How regulatory fit enhances motivational strength during goal pursuit

Higgins' (2000) theory of regulatory fit proposes that motivational strength will be enhanced when the manner in which people work toward a goal sustains (rather than disrupts) their regulatory orientation. This enhanced motivational strength in turn should improve efforts at goal attainment. In Experiment 1, predominantly promotion‐ and prevention‐focused participants were given the goal of writing a report on their leisure time, and were assigned either eagerness‐ or vigilance‐framed means to use. Promotion/eagerness and prevention/vigilance participants were about 50% more likely to turn in their reports than promotion/vigilance and prevention/eagerness participants. In Experiment 2, participants read either a promotion‐ or a prevention‐framed health message urging them to eat more fruits and vegetables, and were then asked to imagine either the benefits of compliance or the costs of non‐compliance. Promotion/benefits and prevention/costs participants subsequently ate about 20% more fruits and vegetables over the following week than promotion/costs and prevention/benefits participants. The implications of regulatory fit's enhancement of motivational strength are discussed. Copyright © 2004 John Wiley & Sons, Ltd.     

Achievement orientations from subjective histories of success: Promotion pride versus prevention pride

A new task goal elicits a feeling of pride in individuals with a subjective history of success, and this achievment pride produces anticipatory goal reactions that energize and direct behavior to approach the task goal. By distinguishing between promotion pride and prevention pride, the present paper extends this classic model of achievement motivation. Regulatory focus theory (Higgins, 1997 ) distinguishes between a promotion focus on hopes and accomplishments (gains) and a prevention focus on safety and responsibilities (non‐losses). We propose that a subjective history of success with promotion‐related eagerness (promotion pride) orients individuals toward using eagerness means to approach a new task goal, whereas a subjective history of success with prevention‐related vigilance (prevention pride) orients individuals toward using vigilance means to approach a new task goal. Studies 1–3 tested this proposal by examining the relations between a new measure of participants' subjective histories of promotion success and prevention success (the Regulatory Focus Questionnaire (RFQ)) and their achievement strategies in different tasks. Study 4 examined the relation between participants' RFQ responses and their reported frequency of feeling eager or vigilant in past task engagements. Study 5 used an experimental priming technique to make participants temporarily experience either a subjective history of promotion success or a subjective history of prevention success. For both chronic and situationally induced achievement pride, these studies found that when approaching task goals individuals with promotion pride use eagerness means whereas individuals with prevention pride use vigilance means. Copyright © 2001 John Wiley & Sons, Ltd.     

The influence of lay theories of Feng Shui on consumers' peace of mind: The role of regulatory fit

With its history dating back five millennia, the art of creating harmonious surroundings – commonly referred to as Feng Shui – has become deeply rooted in Chinese culture. Yet despite its significant effect on people's daily lives, a dearth of research is available on how Feng Shui influences consumers' decisions. This study investigates the influence of Feng Shui on customers' attitude based on their regulatory focus, providing suggestions for business opportunities. Three studies examine whether Feng Shui's goals influence participants' decisions and feelings of appropriateness. Study 1 demonstrated that the fit between Feng Shui's suggestions and consumers' regulatory focus impacted decision making. Participants were more likely to adopt the Feng Shui practitioner's suggestions of a goal compatible with the consumers' regulatory focus. Study 2 provided evidence that a regulatory focus also impacts participants' peace of mind. Study 3 tested whether the value experienced from regulatory fit is reflected in the price. Specifically, promotion‐oriented individuals feel more accepting of promotion‐focused Feng Shui that is consistent with an approach goal while prevention‐oriented individuals are more persuaded by prevention‐focused Feng Shui that is consistent with an avoidance goal. When the Feng Shui appeal is compatible with the self‐regulatory focus, individuals demonstrate a greater feeling of appropriateness and produce a higher level of peace of mind.     

Everyday risk taking as a function of regulatory focus

Uncertainty is an inherent aspect of everyday life. However, faced with uncertainty, some individuals take risks more eagerly than others. Regulatory focus theory may explain such differences because risky behavior may arise naturally from the eagerness of promotion focused individuals, while safe behavior may arise naturally from the vigilance of prevention focused individuals. A highly relevant real-life context for studying risk is mobility, as engaging in traffic inherently carries uncertainty about negative outcomes. We present two studies showing a direct link between regulatory focus and risky behavior going beyond traditional laboratory approaches. In both naturalistic speeding behavior (Study 1) and simulated risk taking (Study 2) promotion focus was positively, and prevention focus was negatively related to actual risky behavior.     

