个体及同伴调节聚焦对目标追求的影响

探讨个体与同伴的调节聚焦对目标追求的影响及感知相似性在其中的作用。回归分析显示,个体促进聚焦×同伴促进聚焦交互项显著预测同伴作用评价、求助意愿及动机水平,简单斜率分析表明,同伴为高促进聚焦时个体促进聚焦的积极效应更明显。中介分析表明,感知相似性是个体促进聚焦×同伴促进聚焦交互项与同伴作用评价、求助意愿之间关系的中介变量。总的来说,同伴调节聚焦能调节个体调节聚焦与目标追求的关系,且这一作用部分受到感知相似性的中介。     

Self-Report Measures of Individual Differences in Regulatory Focus: A Cautionary Note

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.     

期望与绩效的关系:调节定向的调节作用

经典动机理论认为高期望能提高绩效水平,本研究结合调节定向理论进一步回答这种效应"何时"存在或"如何"产生的问题。研究1通过测量期望水平、并用任务框架操作调节定向,检验了情景启动的调节定向对期望与行为间关系的影响;研究2采取更严格的被试内设计通过任务难度操作期望,考察了作为个体长期差异的调节定向的作用。结果表明:①调节定向调节成功期望与绩效之间的关系:对于促进定向,成功期望与绩效正相关;对于预防定向,期望与绩效相关不显著。②动机可以部分解释调节定向与期望的交互作用机制:高水平的成功期望会提高促进定向个体的动机强度,进而产生高的绩效结果;其对预防定向个体的动机强度的影响不显著。     

Self-Efficacy and Political Skill as Comparative Predictors of Task and Contextual Performance: A Two-Study Constructive Replication

This study examined how competition within teams influences which type of achievement goals employees adopt. We studied how dispositional learning-goal and performance-goal orientation interact with team-level competition and predict whether team members adopt state learning or performance achievement goals. State achievement goals, in turn, were proximal antecedents of two outcome measures: job-related self-efficacy and supervisory ratings of job performance. The participants were 502 employees and 55 supervisors. Results confirmed that competition was positively associated with state performance goals. Trait performance-goal orientation influenced whether competition was negatively associated with state learning goals. In highly competitive teams, trait performance-goal orientation was negatively related to state learning goals, whereas in less competitive teams, a performance-goal orientation was positively related to state learning goals.     

Assessment of Individual Differences in Regulatory Focus among Cigarette Smokers

Smoking cessation programs might benefit from tailoring messages to individual differences in regulatory focus (see Higgins, American Psychologist, 52:1280–1300, 1997), but there is little evidence on the stability or convergent validity of regulatory focus measures. In two studies, smokers completed four measures of regulatory focus: (a) Regulatory Focus Questionnaire (RFQ); (b) actual–ideal and actual–ought self-discrepancies; (c) response duration in naming ideal or ought self-guides; and (d) reaction time for lexical decisions about one’s ideal or ought self-guides. Study 1 included a 1-month retest. Retest reliability was adequate, but convergent validity was poor. Questionnaire and self-discrepancy measures were unrelated to each other or to the reaction time measures. To facilitate future studies of tailored health behavior change interventions, research is needed to determine whether weak convergent validity resulted from (a) invalidity of some or all of the regulatory focus measures or (b) validity of each for measuring a different aspect of the construct.     

Individual Differences in Exploration: A Replication and Extension

Under this heading appear summaries of studies which, to 500 words or less, provide useful data substantiating, not substantiating, or refining what we think we know. Additional details concerning the results can be obtained by communicating directly with the investigator or, when indicated, by requesting supplementary material from Microfiche Publications.     

Mind Perception and Individual Differences: A Replication and Extension

Mind perception involves attributing higher functional abilities to others (e.g., saying a dog feels pain). The relationships between mind perception and psychopathology—autism, psychopathy, and schizotypy—have been revealed by K. Gray, Jenkins, Heberlein, and Wegner (2011 Gray, K., Jenkins, A. C., Heberlein, A. S., &; Wegner, D. M. (2011). Distortions of mind perception in psychopathology. Proceedings of the National Academy of Sciences of the United States of America, 108, 477–479. doi:10.1073/pnas.1015493108[Crossref], [PubMed], [Web of Science ®] , [Google Scholar]); however, mind perception has yet to be correlated with personality. Participants (N = 180) completed measures of personality, psychopathology, and mind perception. The psychopathology results were consistent with Gray et al. (2011 Gray, K., Jenkins, A. C., Heberlein, A. S., &; Wegner, D. M. (2011). Distortions of mind perception in psychopathology. Proceedings of the National Academy of Sciences of the United States of America, 108, 477–479. doi:10.1073/pnas.1015493108[Crossref], [PubMed], [Web of Science ®] , [Google Scholar]). The Big Five captured mind perception virtually as much as the three psychopathologies captured mind perception. Mind perception is not solely relevant to psychopathology; it is also relevant to everyday personality.     

