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1.
Transfer of value from fit 总被引:9,自引:0,他引:9
Higgins ET Chen Idson L Freitas AL Spiegel S Molden DC 《Journal of personality and social psychology》2003,84(6):1140-1153
People experience regulatory fit when they pursue a goal in a manner that sustains their regulatory orientation (E. T. Higgins, 2000). Five studies tested whether the value experienced from regulatory fit can transfer to a subsequent evaluation of an object. In Studies 1 and 2, participants gave the same coffee mug a higher price if they had chosen it with a strategy that fit their orientation (eager strategy/promotion; vigilant strategy/prevention) than a strategy that did not fit. Studies 3-5 investigated possible mechanisms underlying this effect. Value transfer was independent of positive mood, perceived effectiveness (instrumentality), and perceived efficiency (ease), and occurred for an object that w as independent of the fit process itself. The findings supported a value confusion account of transfer. 相似文献
2.
Lucia Mannetti Mauro Giacomantonio E. Tory Higgins Antonio Pierro Arie W. Kruglanski 《European journal of social psychology》2010,40(2):206-215
The present studies aimed to extend Regulatory Fit Theory in the domain of persuasive communication by (a) using printed advertisement images without any verbal claim, instead of purely or mostly verbal messages; (b) selecting the images to fit the distinct orientations of regulatory mode rather than regulatory focus; and (c) priming regulatory mode orientation instead of relying on chronic prevalence of either locomotion or assessment orientation. We found that recipients primed with a locomotion orientation experienced fit, and were more persuaded, when exposed to “dynamic” versus “static” visual images; conversely, recipients primed with an assessment orientation experienced fit and were more persuaded when exposed to “static” versus “dynamic” images. Our findings show that the experience of fit can be induced by visual messages, resulting in positive effects in terms of attitude toward product advertisement and estimated price of advertised products. Copyright © 2010 John Wiley & Sons, Ltd. 相似文献
3.
Antonio Pierro Fabio Presaghi Tory E. Higgins Arie W. Kruglanski 《The British journal of educational psychology》2009,79(4):599-615
Background Three studies carried out in educational settings examined determinants of teacher's instructional styles and students' degree of satisfaction with the learning climates created by such styles. Aims Based upon regulatory mode theory, Studies 1 and 2 tested the hypotheses that teachers' locomotion orientation will be positively related, and their assessment orientation will be negatively related, to autonomy supportive (vs. controlling) instructional styles. Study 3 tested the hypothesis that students' regulatory mode will exhibit a fit effect with the prevalent learning climate in their school. Samples Participants for Study 1 were 378 teachers (278 females); for Study 2 were 96 teachers (65 females); and for Study 3 were 190 students (all males). Method Participants completed questionnaires that included measures of teaching styles (Studies 1 and 2), perceived learning climate and satisfaction (Study 3), and regulatory mode orientations (Studies 1 and 3). In Study 2 regulatory mode orientations were experimentally induced. Results Results confirmed that teachers' autonomy supportive versus controlling styles were positively related to their locomotion orientations and negatively related to their assessment orientation, and that students with a stronger locomotion (vs. assessment) orientation reported a higher level of satisfaction when the learning climate was perceived as autonomy supportive (vs. controlling). Conclusions The present studies show that teachers' preference for adopting an instructional style is influenced by their regulatory mode orientations, and that the effects of a learning climate on students' satisfaction are contingent on a fit between type of learning climate and students' regulatory mode orientations. 相似文献
4.
E. Tory Higgins 《Journal of Consumer Psychology》2002,12(3):177-191
I propose that different relations among basic components of self‐regulation produce distinct types of decision value: (a) Outcome value is produced when the consequences of a decision are relevant to the regulatory orientation of the decision maker, (b) value from fit is produced when goal pursuit means suit the regulatory orientation of the decision maker, and (c) value from proper means is produced when goal pursuit means are in agreement with established rules and normative principles. I use the regulatory focus distinction between promotion focus concerns with aspirations and accomplishments and prevention focus concerns with safety and responsibilities (Higgins, 1997, 1998) to illustrate outcome value and value from fit. Justification of a decision is used to illustrate value from proper means. I propose that decision makers are unlikely to distinguish among their experiences of these 3 types of value, and thus value from fit and value from proper means can be transferred to outcome value. I present evidence of such value transfer and consider its implications for value to the customer. I also reconsider sunk costs and the endowment effect in light of there being value beyond outcome value. 相似文献
5.
