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1.
Sophie Trawalter 《Journal of experimental social psychology》2006,42(3):406-412
Recent research finds that interracial interactions can negatively impact executive function. The present study examined whether regulatory focus may moderate this effect. Specifically, prior to an interracial interaction, 45 White female students were told either to try to have a positive interracial exchange (promotion focus), avoid prejudice (prevention focus), or given no instruction (control). After the interaction, participants completed the Stroop color-naming task, which assessed executive attentional task performance. Results revealed that participants in the prevention and the no instruction, control conditions performed worse on the Stroop than participants in the promotion condition. The findings suggest that promoting positive contact through active engagement rather than prejudice avoidance attenuates the previously documented negative effects of interracial contact on cognitive functioning. 相似文献
2.
Bringing ethics into focus: How regulatory focus and risk preferences influence (Un)ethical behavior
In four laboratory studies, we find that regulatory focus induced by situational cues (such as the framing of an unrelated task) or primed influences people’s likelihood to cross ethical boundaries. A promotion focus leads individuals to be more likely to act unethically than a prevention focus (Studies 1, 2, and 3). These higher levels of dishonesty are explained by the influence of a person’s induced regulatory focus on his or her behavior toward risk. A promotion focus leads to risk-seeking behaviors, while a prevention focus leads to risk avoidance (Study 3). Through higher levels of dishonesty, promotion focus also results in higher levels of virtuous behavior (Studies 2 and 3), thus providing evidence for compensatory ethics. Our results also demonstrate that the framing of ethics (e.g., through an organization’s ethics code) influences individuals’ ethical behavior and does so differently depending on an individual’s induced regulatory focus (Study 4). 相似文献
3.
Michel Tuan Pham Tamar Avnet 《Organizational behavior and human decision processes》2009,108(2):267-278
Results from four studies show that the reliance on affect as a heuristic of judgment and decision making is more pronounced under a promotion focus than under a prevention focus. Two different manifestations of this phenomenon were observed. Studies 1–3 show that different types of affective inputs are weighted more heavily under promotion than under prevention in person-impression formation, product evaluations, and social recommendations. Study 4 additionally shows that valuations performed under promotion are more scope-insensitive—a characteristic of affect-based valuations—than valuations performed under prevention. The greater reliance on affect as a heuristic under promotion seems to arise because promotion-focused individuals tend to find affective inputs more diagnostic, not because promotion increases the reliance on peripheral information per se. 相似文献
4.
Leigh Ann Vaughn Jolie Baumann Christine Klemann 《Journal of research in personality》2008,42(4):886-894
Regulatory fit occurs when one’s strategies of goal pursuit sustain one’s interests in an activity, which can enhance motivation [e.g., Higgins, E. T. (2005). Value from regulatory fit. Current Directions in Psychological Science, 14, 209–213]. Because the strategic inclinations of people high (low) in Openness are similar to those of people in a promotion (prevention) focus, regulatory fit should be possible. We found that people higher in Openness were more motivated to pursue promotion-related goals (hopes/aspirations in Study 1 and a gain-framed goal in Study 2) and less motivated to pursue prevention-related goals (duties/obligations in Study 1 and a loss-framed goal in Study 2). We discuss how other traits might relate to motivation to pursue promotion- and prevention-related goals as well as other future research directions for regulatory focus and Openness. 相似文献
5.
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
6.
Lisa R. Grimm W. Todd Maddox Grant C. Baldwin 《Journal of experimental social psychology》2008,44(3):920-927
Motivation affects the degree to which people engage in tasks as well as the processes that they bring to bear. We explore the proposal that a fit between a person’s situationally induced self-regulatory focus and the reward structure of the task that they are pursuing supports greater flexibility in processing than does a mismatch between regulatory focus and reward structure. In two experiments, we prime regulatory focus and manipulate task reward structure. Our participants perform a rule-based learning task whose solution requires flexible strategy testing as well as an information-integration task for which flexible strategy use hinders learning. Across two experiments, we predict and obtain a three-way interaction between regulatory focus, reward structure, and task. Relative to a mismatch, a match leads to better rule-based task performance, but worse performance on the information-integration task. We relate these findings to other work on motivation and choking under pressure. 相似文献
7.
The self-regulation of motivation model suggests that under certain circumstances, people will strategically vary a boring
task to enhance their motivational experience. In three experiments we tested whether the likelihood of this task variation
depends on a person’s orientation to promote success or prevent failure. Across studies, all participants engaged in a boring
letter-copying task which was coded for task variation. Results showed that a promotion focus led to greater task variation,
whereas a prevention focus led to lesser task variation. Furthermore, for those people who varied the task under a promotion
focus, greater intrinsic motivation (defined as intent for future task-related behavior and as self-reported immediate task
interest) was observed. Results were evident when the foci were induced below conscious awareness (Experiment 1), subtly (Experiment 2), and overtly (Experiment 3). Implications for academic and work-related tasks are discussed. 相似文献
8.
