Underpinned by the Bagozzi and Dholakia (1999) goal setting and striving framework this research firstly develops a negative online customer experience model after which regulatory focus theory is used to compare this model with a... more
Underpinned by the Bagozzi and Dholakia (1999) goal setting and striving framework this research firstly develops a negative online customer experience model after which regulatory focus theory is used to compare this model with a positive online customer experience model. Analysis of responses from 201 respondents in the first study shows service failure causes negative affective and cognitive experience and has an impact on dissatisfaction and negative word of mouth in the online retailing context. Moreover, results of a second study among 200 respondents indicates that while customer priority in a successful shopping context is affective experience, in a service failure the customer priority moves from an affective to a cognitive experience. Similarly, compared to cognitive experience, affective experience has a higher impact on customer satisfaction and positive word of mouth in a successful shopping context, while in an unsuccessful shopping context cognitive experience has higher impact on dissatisfaction and negative word of mouth. The findings of this study contribute to customer
Bu çalışmanın amacı, düzenleyici odaklar ve işyeri nezaketsizliği algısı arasındaki ilişkinin ve bu ilişkiye örgütsel iklimin moderatör değişken olarak katkıda bulunup bulunmadığının test edilmesidir. Örgütsel iklimin, çalışanların... more
Bu çalışmanın amacı, düzenleyici odaklar ve işyeri nezaketsizliği algısı arasındaki ilişkinin ve bu ilişkiye örgütsel iklimin moderatör değişken olarak katkıda bulunup bulunmadığının test edilmesidir. Örgütsel iklimin, çalışanların düzenleyici odaklar yönelimlerinde etkili olabileceğine işaret eden araştırmacıların tavsiyeleri doğrultusunda (Cortina, 2008; Gorman vd., 2012) yönelimci odak-işyeri nezaketsizliği algısı arasındaki ilişkide örgütsel iklimin moderator etkisi olacağı öngörülmüş ve istatistiksel analizler sonucunda düzenleyici etkinin varlığı tespit edilmiştir.
Anahtar Sözcükler: Düzenleyici odaklar, işyeri nezaketsizliği, örgütsel iklim
The purpose of this research is to test whether employee regulatory focus, either prevention or promotion, is related with perceptions of workplace incivility and to test whether the contribution of organizational climate to this relationship will be salient or not. Following the lead of previous researchers pointing to the potential influence of organizational climate on regulatory focus orientations of employees, the contribution of organizational climate to this process as a moderator has been analyzed and confirmed via statistical analyses.
The past several decades have witnessed the rapid globalization of consumption markets and widespread diffusion of information and communication technologies. However, the use of technology by consumers is not a foregone conclusion. We... more
The past several decades have witnessed the rapid globalization of consumption markets and widespread diffusion of information and communication technologies. However, the use of technology by consumers is not a foregone conclusion. We investigate the role of global self-identity on the orientation toward technology readiness and usage. Relying on a social-identity model of motivation as our theoretical framework, we propose a model which incorporates global self-identity (i.e., cosmopolitanism/parochialism and global/local identification) and self-regulation (i.e., promotion and prevention focus) in predicting technology readiness and usage in a self-service technology context. The proposed model is tested in two different cultures, the U.S. and China, and is contrasted with two theoretically-competing models as well. Results provide support for the hypothesized model, and a number of limitations, implications, and directions for future research are discussed.
The authors demonstrate that in dyadic negotiations, negotiators with a promotion regulatory focus achieve superior outcomes than negotiators with prevention regulatory focus in two ways. First, a promotion focus leads negotiators to... more
The authors demonstrate that in dyadic negotiations, negotiators with a promotion regulatory focus achieve superior outcomes than negotiators with prevention regulatory focus in two ways. First, a promotion focus leads negotiators to claim more resources at the bargaining table. In the first two studies, promotion-focused negotiators paid more attention to their target prices (i.e., their ideal outcomes) and achieved more advantageous distributive outcomes than did prevention-focused negotiators. The second study also reveals an important mediating process: Negotiators with a promotion focus made more extreme opening offers in their favor. Second, a promotion focus leads negotiators to create more resources at the bargaining table that benefit both parties. A third study demonstrated that in a multi-issue negotiation, a promotion focus increased the likelihood that a dyad achieved a jointly optimal or Pareto efficient outcome compared to prevention-focused dyads. The discussion focuses on the role of regulatory focus in social interaction and introduces the notion of interaction fit.