Henning Plessner Christian Unkelbach Daniel Memmert Anna Baltes Andreas Kolb 《Psychology of sport and exercise》2009,10(1):108-115
ObjectivesAccording to regulatory focus theory, goal pursuit can be achieved by either keeping a promotion or a prevention focus [Higgins, E. T. (1997). Beyond pleasure and pain. American Psychologist, 52, 1280–1300; Higgins, E. T. (2000). Making a good decision: value from fit. American Psychologist, 55, 1217–1230]. Moreover, it has been assumed that people experience fit when they pursue a goal in a manner that sustains their chronic orientation and that fit has a positive impact on performance. In two studies, we investigated the significance of regulatory focus and fit in the realm of sports performance, such as the success rate in a soccer penalty-shooting task.Methods and ResultsIn a pilot study, we assessed the chronic regulatory orientation of 211 athletes from different sports. Among others, we found more promotion focus with attackers than with defenders. In the main study, we assessed the chronic regulatory orientation of 20 soccer players who took part in a penalty-shooting task. For half of them, the task was described in terms of promotion, for the others in terms of prevention. We found a positive impact of regulatory fit on scoring performance.ConclusionsOur findings demonstrate a great potential of regulatory focus theory for the understanding and enhancement of sport performance. The assessment of athletes' chronic regulatory orientation could be of importance for the selection of athletes, the adjustment of tactics and strategies, and coaches' framing of instructions. 相似文献
6.
Antonio Pierro Susanne Leder E. Tory Higgins Antonio Aiello 《Journal of experimental social psychology》2008,44(2):321-329
The present studies examined the influence of two regulatory mode concerns—a locomotion concern with movement from state to state and an assessment concern with making comparisons [see Higgins, E. T., Kruglanski, A. W., & Pierro, A. (2003). Regulatory mode: Locomotion and assessment as distinct orientations. In M. P. Zanna (Ed.), Advances in Experimental Social Psychology (Vol. 35, pp. 293-344). New York: Academic Press]—on engaging in counterfactual thinking and experiencing post-decisional regret. When contemplating a decision with a negative outcome, it was predicted that high (vs. low) locomotion would induce less counterfactual thinking and less regret, whereas the opposite would be true for high (vs. low) assessment. Locomotion and assessment orientations were measured as chronic individual differences in Study 1 and 2, and were induced experimentally in Study 3. In Study 1 and 3 a purchase scenario with a negative outcome was used to elicit counterfactuals and regret, while in Study 2 participants were asked to recall one of their own personal purchases that had a negative outcome. The results supported our predictions. We discuss the implications of these findings for the nature of counterfactual thinking and regret from the perspective of their relation to regulatory mode. 相似文献
7.
Most of the experiments which give theories of embodied cognition their empirical anchorage only take into consideration the motor responses induced by the task or the motor component of the visual stimulus. And yet, these motor responses are often associated with a linguistic answer. Our hypothesis is that “YES” and “NO” verbal responses have a motor component. In a first experiment we showed that producing a verbal response (YES vs. NO) involves motor planning (pushing vs. pulling): participants push a lever more quickly when they have to answer “yes” than “no”, and conversely, they pull a lever more quickly when they have to answer “no” than “yes”. Moreover, in a second experiment, we showed that perceiving the words “YES” and “NO”, on its own, leads to the same motor planning than when “yes” and “no” answers actually have to be produced. Participants detect the word “YES” faster when they have to push a lever than when they have to pull it and conversely they detect the word “NO” faster when they have to pull the lever than when they have to push it down. These results are discussed in reference to “online” and “offline embodiment” concepts and to the cognitive linguistic theories. 相似文献
8.
Lily Benjamin Francis J. Flynn 《Organizational behavior and human decision processes》2006,100(2):216-230
In this article, we consider the relationship between regulatory orientation and transformational leadership. Specifically, we propose that the effectiveness of transformational leadership depends on followers’ regulatory mode—the manner in which they pursue goals. Based on regulatory fit theory ([Higgins, 2000] and [Higgins, 2002]), we hypothesize that transformational leadership will be more effective in increasing motivation and eliciting positive evaluations from people with more of a locomotion mode (those who focus on movement from one state to another) rather than people with more of an assessment mode (those who make comparisons and judgments before acting). We find support for these ideas using data collected from a survey of executives and two original experimental designs, one in which regulatory mode is measured as a chronic disposition and the other in which it is situationally induced. 相似文献
9.
10.