Regulatory focus theory: Disentangling goals and strategies

The purpose of this research was to develop and test the Regulatory Goals and Strategies Questionnaire (RGSQ) to promote conceptual and empirical clarity in the literature on regulatory focus theory (RFT). According to RFT, construing an end-state as a maximal goal (ideal, gain, and advancement) elicits the adoption of an eager promotion-focused strategy, whereas construing an end-state as a minimal goal (ought, non-loss, and security) elicits the adoption of a vigilant prevention-focused strategy. This means that promotion-focused eagerness and prevention-focused vigilance can be elicited by various goals and that eager and vigilant strategies are in fact separate from goals. However, extant measurement instruments have not treated them as such. The RGSQ was developed to distinguish various maximal and minimal goals and to separate these goals from promotion- and prevention-focused strategies of eagerness and vigilance. Across three studies that combine six samples (total N = 1848), we examined the factor structure and nomological network of the RGSQ (Study 1: four samples of students and adults) and its predictive validity in a task context (Study 2) and working sample (Study 3). Overall, we found support for the RGSQ's validity and demonstrated that the RGSQ operationalizes regulatory focus in accordance with the theory's core assumptions.     

Superstars are not necessarily role models: Morality perceptions moderate the impact of competence perceptions on supervisor role modeling

There is a general assumption that we choose role models from the ranks of those who have demonstrated extraordinary competence. However, the person perception literature supports the expectation that morality may also matter, and that we may be most likely to role model competent individuals if we also believe that they have good moral character. To test this possibility, we conducted four studies of adults’ role modeling of workplace supervisors. Study 1 (N = 245) and Study 2 (N = 110) showed that workplace supervisors’ perceived competence was most strongly associated with role model perceptions when the supervisor was also seen as moral. Study 3 (N = 492) and 4 (N = 335) replicated these findings with pre‐registered experiments, and revealed indirect effects of supervisor attributes on role modeling through emulation. Results suggest that we choose organizational role models who have achieved success in ways that are in line with our moral values.     

Regulatory Focus Theory: Implications for the Study of Emotions at Work

Previous theory and research have shown that people have two distinct self-regulatory foci. When promotion focused, people are motivated by growth and development needs in which they attempt to bring their actual selves (their behaviors and self-conceptions) in alignment with their ideal selves (self-standards based on wishes and aspirations of how they would like to be). When prevention focused, people are responsive to security needs in which they try to match their actual selves with their ought selves (self-standards based on felt duties and responsibilities). Strategically, eagerness or ensuring gains predominate for promotion-focused persons, whereas vigilance or ensuring nonlosses predominate for prevention-focused persons. People's regulatory focus influences the nature and magnitude of their emotional experience. Promotion-focused people's emotions vary along a cheerful-dejected dimension, whereas prevention-focused people's emotions vary along a quiescent-agitated dimension. We consider the implications of the relationship between regulatory focus and emotions for such topics as person/organization fit, goal-setting theory, expectancy-valence theory, behavioral decision theory, and employee resistance to organizational change. Possible antecedents of employees' regulatory focus also are discussed.     

The rich are different: Unravelling the perceived and self‐reported personality profiles of high‐net‐worth individuals

Beyond money and possessions, how are the rich different from the general population? Drawing on a unique sample of high‐net‐worth individuals from Germany (≥1 million Euro in financial assets; N = 130), nationally representative data (N = 22,981), and an additional online panel (N = 690), we provide the first direct investigation of the stereotypically perceived and self‐reported personality profiles of high‐net‐worth individuals. Investigating the broad personality traits of the Big Five and the more specific traits of narcissism and locus of control, we find that stereotypes about wealthy people's personality are accurate albeit somewhat exaggerated and that wealthy people can be characterized as stable, flexible, and agentic individuals who are focused more on themselves than on others.     

