message condition tend to have higher destination image perceptions compared to those under loss-framed message conditions. A match between attribute framing and regulatory focus results in formation of better destination image perceptions compared to mismatch. Furthermore, cognitive fluency and emotional state mediate attribute framing effects on destination image formation.

The Effect of Regulatory Focus on Individuals’ Donation Behavior

We examine how individuals’ regulatory focus affects their donation behavior and how personal events experienced before the donation moderate this relationship. In this research, regulatory focus refers to the basic motivational orientation that affects how individuals pursue their goals. We propose that donors will judge potential rewards and risks associated with making a donation when deciding whether to donate and that regulatory focus and personal events will have a significant influence on this judgment. The results from both the survey and the experiment confirmed that participants with promotion focus were more likely to donate than those with prevention focus. In addition, the experimental results revealed that compared to those experiencing no personal event, the donation likelihood of prevention-focused participants increased significantly after experiencing a positive personal event but did not change after experiencing a negative personal event. In a similar vein, experiencing a negative event decreased the donation likelihood of promotion-focused participants whereas experiencing a positive event did not. Our research contributes new findings and insights to both regulatory focus and donation literature and provides useful guidelines for nonprofit organizations to design and implement donation programs.

평창 동계 올림픽의 메시지 측면성, 메시지 프레이밍, 개최 지지변화의 영향관계 분석 : 조절 초점의 조절효과를 중심으로

평창 동계 올림픽의 메시지 측면성, 메시지 프레이밍, 개최 지지변화의 영향관계 분석 : 조절 초점의 조절효과를 중심으로

The effects of regulatory focus on the evaluation of advertising messages, with a focus on familiarity

Research has suggested that regulatory fit creates value. In this study, the regulatory fit was defined as the fit between the regulatory focus and the advertising messages. We investigated the effects of regulatory fit on the evaluation of messages when familiarity with the message was low. This hypothesis was supported by two observations; when the familiarity with a message was low, regulatory fit was not observed among participants with a prevention focus. In contrast, regulatory fit was observed among participants with a promotion focus, with a higher preference for two-sided advertising. The significance of familiarity on the effects of regulatory fit and value is discussed.

Effect of Regulatory Focus Primed by a Smartphone Application on Calling Plan Satisfaction

This research showed that the regulatory focus primed by different types of smartphone applications moderates the relationship between phone usage and calling plan satisfaction through two experiments. Smartphone applications presenting phone usage from zero to maximum minutes (ZTM) (maximum minutes to zero) prime users toward a promotion-focused goal (prevention-focused goal). In case of usage above a preset allowance, consumers with a promotion focus had a higher level of satisfaction with a calling plan than those with a prevention focus. On the other hand, in case of usage below the allowance, the reverse was true. Meanwhile, this research revealed that perceptual fluency affects the moderating effect of regulatory focus on the relationship between phone usage and calling plan satisfaction.

A Study on the Impact of Stress on the Selection of New Products and the Intermediary Mechanism during the Process of Goal Pursuit

Most of what consumers do involves the pursuit of goals, and consumer goals affect consumer behavior [1]. Many studies show that stress always exists in the process of goal pursuit [2]. When coping with stress, consumers change their spending habits [3]. Although the existing research has explained to some extent consumer new product choice behavior, they have neglected the impact of stress on new product choice in the process of chasing goals in everyday life. Based on the research of goal orientation, stress, this study mainly explores the influence of the stress level and on the choice of new products and the moderating effect of regulatory focus, and uses two experiments for empirical research. The first experiment tested the selection of new products by manipulating the stress level. The second experiment can influence the attention point of people by manipulating the stress level, thus verifying the mediating effect of the focus. The results show that consumers are more likely to choose a new product when they are experiencing high levels of stress during the goal pursuit process than when they feel low stress. The reason is that the consumer’s focus on the product shifts to the benefits of the product’s ability to help achieve the goal in the high levels of stress. The new products are better than the old ones, so people are more willing to choose new products.

Asymmetric Persuasive Effects of Gain- and Loss-related Messages in Electronic Word of Mouth

This study examines the aggregate effect of electronic word mouth (eWOM) communications containing multiple messages of different type on brand attitude. It focuses on the moderating role of individuals’ regulatory focus and message proportion in influencing the extent to which consumers respond to gain- and loss-related messages. We develop some hypotheses regarding the interplay between the constructs, and test them through two web-based experimental studies on online product reviews. In study 1, we examine the persuasiveness of four different reviews composed of several combinations of gain- and loss-related messages. In study 2, we modify the proportion of positive and negative messages to examine how the impact of eWOM is affected by disproportionate message structure. The results reveal that different combinations of message types lead to different evaluation of the focal brand. Furthermore, subjects with different regulatory focus exhibit different attitudes toward the focal brand when exposed to the same message combination. In addition, the moderating effects of regulatory focus appear to be altered by eWOM message proportion. Theoretical and managerial implications of this study are discussed.