Negotiators may use vigilant, loss-minimizing strategies or eager, gain-maximizing strategies. The present study provides evidence that preferences for these different strategies depend on negotiator role and personal orientation. In a price negotiation, buyers and prevention-focused individuals prefer vigilant strategies, whereas sellers and promotion-focused individuals prefer eager strategies. When there is a match between the strategy and the role (role–strategy fit) or between the strategy and the individual's regulatory focus orientation (focus–strategy fit), the negotiator experiences more fit and plans to be more demanding in the negotiation. By manipulating strategy in a real, binding negotiation, we reveal its importance in determining negotiators' subjective experiences and planned demand. Our results show that shared strategic preferences between different motivational orientations—negotiator role and personal regulatory focus—can create self-regulatory compatibility. 相似文献
9.
10.
Geoffrey J. Leonardelli Jessica L. Lakin 《Journal of experimental social psychology》2007,43(6):1002-1009
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. 相似文献
11.
Russell Cropanzano Layne Paddock Deborah E. Rupp Jessica Bagger Amanda Baldwin 《Organizational behavior and human decision processes》2008
Judgments of fairness take into account at least two pieces of information—the outcome received and the process by which the outcome was assigned. Generally speaking, low levels of fairness are apt to be reported when the outcome is unfavorable and the allocation process is deemed inappropriate. In this study, we investigate how regulatory focus theory can further our understanding of the process by outcome interaction. Specifically, when individuals are working to add to their earnings (a promotion focus) the typical effect is observed. However, when individuals are focused on maintaining something that is their own (a prevention focus) the most negative emotion occurs when individuals are allocated an unfavorable outcome through a process that contains procedural safeguards. 相似文献
12.
This study aimed to examine responses of sensation seekers concerning their tendency to take risks in driving in mortality salience. Ss completed the Zuckerman's Sensation Seeking scale (SSS). Two weeks later Ss were divided into two groups; the experimental group, which was exposed to a terrifying video film dealing with consequences of risky driving and a control group with a nature video film. After watching the films, each participant was asked to complete a risk-taking inventory (RT), which referred to the extent of risk s/he would take while driving. High sensation seekers reported more risk taking in driving than sensation avoiders. Furthermore, a significant interaction was found between Mortality Salience and Sensation Seeking regarding risky driving, especially speeding. The implications of these findings on the well-established educational approaches based on terror are presented in the discussion. 相似文献
13.
Martijn A. de Lange Ad van Knippenberg 《Journal of experimental social psychology》2009,(6):1192-1199
In the current study, we hypothesize that post-error performance is influenced by individual differences in action orientation and situationally induced regulatory focus. Two experiments employing a time-pressured flanker-like task, measured participants’ dispositional action orientation and manipulated regulatory focus. As expected, accuracy of the responses following errors was reduced for all participants except for action-oriented participants in a promotion focus. The latter participants are assumed to down-regulate error-related negative affect, thereby saving resources for subsequent performance. A promotion focus is assumed to facilitate the optimal use of these resources. 相似文献
14.
Antonio L. Freitas Allen Azizian Stephanie Travers Stephen A. Berry 《Journal of experimental social psychology》2005,41(6):636-644
A fundamental question for evaluation research is whether cues can impact evaluative responses directly or only in combination with contextual information. Focusing on the experience of processing fluency, the current work tested whether manipulating this cue’s motivational context would moderate its evaluative impact. Because fluently processed stimuli can be assumed to communicate safety, owing to implicit signals of either familiarity (through processes monitoring perception-memory coordination), we reasoned that motivation to avoid negative events should heighten preferences for fluently processed stimuli. Following a motivation manipulation, prevention-focused, but not promotion-focused, participants preferred stimuli that they were able to process quickly (Experiment 2) and that were preceded by concordant primes (Experiment 1). These findings suggest that the value of fluent processing reflects its relation to contextual features, such as one’s current motivational state. 相似文献
15.
Decision making is informed by appraisals of appetitive cues and their associated opportunities for rewards. Such appraisals can be modulated by cognitive regulation strategies in order to promote goal-directed choices. Little is known about how cognitive regulation strategies, especially reappraisal, alter risk taking during decision making. To characterise the effect of reappraisal on risk taking, we systematically varied both the goal of regulation and the value of the decision options. Participants engaged in two reappraisal strategies with opposite goals, to increase (“emphasise”) or decrease (“de-emphasise”) the importance of an upcoming decision, during the presentation of cues signalling monetary decisions. The expected value of taking a risk was systematically varied across decisions such that a risky choice could be beneficial or disadvantageous. Reappraisal strategies increased or decreased risk taking in accordance both with regulation goals and expected value information. These results suggest that reappraisal can be used to flexibly alter behaviour associated with appetitive cues while maintaining value information. 相似文献
16.