Exploring the effect of regulatory focus on ad attitudes: the moderating roles of message sidedness and argument quality

This research explores the interaction effects of message sidedness and argument quality of ads on how either promotion‐focused or prevention‐focused individuals engender their ad attitudes. Two hundred and forty undergraduates were randomly assigned to a 2 (regulatory focus: prevention‐focus/promotion‐focus) × 2 (message sidedness: one‐sided messages/two‐sided messages) × 2 (argument quality (AQ): weak/strong) between‐subjects design. Results indicate that promotion‐focused individuals tend to engender more favourable attitudes to weak AQ ads than strong AQ ads, whereas prevention‐focused individuals tend to engender more favourable attitudes to strong AQ ads than weak AQ ads. In addition, results indicate more favourable attitudes for one‐sided messages over two‐sided messages for promotion‐focused individuals, as well as more favourable attitudes for two‐sided messages over one‐sided messages for prevention‐focused individuals. Furthermore, one‐sided messages result in more favourable ad attitudes when linked with weak AQ for promotion‐focused individuals; in contrast, two‐sided messages elicit more favourable ad attitudes when linked with strong AQ for prevention‐focused individuals. Results suggest that message sidedness and argument quality are closely related to regulatory focus, which has a direct impact on ad attitudes. Practical implications, theoretical contributions, limitations and directions for future research are discussed.     

Testing the bi‐dimensional effects of attitudes on behavioural intentions and subsequent behaviour

Attitudes are typically treated as unidimensional predictors of both behavioural intentions and subsequent behaviour. On the basis of previous research showing that attitudes comprise two independent, positive and negative dimensions, we hypothesized that attitudes would be bi‐dimensional predictors of both behavioural intentions and subsequent behaviour. We focused on health‐risk behaviours. We therefore also hypothesized that the positive dimension of attitude (evaluations of positive behavioural outcomes) would better predict both behavioural intentions and subsequent behaviour than would the negative dimension, consistent with the positivity bias/offset principle. In Study 1 (cross sectional design), N = 109 university students completed questionnaire measures of their intentions to binge‐drink and the positive and negative dimensions of attitude. Consistent with the hypotheses, both attitude dimensions independently predicted behavioural intentions and the positive dimension was a significantly better predictor than was the negative dimension. The same pattern of findings emerged in Study 2 (cross sectional design; N = 186 university students) when we predicted intentions to binge‐drink, smoke and consume a high‐fat diet. Similarly, in Study 3 (prospective design; N = 1,232 speed limit offenders), both the positive and negative dimensions of attitude predicted subsequent (6‐month post‐baseline) speeding behaviour on two different road types and the positive dimension was the better predictor. The implications for understanding the motivation of behaviour and the development of behaviour‐change interventions are discussed.     

Changing Me,Changing Us: Relationship Quality and Collective Efficacy as Major Outcomes in Systemic Couple Therapy

We examine the sensitivity to change in the Evaluation of Social Systems (EVOS) scale, which assesses relationship quality and collective efficacy. In Study 1 we conducted a waitlist‐control, short‐term couple therapy RCT study (N = 43 couples) with five systemic therapy sessions treating communication and partnership problems; our intent was to provide high external validity. Construct validity of EVOS was assessed by comparison with additionally applied scales (Family Scales; Outcome Questionnaire, OQ‐45.2). In Study 2, N = 332 individuals completed an experiment with high internal validity in order to verify sensitivity to change in three different social contexts. Results from Study 1 revealed a significant increase in relationship quality in the treatment group directly after treatment, as compared to the control group. Sensitivity to change was slightly better for EVOS than for other measures. While this positive change could not be fully sustained between posttreatment and a 4‐week follow‐up, EVOS score did not fall below baseline and pretreatment levels, supporting moderate‐to‐large sensitivity to change. Study 2 supported high sensitivity to change in EVOS for couple relations, family relations, and work‐team relationships. Therefore, EVOS can be used as an outcome measure to monitor the process of systemic interventions focusing on relationship quality and collective efficacy. Due to its sensitivity to change, EVOS can provide evidence for treatment success with regard to relationship aspects.     

