Vigilant Self‐regulation and Costly Punishment in Public Goods Situations

Applying regulatory focus theory to the context of social dilemma situations, the present research demonstrates that individual differences in vigilant, prevention‐focused self‐regulation predict the tendency to invest private resources to punish uncooperative interaction partners (costly punishment), a behaviour that typically has strong positive effects on the collective level of cooperation. Analyses further support the distinctiveness of the vigilance system proposed in regulatory focus theory (prevention focus) in comparison with general defensive inhibitory tendencies (measured with Carver and White's Behavioral Inhibition System scale). Results document that individual differences in prevention‐focused self‐regulation but not differences in general defensive inhibitory tendencies are positively related to costly punishment. In sum, the findings indicate that vigilant, prevention‐focused self‐regulation plays a crucial role in the context of sanctions that enforce cooperation. Copyright © 2013 John Wiley & Sons, Ltd.     

Regulatory Focus and Political Decision Making: When People Favor Reform Over the Status Quo

Two studies examined the impact of self‐reported use of promotion‐related (i.e., eagerness) and prevention‐related (i.e., vigilance) strategies when making “risky” or “conservative” decisions about economic reform under good, average, or poor economic conditions. Consistent with regulatory focus theory ( Higgins, 1997, 1998, 2000 ), in both studies strategic vigilance was associated with making a conservative choice, whereas strategic eagerness was associated with making a risky choice. In addition, along with perceptions of economic conditions, chronic strength of prevention focus (Study 1) or situationally induced prevention focus (Study 2) was associated with using strategic vigilance, whereas chronic strength of promotion focus (Study 1) or situationally induced promotion focus (Study 2) was associated with using strategic eagerness. Finally, regulatory focus and economic perceptions indirectly predicted economic reform decisions through their impact on strategy use. Our studies are the first to demonstrate that vigilant or eager strategy use is associated with “conservative” or “risky” political decisions.     

Regulatory Framing and Collective Action: The Interplay of Individual Self‐Regulation and Group Behavior

Two studies examined the relations between regulatory focus and collective action. In Study 1, undergraduate women expressed stronger action intentions when they were primed to consider prevention (ought‐self) self‐discrepancies than promotion (ideal‐self) self‐discrepancies, suggesting that collective action is more likely to occur when individuals are prevention‐ rather than promotion‐focused. In Study 2, however, prevention‐focused women expressed stronger action intentions in response to security framing, whereas promotion‐focused women expressed stronger action intentions in response to achievement framing. This suggests that the relative disinterest in collective action among promotion‐focused individuals can be overcome with the appropriate promotion‐focused framing. Implications for analyses of both collective action and regulatory focus are discussed.     

Self‐regulation and well‐being: The influence of identity and motives

The relationship between self‐regulatory capacities and self‐esteem as well as well‐being is examined by a mediation model that views self‐regulation as promoting the development of identity achievement which, in turn, is expected to be associated with well‐being. Among secondary school students (Study 1) identity achievement mediated the association between the self‐regulatory capacity of attention control and self‐esteem. In Study 2 (university students), the mediational effect of identity achievement was found for the relationship between the self‐regulatory capacity of action control and well‐being. Explicit motives moderated this association. In sum, a firm identity enhances well‐being by lending a sense of continuity to one's life. However, explicit motives have a substitution effect by giving direction to life when lacking firm identity commitments. Copyright © 2010 John Wiley & Sons, Ltd.     

Habitual self-regulatory orientation and ease-of-retrieval: Regulatory focus qualifies the impact of subjective experiences in judgment

Eager strategies of self-regulation, known as promotion orientation, and cautious or vigilant strategies of self-regulation, known as prevention orientation, have been found to be associated with distinct patterns of goal attainment and information exploration. Building on these findings, we hypothesize that self-regulation in a promotion versus prevention focus triggers specific patterns of information use in judgment. Specifically, we predict that reliance on ease-of-retrieval??the feeling of ease or difficulty associated with accessing information??is particularly pronounced with a predominant promotion- compared to prevention-orientation. Two experiments that manipulate ease-of-retrieval and assess habitual differences in regulatory focus orientation support this prediction. The current contribution thus extends previous research by documenting that habitual tendencies of promotion-oriented as compared to prevention-oriented self-regulation are associated with reliance on distinct information sources in judgment.     