调节匹配对期望与绩效关系的影响

以往研究发现了调节定向、调节期望与绩效的关系。本研究基于调节匹配理论,以149名大学生为被试、通过与个体长期调节定向相一致或不一致的任务框架(收获/无收获vs无损失/损失)操作调节匹配性,进一步研究了调节匹配对期望与绩效关系的影响。结果显示,调节匹配会进一步加强以往研究中发现的调节定向对期望和绩效关系的调节模式,不匹配会起到削弱作用。当促进定向占主导的个体完成强调有无收获的任务时,高期望对绩效的促进作用显著高于完成强调有无损失的任务;而当预防定向占主导的个体完成强调有无损失的任务时,低期望对绩效的促进作用显著高于完成强调有无收益的任务。     

调节定向的测量维度及其问卷的信度和效度检验

采用RFQ、B IS/BAS和LOT-R对331名企业新员工和920名在校大学生施测,以探讨H iggins等提出的调节定向测量维度在中国文化中的适应性及其问卷（RFQ）的信度和效度。结果表明：（1）在删除1个偏重从策略角度测量调节定向的项目后,得到由10个项目组成的调节定向问卷,可有效测量促进定向和预防定向两个基本维度;（2）调节定向问卷具有较好的内部一致性信度和区分效度,可作为开展相关研究的评定工具。     

Regulatory Focus and Anxiety: A Self-Regulatory Model of GAD-Depression Comorbidity

The etiology of generalized anxiety disorder (GAD), including its high degree of comorbidity with major depressive disorder (MDD), remains a conceptual and clinical challenge. In this article, we discuss the relevance of regulatory focus theory, an influential theory of self-regulation, for understanding vulnerability to GAD as well as GAD/MDD comorbidity. The theory postulates two systems for pursuing desired end states: the promotion and prevention systems. Drawing upon studies documenting the affective and motivational consequences of failing to attain promotion versus prevention goals, as well as the literature linking promotion failure with depression, we propose how dysfunction within the prevention system could lead to GAD - with, as well as without, MDD.     

特质性与情境性调节定向匹配效应的一致性

研究试图探讨基于不同性质的调节定向(特质性调节定向和情境性调节定向)而达成的匹配所导致的效应是否一致。实验一、二均采用2(调节定向：促进、防御)×2(信息框架：积极、消极)被试间设计, 分别考察了两种匹配对信息说服效果(包括信息价值评价、情绪强度、行为意向3项指标)的影响。MANOVA检验表明, 实验一中信息价值评价、情绪强度2项指标上的交互作用显著, 实验二中信息价值评价、情绪强度和行为意向3项指标上的交互作用显著; 这表明, 基于两种不同性质的调节定向所达成的匹配在对信息价值评价和情绪强度的影响上具有一致的效应, 但在对行为意向的影响上具有不一致的效应。这一结果对于理解两种不同性质的调节定向之间的差异以及基于两者而达成的两种调节匹配之间的差异具有较为重要的意义。     

Psychological Adaptiveness and Sales Performance

The impact of adaptive psychological traits on sales performance is not well understood. In spite of sound theoretical foundations, initial research efforts have yielded inconsistent, inconclusive and generally disappointing results. In this paper, we examine how three adaptiveness traits (self-monitoring, androgyny and intrinsic reward orientation) impact sales performance. We conclude that, when sales performance is viewed as a multidimensional construct, relationships suggested by theory are revealed. In addition, the impacts of these traits are shown to differ somewhat depending on the salesperson's gender. Findings help to clarify the confusion in the literature and reveal a highly focused impact of adaptiveness on performance. Important implications for sales managers and adaptiveness research in marketing are highlighted.     

Contrasting Regulatory Focus and Reinforcement Sensitivity: A Daily Diary Study of Goal Pursuit and Emotion

This study examined the moderating effects of motivational orientation on daily affect and goal pursuit. Based on recent revisions to Reinforcement Sensitivity Theory, measures of BIS (BIS-r and Fight-Flight-Freeze System or FFFS), BAS, and regulatory focus (Promotion and Prevention) were administered to 84 college students who participated in a 14-day diary study. Diary items assessed goal-directed activities and positive and negative affect (PA and NA). Results showed that higher FFFS and Promotion were consistently associated with higher NA and PA, respectively, and FFFS was also associated with avoidance of responsibilities. Higher Promotion predicted greater daily goal progress and tendencies to rate goals as more promotion- and prevention-focused. Relationships between daily goal-directed activities and both sadness and satisfaction were moderated by BIS-r. Inconsistent with our hypothesis, low BAS Reward Responsiveness predicted increased enthusiasm with greater goal progress. A trend in the data showed evidence of regulatory fit in daily activities predicted by both Promotion and Prevention. Implications for the theoretical and practical distinctions between measures of motivational orientation are discussed.     