Optimism and overconfidence are well documented cognitive biases in the entrepreneurship literature (see Shepherd et al., 2015). Although these attitudes are typically thought to be almost overlapped, empirical studies make evidence of... more
Optimism and overconfidence are well documented cognitive biases in the entrepreneurship literature (see Shepherd et al., 2015). Although these attitudes are typically thought to be almost overlapped, empirical studies make evidence of their different construct (see Trevelyan, 2008, 2011). In the paper at hand we go a step further in dwelling the descriptive and normative motivations inducing misconfidence biases to arise. First, we introduce the definition of optimism as under-estimation of the task difficulty. Second, we define overconfidence as the tendency to overestimate the probability to achieve an uncertain task. To calculate this probability we set up a prescriptive benchmarking-based model. Third, we spotlight situations in enterprise risk management (ERM) where misconfidence biases in judgment emerge. In the path of Bordley et al. (2014) results, overconfidence arises in presence of: (1) optimism coupled with poor entrepreneurial projects, and (2) pessimism coupled with good entrepreneurial projects. The influence of the escalation and de-escalation of commitment effect biases is also discussed. Our study builds a normative foundation for overconfidence and casts light on which circumstances that occurs. Our results have also practical implications. In fact, it is important for entrepreneurs be aware of situations where self-confidence is normatively biased and so, if necessary, mindfully rethink the assumptions and strategies.
It is becoming increasingly evident that current patterns of consumption are not sustainable in the long term. Clearly, the need to persuade consumers to adopt more sustainable lifestyles has never been more urgent. Tbe present research... more
It is becoming increasingly evident that current patterns of consumption are not sustainable in the long term. Clearly, the need to persuade consumers to adopt more sustainable lifestyles has never been more urgent. Tbe present research contributes to our understanding of the effects of message framing by considering the potential moderating influence of consumer concern about global climate change within the context of sustainable consumption. The results of two experiments demonstrate that the US consumer's level of concern for the message-specific issues moderates the strength of the framing effect; effects are larger when concern about climate change is low. In addition, when concern is low, more negative framing and a prevention focus have more favorable persuasive effects. The implications of these findings for consumer welfare and public policy are discussed.
Regulatory fit theory predicts that when individuals adopt strategies that sustain their motivational orientations, they feel right about what is happening. Our aim was to test these predictions at the person-organization level. Across... more
Regulatory fit theory predicts that when individuals adopt strategies that sustain their motivational orientations, they feel right about what is happening. Our aim was to test these predictions at the person-organization level. Across three studies, we expected and found that a feeling right experience that results from a match between an employee and an organizational climate produces perceptions that the company's prevailing procedures are fair. In Study 1 (N = 300), a survey among employees of distinct companies, we observed that the more organizational characteristics matched individual promotion and prevention focus of the employees, the more the employees perceived their workplace as just. Study 2 (N = 139), a randomized-control experiment, replicated this pattern by demonstrating that individuals with a predominant promotion focus assigned fairness to the organizational conduct most strongly when they recalled events characterizing a promotion-oriented environment; on the contrary, individuals with a predominant prevention focus deemed their workplace most fair when they were asked to recall prevention-related conduct of their company. In Study 3 (N = 376), a cross-sectional field study, we found that regulatory non-fit was associated with lower procedural justice perceptions and this, in turn, related to higher burnout. Theoretical and practical implications of applying regulatory fit theory to person-organization relationships are discussed.