Antecedents and consequences of autonomy- and dependency-oriented help toward refugees

We tested antecedents (paternalistic beliefs; Study 1) and consequences (social change potential; Study 2) of autonomy- and dependency-oriented help and developed scales assessing paternalistic beliefs and both forms of help. In Study 1 (N = 143 Germans), we focused on paternalistic beliefs as an antagonist to social change and a key distinguishing variable between engagement in both forms of help. As expected, paternalistic beliefs were positively related to dependency-oriented help, mediated by concern for a positive national moral image, but negatively related to autonomy-oriented help, mediated by perceived competence of refugees. In Study 2, both refugees (N = 80) and Germans (N = 94) perceived autonomy-oriented help to have more potential for social change than dependency-oriented help.     

Marines,medics, and machismo: Lack of fit with masculine occupational stereotypes discourages men's participation

Women have made substantial inroads into some traditionally masculine occupations (e.g., accounting, journalism) but not into others (e.g., military, surgery). Evidence suggests the latter group of occupations is characterized by hyper‐masculine ‘macho’ stereotypes that are especially disadvantageous to women. Here, we explore whether such macho occupational stereotypes may be especially tenacious, not just because of their impact on women, but also because of their impact on men. We examined whether macho stereotypes associated with marine commandos and surgeons discourage men who feel that they are ‘not man enough’. Study 1 demonstrates that male new recruits' (N = 218) perceived lack of fit with masculine commandos was associated with reduced occupational identification and motivation. Study 2 demonstrates that male surgical trainees' (N = 117) perceived lack of fit with masculine surgeons was associated with reduced identification and increased psychological exit a year later. Together, this suggests that macho occupational stereotypes may discourage the very men who may challenge them.     

Regulatory Focus and Individual Sales Performance of Field Marketers: A Constructive Replication

abstract

We tested whether field marketers’ regulatory focus predicted their performance. Promotion focus spurs eagerness (acting on opportunity, to advance), whereas prevention focus spurs vigilance (not acting, to maintain security). When sales work involves approaching as many new buyers as possible for single transactions (and little else), promotion focus is well suited for sales performance, and prevention focus is counterproductive. Accordingly, prior research found that promotion focus positively, and prevention focus negatively, predicts performance in such a context. We attempt constructive replication of these findings using stronger methodology. Our study (N?=?156) showed that promotion focus positively, and prevention focus negatively, predicted performance. The study replicated previous findings and showed similar, though in most cases slightly smaller, effect sizes than the original study.     

How regulatory focus–mode fit impacts variety-seeking

Variety-seeking research has examined antecedents in terms of contextual factors and individual differences. However, it does not consider the interaction of individual difference factors such as regulatory focus (promotion vs. prevention) and regulatory mode (locomotion vs. assessment) to predict variety-seeking. Drawing on regulatory fit theory, this study introduces a new kind of regulatory fit based on the interaction between regulatory focus and mode (i.e., regulatory focus–mode fit), thereby extending previous work examining fit based on either regulatory focus or regulatory mode in isolation. Results from five studies, including field data from 10,547 music app consumers (text analysis), two preregistered studies, and two online experiments, show that regulatory focus–mode fit (vs. non-fit) decreases variety-seeking. Engagement and attitude certainty serially mediate regulatory focus–mode fit effects. Findings provide implications for consumer segmentation and message framing.     

Identity centrality moderates the relationship between acceptance of group‐based stressors and well‐being

Two two‐wave studies were used to examine the proposition that identity centrality enhances the effectiveness of stressor acceptance in the face of group‐based stressors. Study 1 was conducted in newly commencing psychology students (N = 154). Stressor intensity, psychology student identity centrality, and attempted stressor acceptance were measured at two‐time points over 6‐weeks. Study 2 was conducted in a group of early to late career veterinarians (N = 92) and extended Study 1 by assessing stressor frequency as an indicator of the level of demand. Veterinarian identity centrality and stressor acceptance were measured twice over 12‐months. Both studies provided support for the predicted three‐way interaction. Only when Time 1 stressors and identity centrality were both high was stressor acceptance related to a reduction in perceived stressor intensity (Study 1) or burnout symptoms (Study 2) at Time 2. These findings suggest that identity centrality enhances the effectiveness of stressor acceptance for supporting wellbeing and resilience.     