The impact of attitudinal ambivalence on weight loss decisions: Consequences and mitigating factors

This research takes a new look at individuals' attitudes and intentions towards losing weight. Study 1 examines the relationship among those interested in losing weight and individual self‐evaluative ambivalence on attitude towards trying to achieve a weight loss goal and the intentions to achieve the weight loss goal. For Study 2, a between‐subjects experimental design, where attitudinal ambivalence and prior outcome feedback were manipulated and self‐efficacy was measured, is conducted to examine attitude towards eating healthier and intention to change eating behaviours. Findings across the two studies show that attitudinal ambivalence about the self and the individual's abilities and motivation to change the health behaviour produces a negative relationship between health‐related attitudes and intentions. We provide implications of how self‐efficacy and the provision of outcome feedback can alleviate the negative effect and improve the individuals' intentions to try to achieve a weight loss goal. Copyright © 2014 John Wiley & Sons, Ltd.     

Exploring the Interplay of Trait Self‐Control and Ego Depletion: Empirical Evidence for Ironic Effects

Trait self‐control (TSC) has been conceptualized as a general and abstract ability to exert self‐regulation across multiple domains that has mostly beneficial effects. However, its relationship to situational depletion of self‐regulatory resources has received little attention. We systematically explore the interplay of trait and situational self‐control in two studies (total N = 264). In contrast with a positive view of TSC, the results show greater ego depletion effects for high (vs. low) self‐control abilities across such diverse domains as candy consumption (Study 1), risk‐taking behaviour (Study 2) and achievement motivation (Study 2). It is proposed that these ironic effects are attributable to high‐TSC individuals' less frequent active inhibition of impulses in everyday life and their resulting lack of experience in resisting acute temptations. A third study (N> = 358) corroborated this general reasoning by showing that TSC is indeed associated with less frequent impulse inhibition in daily routines. Our data point to a downside of dispositional self‐control in ego depletion paradigms. Other explanations and potential future avenues for resolving inconsistent findings across the literature are discussed. Copyright © 2013 European Association of Personality Psychology     

On the development of regulatory focus: the role of parenting styles

The present study was designed to contribute to our understanding of the development of chronic self‐regulatory orientations reflecting self‐regulation with a promotion and prevention focus, respectively. Little research addressed this issue empirically, although regulatory focus theory (RFT) explicitly entails assumptions concerning the role of parenting styles in the development of habitual self‐regulatory orientations. According to RFT, parenting styles involving a critical and punitive mode that is focused on attaining safety and meeting obligations increases the likelihood that the child will acquire a predominantly prevention‐focused style of self‐regulation. In contrast, parenting styles involving a bolstering mode that is focused on accomplishing ideal goals and fulfilling aspirations increases the likelihood that the child will acquire a predominantly promotion‐focused style of self‐regulation. To test these assumptions, the present study assessed via self‐reports the degree to which participants experienced different parenting styles as well as their chronic self‐regulatory focus. The results reveal positive associations between the critical and punitive parenting style and prevention‐focused self‐regulation and between the bolstering parenting style and promotion‐focused self‐regulation thus corroborating the propositions of RFT. Copyright © 2007 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.     

The impact of regulatory focus on affective responses to social discrimination

The impact of individuals' regulatory focus and the domain of outcomes (non‐gains vs. losses) on the target's affective responses to social discrimination were tested. Based on regulatory focus theory (Higgins, 1997 ), it was predicted that a prevention focus would lead to more anger and agitation after social discrimination, because experiencing social discrimination is similar to experiencing failure. This pattern was predicted to be more pronounced when social discrimination was based on losses than when social discrimination was based on non‐gains (i.e., when the in‐group was evaluated more negatively vs. less positively compared to the out‐group). The results of three studies using chronic and situationally induced regulatory focus confirmed these predictions. No effect was found for the promotion focus. Copyright © 2006 John Wiley & Sons, Ltd.     