This paper examines the relative effectiveness of forming implementation intentions (i.e., making specific plans regarding how to go about achieving a goal) for increasing goal attainment under regulatory fit vs. nonfit. We discuss and... more
This paper examines the relative effectiveness of forming implementation intentions (i.e., making specific plans regarding how to go about achieving a goal) for increasing goal attainment under regulatory fit vs. nonfit. We discuss and empirically test the proposition that regulatory nonfit increases the effectiveness of implementation intentions. Extant research contrasts goals of differing difficulty (e.g., buying a textbook vs. finding an apartment) in order to test the relative effectiveness of implementation intentions. In contrast, the present study focuses on identifying the change in implementation intention effectiveness for the same goal (i.e., collecting and turning in receipts for a reward) under conditions of fit vs. nonfit. We empirically demonstrate that when faced with the same goal, people who experience regulatory nonfit perceive the task to be more difficult to complete than people who experience regulatory fit. In turn, when the task is perceived as being more difficult, implementation intentions prove more effective to enhance goal attainment. Our study provides insight into the interaction between regulatory fit and implementation intentions and subsequent effects on goal attainment.
This article examines how broad motivations for security (prevention) or growth (promotion) differentially affect commitment to a chosen course of action in the presence of alternatives. Past research has demonstrated that when... more
This article examines how broad motivations for security (prevention) or growth (promotion) differentially affect commitment to a chosen course of action in the presence of alternatives. Past research has demonstrated that when prevention-focused, people represent goals as standards that they feel obligated to maintain, whereas when promotion-focused, people rep- resent goals as opportunities that they could ideally attain. Accordingly, prevention-focused individuals should be more likely to show sustained commitment to an existing goal when presented with desirable alternatives whereas promotion-focused individuals should be more likely to shift their effort and attention toward these alternatives. Two studies confirmed that, compared to promotion-focused individuals, prevention-focused individuals showed preferences to retain chosen objects even when offered more desirable options (study 1), and showed a greater spread in their evaluations of chosen over non-chosen options post-choice (study 2).
Initiating and maintaining relationships requires self-regulation. People’s willingness and ability to engage in such self-regulation thus profoundly affects their relationship satisfaction and stability. This chapter examines how... more
Initiating and maintaining relationships requires self-regulation. People’s willingness and ability to engage in such self-regulation thus profoundly affects their relationship satisfaction and stability. This chapter examines how different self-regulatory priorities that arise in relationships—that is, concerns with growth and advancing social connection (promotion) versus security and maintaining social connection (prevention)—play a role in these effects. After describing how concerns with promotion or prevention are represented and experienced, how they arise, and how they are distinct from other relationship motivations, we review several initial programs of research investigating these concerns in relationship contexts. Overall, this research shows that promotion-focused sensitivities and strategies produce eager pursuit of opportunities that relationships can provide and evaluations of relationships based on the potential for future benefits, whereas prevention-focused sensitivities and strategies produce vigilant pursuit of upholding obligations that relationships necessitate and evaluations based on the security the relationship can provide.
Regulatory focus theory [Higgins, E. T. (1998). Promotion and prevention: Regulatory focus as a motivational principle. In M. P. Zanna (Ed.), Advances in experimental social psychology (Vol. 30, pp. 1–46). New York: Academic Press.]... more
Regulatory focus theory [Higgins, E. T. (1998). Promotion and prevention: Regulatory focus as a motivational principle. In M. P. Zanna (Ed.), Advances in experimental social psychology (Vol. 30, pp. 1–46). New York: Academic Press.] argues that concerns with growth and nurturance (i.e., a promotion focus) and concerns with safety and security (i.e., a prevention focus) produce different motives and perception. The current studies test whether regulatory focus also affects individuals’ strivings for self-evaluation. Specifically, we argue that a promotion or a prevention focus directs the self-evaluation process to self-esteem or self-certainty, respectively. Two studies supported this prediction by demonstrating that regulatory focus affects the strength of self-evaluation goals and individuals’ reactions to goal failure. In Study 1, we found that a promotion focus led to a stronger self-esteem goal (as measured by greater accessibility of esteem-related words), whereas a prevention focus led to a stronger self-certainty goal (as measured by greater accessibility of certainty-related words). In Study 2, a promotion failure led to lower self-esteem than a prevention failure, but a prevention failure led to lower self-certainty than a promotion failure. This research suggests an unrecognized role of nurturance and safety concerns in understanding the self-evaluation process.