Abigail A. Scholer Steven J. Stroessner 《Journal of experimental social psychology》2008,44(3):767-774
Regulatory focus theory distinguishes between two motivational systems—a promotion system concerned with nurturance and advancement and a prevention system concerned with security and safety [Higgins, E. T. (1997). Beyond pleasure and pain. American Psychologist, 52, 1280-1300]. In signal detection terms, a preference for eager strategies within the promotion system has been equated with a “risky” bias, whereas a preference for vigilant strategies within the prevention system has been equated with a “conservative” bias. However, we propose that when prevention-focused individuals face negative input, they should be willing to incur false alarms to ensure that negative stimuli are correctly identified. Across six studies, we found for negative stimuli a reversal of the traditional finding that prevention participants show a conservative bias in information processing. In these studies, prevention participants consistently exhibited a risky bias when the input was negative. We suggest that this new tactic—a risky bias in response to negativity—best serves the prevention strategy of vigilance. 相似文献
11.
Making a good decision: value from fit 总被引:22,自引:0,他引:22
Higgins ET 《The American psychologist》2000,55(11):1217-1230
The classic answer to what makes a decision good concerns outcomes. A good decision has high outcome benefits (it is worthwhile) and low outcome costs (it is worth it). I propose that, independent of outcomes or value from worth, people experience a regulatory fit when they use goal pursuit means that fit their regulatory orientation, and this regulatory fit increases the value of what they are doing. The following postulates of this value from fit proposal are examined: (a) People will be more inclined toward goal means that have higher regulatory fit, (b) people's motivation during goal pursuit will be stronger when regulatory fit is higher, (c) people's (prospective) feelings about a choice they might make will be more positive for a desirable choice and more negative for an undesirable choice when regulatory fit is higher, (d) people's (retrospective) evaluations of past decisions or goal pursuits will be more positive when regulatory fit was higher, and (e) people will assign higher value to an object that was chosen with higher regulatory fit. Studies testing each of these postulates support the value-from-fit proposal. How value from fit can enhance or diminish the value of goal pursuits and the quality of life itself is discussed. 相似文献
12.
Scott Motyka Dhruv Grewal Nancy M. Puccinelli Anne L. Roggeveen Tamar Avnet Ahmad Daryanto Ko de Ruyter Martin Wetzels 《Journal of Consumer Psychology》2014,24(3):394-410
Regulatory fit, or the match between an individual's regulatory orientation and the strategy used to sustain it, offers a pervasive predictor of customer behavior. Merely reaching a decision in a certain way influences the value of a decision or an outcome. In this research, we conduct a meta-analysis to more fully articulate the role of important conceptual moderators and demonstrate their differential effects on evaluation, behavioral intention, and behavior. In particular, we look at the source of regulatory focus (self-prime, situation-prime, chronic), the orientation (prevention, promotion), how fit is created (sustaining, matching), how fit is constructed (action, observation), and the scope of fit (incidental, integral). We also shed light on the role of several contextual factors. 相似文献
13.
Ilona M. McNeill E. Tory Higgins Carsten K. W. De Dreu Bernard A. Nijstad 《决策行为杂志》2012,25(3):315-327
In decision making, people can focus on decisional outcomes (outcome focus), but they can also focus on gaining knowledge about the decisional domain (learning focus). Furthermore, people differ in the strength of their epistemic needs—their preference for developing a rich and accurate understanding of the world. We invoke the regulatory fit theory to predict that higher epistemic needs better fit a learning focus than lower epistemic needs, resulting in a greater increase in valuation of the chosen option when a learning rather than an outcome focus is induced. This general hypothesis was tested and supported in three studies, each focusing on a different proxy to epistemic needs. Thus, individuals experienced greater value when they had lower expertise (Study 1), higher need for assessment (Study 2), and higher need for cognition (Study 3) when a learning rather than an outcome focus was induced. Implications for work on epistemic needs, regulatory fit theory, and decision‐making practice are discussed. Copyright © 2011 John Wiley & Sons, Ltd. 相似文献
14.
Andrew Li Joel Evans Michael S. Christian Stephen W. Gilliland Edgar E. Kausel Jordan H. Stein 《Organizational behavior and human decision processes》2011
We investigated the interactive effects of regulatory focus priming and message framing on the perceived fairness of unfavorable events. We hypothesized that individuals’ perceptions of fairness are higher when they receive a regulatory focus prime (promotion versus prevention) that is congruent with the framing of an explanation (gain versus loss), as opposed to one that is incongruent. We also hypothesized that these effects are mediated by counterfactual thinking. Three studies revealed that primed regulatory fit (promotion/gain or prevention/loss) led to higher levels of justice perceptions than regulatory misfit (promotion/loss or prevention/gain). Additionally, “could” and “should” counterfactuals partially mediated the relationship between regulatory fit and interactional justice (Study 3). 相似文献
15.