Implicit Theories About Willpower Predict Subjective Well‐Being

Lay theories about willpower—the belief that willpower is a limited versus nonlimited resource—affect self‐control and goal striving in everyday life (Job, Dweck, & Walton, 2010). Three studies examined whether willpower theories also relate to people's subjective well‐being by shaping the progress they make toward their personal goals. A cross‐sectional (Study 1) and two longitudinal studies (Studies 2 and 3) measured individuals’ willpower theories and different indicators of subjective well‐being. Additionally, Study 3 measured goal striving and personal goal progress. A limited theory about willpower was associated with lower subjective well‐being in a sample of working adults (Study 1, N = 258). Further, a limited theory predicted lower levels of well‐being at a time when students faced high self‐regulatory demands (Study 2, N = 196). Study 3 (N = 157) replicated the finding that students with a limited theory experienced lower well‐being in phases of high self‐regulatory demands and found that personal goal progress mediated this relationship. Results suggest that the belief that willpower is based on a limited resource has negative implications not only for self‐control but also for personal goal striving and subjective well‐being.     

Individual Differences in Antisocial Punishment in Public Goods Situations: The Interplay of Cortisol with Testosterone and Dominance

This research investigates which endocrinological and psychological factors are associated with individuals' tendency to engage in destructive antisocial punishment, that is, to costly punish cooperative individuals in public goods situations. In this work, we focus on the interplay of endogenous cortisol with testosterone and dominance. We applied the dual‐hormone hypothesis according to which testosterone is positively associated with destructive and dominant behavior but only in individuals with low levels of cortisol. Study 1 shows that individuals are more likely to engage in destructive antisocial punishment in a public goods game with the option to punish when their testosterone level is high, given that their level of cortisol is low, which bolsters the dual‐hormone hypothesis. In contrast, no significant interaction effect of testosterone and cortisol emerges for the punishment of uncooperative free‐riders (altruistic punishment). In a second study, we build on these findings and document that self‐reported dominance is only positively associated with antisocial punishment (but not with altruistic punishment) when cortisol is low. In sum, the results indicate the importance of taking endocrinological and psychological factors (and their interactions) into account in order to reach a comprehensive understanding of individuals' behavior in social dilemma situations. Copyright © 2013 John Wiley & Sons, Ltd.     

Using Implementation Intentions in Shopping Situations: How Arousal Can Help Shield Consumers Against Temptation

Previous research has suggested that individuals who repeatedly experience self‐regulatory failure in purchasing behaviour have trouble shielding themselves against temptations. Because shopping is often accompanied by increased arousal, we examined whether attending to affective arousal could help people keep their attention focused. Before participants completed a visual distraction task embedded in a shopping context, we (i) instructed them to formulate an implementation intention with affective arousal as the eliciting cue and concentrating on the task as the intention; (ii) instructed them to formulate the goal intention of concentrating on the task without mentioning an eliciting cue; or (iii) gave them no further instructions. During the task, we recorded eye movements to measure the time they looked at the target products. The findings suggest that implementation intentions with affective arousal as an eliciting cue enable consumers who repeatedly perceive self‐regulatory failure to focus their attention on their initial shopping goal. Copyright © 2016 John Wiley & Sons, Ltd.     

Regulatory fit in framing strategy of parental persuasive messages to young children

The present research examined regulatory fit in parental messages aimed at young children. Study 1 measured parents' chronic regulatory focus, asking them to select either positively or negatively framed messages for promotion‐ and prevention‐focused outcomes. The results showed that parents preferred positive frames for promotion‐focused messages and negative frames for prevention‐focused messages. Furthermore, parents with a chronic promotion focus favored a positively framed strategy more than parents with a prevention focus. Study 2 found that parents adopted different message strategies depending on whether they favored an active responsive or an active restrictive parenting style. Together, these findings demonstrate for the first time the applicability of regulatory focus/fit theory to explain parents' preferences for positively and negatively framed messages targeting children.     