This three-wave cross-cultural study tested a cross-cultural model that related adolescents' Regulatory Focus (RF) and Future Time Perspective on School and Professional Career (FTP) to their educational and career behaviors, and explored... more
This three-wave cross-cultural study tested a cross-cultural model that related adolescents' Regulatory Focus (RF) and Future Time Perspective on School and Professional Career (FTP) to their educational and career behaviors, and explored whether these relationships are equivalent across countries. Specifically, it addressed the challenging question whether adolescents' moti-vational orientations differ across countries with vastly different cultural values, socioeconomic circumstances and history. A total of 1520 adolescents in the Netherlands, Serbia, and Croatia reported their parents' and their own RF (promotion and prevention), FTP on school and professional career, investment in learning and homework, and career planning, on three time points. Teachers assessed adolescents' investment in learning and provided adolescents' GPA. Based on the multi-group structural equation modeling results, we found good model fits for each country and confirmation of most hypotheses. Results supported that the hypothesized model was cross-culturally valid in the three countries, although FTP related differently to GPA and teacher ratings across the samples. Also, we revealed intriguing differences on adolescents' FTP and RF strategies across the three countries. The findings suggest that FTP and RF play an important role in the learning efforts and career planning of adolescents across different countries.
From an integrative approach of parable interpretation that combines ethical, evolutionary, historical, and psychological perspectives, the current research empirically examined the purely theorized assumption elucidating the behaviors of... more
From an integrative approach of parable interpretation that combines ethical, evolutionary, historical, and psychological perspectives, the current research empirically examined the purely theorized assumption elucidating the behaviors of the priest, Levite, and Samaritan in the good Samaritan parable (Luke 10:25-37) by the regulatory focus theory. In one experiment conducted during the COVID-19 outbreak, 93 Polish participants were randomly assigned to a simulated vignette of the good Samaritan parable where either the prevention or promotion regulatory focus was manipulated. The results confirmed a certain favorable tendency to offer quasi-realistic help in both the regulatory focus conditions. The finding highlights a dynamic association in goal pursuit motivation and prosocial behavior in a pandemic context regarding the good Samaritan parable. The current study is among rare empirical research which reflects a challenge people respond to offer help in simulated scenarios as original as the good Samaritan parable.
Successful innovation requires teams to embrace and enact change. However, team members often differ in their preferences for change. We examine how regulatory focus affects dyadic teams’ tendencies to enact change across an array of... more
Successful innovation requires teams to embrace and enact change. However, team members often differ in their preferences for change. We examine how regulatory focus affects dyadic teams’ tendencies to enact change across an array of repeated brand management decisions. Understanding such tendencies is important, since the innovation process is characterized by a series of investment decisions typically made by teams, yet prone to significant biases. Regulatory focus theory provides a framework for understanding the dominant motivations driving decision-making during goal pursuit. It argues that individuals operate under either a promotion or prevention focus, influencing preferences for stability vs. change. We develop a set of hypotheses regarding regulatory focus match vs. mismatch in teams and their effects on the relative tendency to enact change in decision-making. In the context of dyads involved in a complex management simulation consisting of multiple decision cycles, we empirically demonstrate that a promotion focus match is associated with greater levels of change in decisions than a prevention focus match, regardless of the type of goal pursuit strategy prescribed to dyads. Under regulatory focus mismatch, however, dyads are guided by the goal pursuit strategy (vigilant vs. eager) provided to them, which in turn informs their propensity to implement change.
Building and using social networks is an important factor in individuals’ personal as well as professional success. In the present work, we examine how individuals’ regulatory focus relates to their networking behavior. Findings from a... more
Building and using social networks is an important factor in individuals’ personal as well as professional success. In the present work, we examine how individuals’ regulatory focus relates to their networking behavior. Findings from a sample of 300 entrepreneurs across 25 networking groups showed that a general focus on motivations for growth and advancement (promotion) predicted an increase in out-degree centrality (i.e., how much weekly, business-related contact entrepreneurs had with members in their own networking group), whereas a general focus on motivations for safety and security (prevention) predicted a decrease in out-degree centrality. Moreover, greater out-degree centrality further predicted an increase in the revenue entrepreneurs generated from members in their networking group. These findings demonstrate how individual differences affect personal motivations for how entrepreneurs’ develop and use their business networks and highlight the importance of motivations for growth and security in relationship formation and maintenance more generally.