The Mediating Role of Sales Behaviors: An Alternative Perspective of Sales Performance and Effectiveness

Business decisions about hiring, promoting, an purchasing should be made in an unbiassed way When sex stereotyping influences the decisio process. Such decisions are not only unfair bi can lead to large economic and social costs. A experiment involving more than 200 MBAs measured the impact of general attitudes toward women in business and various personal characteristics on the extent to which there was se stereotyping with regard to men and women in sales positions. Results suggest that sex stereotyping still exists, but its extent depends on the attitude being measured and on characteristics of the stereotyping the solution is to provide exposure to competent females in selling and sales manage ment positions.     

Creativity and Imitation: Effects of Regulatory Focus and Creative Exemplar Quality

In creative settings, exposure to creative exemplar products may invite imitation and as such influence creative performance. In understanding creativity, it, therefore, is important to be able to predict imitation of creative exemplar products. Regulatory focus theory can do so, and leads to predictions that deviate from the existing body of knowledge concerning regulatory focus and creativity in the absence of exemplar products. In this study, we proposed that high creative exemplar quality elicits more imitation—and thus lowered creativity—for promotion-focused individuals, whereas creative exemplar quality does not affect the creative process for prevention-focused individuals. To enable a relatively objective measurement of creativity and imitation, these predictions were tested in a laboratory experiment. Results supported predictions, indicating that knowledge about how strongly people engage in imitation in the face of a creative exemplar product leads to more adequate predictions how creative people really are.     

预期性思考、自我调节导向与非计划购买

当消费者对非计划购买产生犹豫时,营销者应如何引导他们的购买行为？本文通过准实验与控制实验的方法探究该问题。研究结果显示：（1）营销者可以通过设计预期欣喜和预期后悔信息提高其非计划购买意向;（2）但是预期性思考的有效性还受到消费者自我调节导向的影响：预期欣喜对提高趋利导向消费者的非计划购买意向较有效,预期后悔对提高避害导向消费者的非计划购买意向较有效;（3）预期欣喜和预期后悔通过影响消费者对购买合理性的判断而影响他们的非计划购买意向。     

动机理论的新发展：调节定向理论

Higgins（1997）提出的调节定向理论,独立于享乐主义原则,揭示了人们如何趋近积极目标状态和回避消极目标状态。该理论区分了两种不同的调节定向——促进定向和预防定向,两者在服务的需要类型、对目标的表征、对结果的关注点、情绪体验等方面存在区别,并会产生独立的动机结果。文章介绍了关于两种调节定向的特点、调节定向的测量、调节定向对基本心理过程和调节定向理论在社会生活的应用的研究成果,并提出未来研究应重视对调节定向的测量、调节定向与人格、与时间动力等方面的研究。     

The Influence of Regulatory Focus on Risky Decision-Making

Although studies show that regulatory focus influences decision making and risk taking, theories of risky decision making typically conflate different regulatory orientations and the related distinctions between the positive and negative risks associated with acts of omission and commission. In contrast, we argue that different regulatory orientations influence risk perception and risk propensity in different ways and underpin complex emotional responses in risky decision making. We propose a new model of these processes and suggest that regulatory focus may be important in priming and managing risk taking behavior. We conclude by discussing implications for research and practice.
Bien que des recherches montrent que le centre de régulation influence la prise de décision et la prise de risque, les théories de la prise décision risquée regroupent habituellement différentes formes de régulation et les distinctions connexes entre les risques positifs et négatifs associés au passage à l'acte ou non. Contrairement à ces théories, nous avançons que les différentes formes de régulation influencent la perception et la propension au risque selon différentes modalités et sous-tendent les réponses émotionnelles complexes dans la prise de décision risquée. Nous proposons un nouveau modèle de ces processus et suggérons que le centre de régulation peut être important dans l'amorce et la gestion du comportement de prise de risque. Nous concluons en discutant des implications de ces résultats pour la recherche et la pratique.     

调节定向对新员工期望的影响

新员工在进入企业工作前,会基于已有信息对即将从事的工作产生一定的预期,即新员工期望。期望对行为的影响很大程度上是通过目标设定或自我调节起作用的,因此本研究尝试分析调节定向对新员工期望的影响。通过对480名新员工的问卷调查发现,调节定向对期望的重要性、可能性和确定性都存在影响,这些影响受期望内容的调节:对于与发展和创新相关的期望,促进定向占主导的新员工对其重要性的判断程度高于预防定向占主导的新员工,且当期望的确定性高时,前者对期望可能性的判断程度高于后者;而对于与安全和责任相关的期望却相反,预防定向占主导的新员工对其重要性的判断程度高于促进定向占主导的新员工,且当期望的确定性高时,前者对期望可能性的判断程度高于后者。