The asymmetric effect of regulatory fit on moral judgments of other-oriented lies

We examined whether regulatory fit effects are asymmetric—namely, whether they occur only among individuals with a promotion focus or a prevention focus. We adopted a task where individuals make moral judgments of other-oriented lies and conducted three studies. The results indicated that prevention-focused individuals judged other-oriented lies based on a vigilant strategy as more moral than lies based on an eager strategy (Studies 1 and 2). Meanwhile for promotion-focused individuals, there were no differences between eager and vigilant strategies on moral judgments of other-oriented lies. Additionally, the results suggested that the feeling of rightness is an underlying mechanism of the regulatory fit effects of prevention focus (Study 3).     

Struggling to be liked: The prospective effect of trait self‐control on social desirability and the moderating role of agreeableness

Drawing from the literature on the interpersonal functions of self‐control, we examined longitudinal associations between trait self‐control and social desirability, using a survey of the general population in the Netherlands. Trait self‐control at baseline was positively associated with social desirability at a follow‐up, even when controlling for prior levels of social desirability. That is, high self‐control contributed to individuals' tendency to give socially desirable responses in self‐reports. This effect was moderated by individual differences in agreeableness. Highly agreeable individuals were more likely to “use” their self‐regulatory resources to respond in a socially desirable manner, compared to less agreeable individuals, suggesting that individuals might use self‐regulatory resources in a way consistent with the motivational bases of their personality.     

Self‐regulation predicts risk‐taking through people's time horizon

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.     

The Role of Regulatory Focus in the Experience and Self‐Control of Desire for Temptations

This research examines the role of regulatory focus in the experience and control of desire for temptations, the fulfillment of which conflicts with other salient goals of the consumer. Relative to a prevention focus (i.e., an orientation away from negative outcomes), our findings demonstrate that a promotion focus (i.e., an orientation toward positive outcomes) not only increases the intensity of desire experienced on encountering a temptation, but also increases success of its subsequent resistance. Differences in self‐control efficacy are found to be mediated by the type of self‐control strategies consumers use in the 2 foci. Convergent evidence obtained in 4 studies, considering situational and dispositional aspects of regulatory focus, indicates that when temptations are encountered by consumers, regulatory focus is an important determinant of the degree of desire, and the nature and outcome of self‐control.     

Concealing negative evaluations of a romantic partner's physical attractiveness

Two studies provided evidence that people hide their negative evaluations of their romantic partner's physical attractiveness. This pattern was found using self‐reports of concealment (Study 1) and a behavioral observation measure (Study 2). Participants who engaged in this deception also exhibited elevated speech disfluencies, which is a deception cue. Moderators of concealment were examined. Concealment was especially pronounced for participants high in care for the partner's welfare (Studies 1 and 2), low in commitment (Studies 1 and 2), and high in attractiveness ideals (Study 2). Results suggest that people use deception to regulate their romantic partner's feelings, but that long‐term orientation or desire to maintain closeness may curtail use of this strategy.     

Self‐other decision‐making differences in loss aversion: A regulatory focus perspective

Drawing on a cultural perspective, we examined whether differences in self‐other decision making documented in the West can be replicated in an Eastern context. Study 1 revealed that Chinese participants showed self‐other decision‐making differences in loss aversion similar to those observed in Western participants; loss aversion differed depending on the type of decision recipient, and trait regulatory focus moderated the self‐other decision‐making difference. Study 2 found a mediating effect of situational prevention but not promotion focus on the relationship between decision makers’ roles and loss aversion. Furthermore, both studies revealed that participants did not show a preference for loss aversion, suggesting that the baseline of self‐other decision‐making differences has shifted in China compared to the West.