Beyond the big five as predictors of dispositions toward ridicule and being laughed at: The HEXACO model and the dark triad

We aimed to extend research on dispositions toward ridicule and being laughed at by testing the localization of the fear of (gelotophobia) and the joy in (gelotophilia) being laughed at, and the joy in laughing at others (katagelasticism) in the HEXACO model and the Dark Triad traits (both have not been examined so far). Study 1 (HEXACO model: N = 216) showed that gelotophobia was related to low extraversion, high emotionality, and low honesty‐humility; gelotophilia to high extraversion and high openness to experience; and katagelasticism to low agreeableness and low honesty‐humility. These results were similar to prior findings based on the Five‐Factor model, and supported the notion that the honesty‐humility trait contributes to the prediction of individual differences in gelotophobia and katagelasticism. Study 2 (Dark Triad: N = 204) showed that gelotophobia was related to high Machiavellianism and low narcissism; gelotophilia to high narcissism; and katagelasticism to high psychopathy and high Machiavellianism. These data helped to clarify our findings on the honesty‐humility trait, showing that gelotophobes and katagelasticists differ in their socially aversive characteristics. Overall, this research provides empirical evidence that dark (but subclinical) traits can be seen as relevant personality predictors of how people deal with laughter and ridicule.     

Subscales of the Barratt Impulsiveness Scale differentially relate to the Big Five factors of personality

The place of impulsiveness in multidimensional personality frameworks is still unclear. In particular, no consensus has yet been reached with regard to the relation of impulsiveness to Neuroticism and Extraversion. We aim to contribute to a clearer understanding of these relationships by accounting for the multidimensional structure of impulsiveness. In three independent studies, we related the subscales of the Barratt Impulsiveness Scale (BIS) to the Big Five factors of personality. Study 1 investigated the associations between the BIS subscales and the Big Five factors as measured by the NEO Five‐Factor Inventory (NEO‐FFI) in a student sample (N = 113). Selective positive correlations emerged between motor impulsiveness and Extraversion and between attentional impulsiveness and Neuroticism. This pattern of results was replicated in Study 2 (N = 132) using a 10‐item short version of the Big Five Inventory. In Study 3, we analyzed BIS and NEO‐FFI data obtained from a sample of patients with pathological buying (N = 68). In these patients, the relationship between motor impulsiveness and Extraversion was significantly weakened when compared to the non‐clinical samples. At the same time, the relationship between attentional impulsiveness and Neuroticism was substantially stronger in the clinical sample. Our studies highlight the utility of the BIS subscales for clarifying the relationship between impulsiveness and the Big Five personality factors. We conclude that impulsiveness might occupy multiple places in multidimensional personality frameworks, which need to be specified to improve the interpretability of impulsiveness scales.     

National identification and support for discriminatory policies: The mediating role of beliefs about laïcité in France

In France, laïcité is a legal principle enforcing State secularism. However, research indicates that Modern (vs. traditional) beliefs about laïcité (ML) help legitimate prejudice against minorities. From Social Identity Theory, we hypothesized that ML should be positively linked with national identification, stereotyping, prejudice and support for discrimination. Accordingly, we demonstrate that ML independently predicts support for discriminatory policies (Study 1a, N = 241) and Maghrebi IAT scores (Study 1b, N = 242). ML mediates the link between national identification and Generalized Prejudice (Study 2a, N = 215; Study 2d, N = 114) as well as Support for Discriminatory Policies (Study 2b, N = 250). Experimental corroboration of this mediation was provided (Study 2c, N = 100). An exploratory study showed that priming ML led to more support for discrimination through national identification (Study 3, N = 89). These results reveal the important intergroup regulation feature of ML beliefs in France.     

Safe driving communication: A regulatory focus perspective

This research article examines the effects of self‐regulation on adolescents' aggressive driving tendencies and their attitudes toward safe driving communication. Two experimental studies demonstrate that an individual's regulatory orientation is a good predictor of aggressive driving tendencies and that self‐regulation plays a moderating role on the effects of safe driving messages on recipients' attitudes. Specifically, the findings reveal that promotion‐oriented (vs. prevention‐oriented) individuals are more likely to demonstrate aggressive driving tendencies. In addition, promotion‐oriented individuals show more favorable attitudes toward gain‐framed safe driving messages than loss‐framed messages. Prevention‐oriented individuals show the opposite pattern. Implications for theory and practice are discussed.