Barbara A. Morrongiello Alexa KaneBrae Ann McArthur Melissa Bell 《Personality and individual differences》2012,52(4):492-496
Children who engage in physical risk taking experience more injuries. In the present study children 7-12 years completed laboratory tasks and standardized questionnaires to explore inter-relations between measures of risk taking and to determine if the Balloon Analog Risk Task (BART) is a valid index of physical risk taking. Emotion regulation skills also were assessed to determine if poorer skills are associated with greater risk taking, and what measures of risk taking show these relations. Results revealed that general measures of risk taking propensity predicted both BART performance and physical risk taking. Similarly, poorer emotion regulation skills were associated with greater risk taking scores for both the BART and physical risk taking task. Measures of physical risk taking related to one another, however, none of these scores related to performance on the BART. Implications for measuring physical risk taking and exploring emotional links to risk taking in future research are discussed. 相似文献
17.
Conlon KE Ehrlinger J Eibach RP Crescioni AW Alquist JL Gerend MA Dutton GR 《Journal of experimental social psychology》2011,47(4):853-855
Past research suggests that focusing on what has not yet been accomplished (goal focus) signals a lack of progress towards one's high commitment goals and inspires greater motivation than does focusing on what has already been accomplished (accomplishment focus). The present investigation extends this research to a longitudinal, important domain by exploring the consequences of focusing on one's goals versus accomplishments when pursuing a weight loss goal. Participants were tracked over the course of a 12-week weight loss program that utilized weekly group discussions and a companion website to direct participants' focus toward their end weight loss goal or toward what they had already achieved. Goal-focused participants reported higher levels of commitment to their goal and, ultimately, lost more weight than did accomplishment-focused and no focus control participants. Accomplishment-focused participants did not differ from controls on any measure. 相似文献
18.
Risk taking behavior can be both adaptive and maladaptive depending on context. The majority of studies on risk taking, however, focus on clinical populations and dangerous or harmful risk taking. Individual differences in learning during risk taking are rarely examined in relation to task performance. The present study examined risk taking and associated outcomes in an exploration-based instrumental learning task (Balloon Emotional Learning Task; BELT), which presented a series of balloons in which participants pump up for points. Consistent with prior work, sensation seeking predicted increased risk taking behavior. Importantly, however, a significant interaction between sensation seeking and associative sensitivity, an attentional construct defined as the frequency and remoteness of automatic cognitive activity, was found. Specifically, among individuals high in sensation seeking, associative sensitivity predicted fewer balloon explosions and an increase in points earned on the balloon condition with the most potential for feedback driven learning. Thus, these findings suggest that sensation seekers are a heterogeneous group, and secondary traits such as associative sensitivity moderate risk taking and learning according to context. 相似文献
19.
The present study contributes a cultural analysis to the literature on the persuasive effects of matching message frame to individuals’ motivational orientations. One experiment examines how members of cultural groups that are likely to differ in their regulatory focus respond to health messages focusing on either the benefits of flossing or the costs of not flossing. White British participants, who had a stronger promotion focus, were more persuaded by the gain-framed message, whereas East-Asian participants, who had a stronger prevention focus, were more persuaded by the loss-framed message. This cultural difference in persuasion was mediated by an interaction between individuals’ self-regulatory focus and type of health message. Thus health messages framed to be culturally congruent led participants to have more positive attitudes and stronger intentions to perform the health behaviors, and the interaction between self-regulatory focus and message frame emerged as the pathway through which the observed cultural difference occurs. Discussion focuses on the integration of individual difference, socio-cultural, and situational factors into models of health persuasion. 相似文献
20.
Self-Report Measures of Individual Differences in Regulatory Focus: A Cautionary Note 总被引:1,自引:0,他引:1
Regulatory focus theory distinguishes between two independent structures of strategic inclination, promotion versus prevention. However, the theory implies two potentially independent definitions of these inclinations, the self-guide versus the reference-point definitions. Two scales (the Regulatory Focus Questionnaire, Higgins al., 2001, and the General Regulatory Focus Measure, Lockwood, Jordan, & Kunda, 2002) have been widely used to measure dispositional regulatory focus. We suggest that these two scales align respectively with the two definitions, and find that the two scales are largely uncorrelated. Both conceptual and methodological implications are discussed. 相似文献