Orehek E Mauro R Kruglanski AW van der Bles AM 《Journal of personality and social psychology》2012,102(1):22-31
Means of goal attainment are said to be multifinal when they are capable of attaining more than 1 goal at the same time. Such means have an advantage over unifinal means because they have the potential to attain greater overall value. However, they have the disadvantage (relative to unifinal means) of diluting the association between the means and each of the goals (Zhang, Fishbach, & Kruglanski, 2007). In turn,diluted association strength is often interpreted as reduced means’ instrumentality. Given these tradeoffs between value (favoring a multifinal option) and instrumentality (favoring the unifinal option), the question is under what conditions 1 or the other would be selected. Based on regulatory mode theory(Higgins, Kruglanski, & Pierro, 2003; Kruglanski et al., 2000), we predicted and found in 5 experiments that individuals operating in a locomotion self-regulatory mode prefer a unifinal to multifinal means,whereas individuals operating in an assessment mode prefer multifinal to unifinal means. Implications of these findings for self-regulatory phenomena are discussed. 相似文献
16.
In the context of decision‐making research, people's regulatory orientation mode (i.e., assessment and locomotion modes) has been included among the most prominent individual difference variables, which may potentially account for choice behaviour. Thus, the main objective of our experiment was to investigate the relations between habitual use of regulatory mode and risk‐taking through people's time horizon. Risk‐taking was appraised using a behavioural measure (i.e., BART) 1 month following evaluation of habitual use of regulatory mode. The findings revealed a significant negative association between the assessment mode and risk‐taking through individual differences in time horizon. 相似文献
17.
Cynthia A. PedregonRoberta L. Farley Allison DavisJames M. Wood Russell D. Clark 《Personality and individual differences》2012,52(2):213-217
It is well established that respondents are much more likely to rate themselves highly on personality questionnaire items with high social desirability (SD) than on items with low SD. However, conflicting explanations have been offered for this phenomenon. In the present study, 286 participants were randomly assigned to four groups that rated 119 items from two well-known personality questionnaires. One group of participants rated themselves, a second group rated their family and friends, a third rated “people in general,” and a fourth rated the items’ SD. It was found that mean SD ratings of personality items were highly correlated with mean self-ratings and with mean ratings of family and friends for the same items (all rs > .800), but not with mean ratings of “people in general.” In other words, participants strongly tended to rate themselves, their family, and their friends as high on socially desirable qualities, but this tendency did not extend to ratings of people in general. These results support the conclusion that respondents’ personality ratings of themselves, their family and friends, but not of people in general, are influenced by the form of self-serving bias known as the “better than average effect.” 相似文献
18.
Moral value transfer from regulatory fit: what feels right is right and what feels wrong is wrong 总被引:3,自引:0,他引:3
People experience regulatory fit (E. T. Higgins, 2000) when the strategic manner of their goal pursuit suits their regulatory orientation, and this regulatory fit feels right. Fit violation feels wrong. Four studies tested the proposal that experiences of fit can transfer to moral evaluations. The authors examined transfer of feeling wrong from fit violation by having participants in a promotion or prevention focus recall transgressions of commission or omission (Studies 1 and 2). Both studies found that when the type of transgression was a fit violation, participants expressed more guilt. Studies 3 and 4 examined transfer of feeling right from regulatory fit. Participants evaluated conflict resolutions (Study 3) and public policies (Study 4) as more right when the means pursued had fit. 相似文献
19.
The present research introduces the concept of decisional fit. A decision maker experiences decisional fit when the individually preferred decision strategy fits the actually applied strategy. In accordance to other fit‐concepts in psychology (e.g., person–environment fit), we expected positive effects of decisional fit. Five studies examine the effects of a fit between the individual preference for intuition and deliberation (PID) and the actually used decision strategy (intuition or deliberation). A comparison of extreme types (according to participants' values on the PID scale) revealed that decisional fit enhances the perceived value of the chosen or evaluated object (Studies 1–3). In Studies 4 and 5, participants experienced less regret after decisional fit. The findings highlight the importance of considering individual differences when comparing intuitive and deliberate decision making, because strategy preferences interact with applied strategies. Copyright © 2008 John Wiley & Sons, Ltd. 相似文献