The effect of incidental experiences of regulatory fit on trust

Two experiments provide support for the hypothesis that when people assess how much they trust another person, feelings of rightness from an initial, brief experience of regulatory fit (consistency between prevention or promotion regulatory focus of goals and strategic means) can suggest the other person is trustworthy, relative to feelings of wrongness from regulatory nonfit. This regulatory-fit effect on trust was stronger for acquaintances than for individuals participants knew well (Experiment 1) and was eliminated by drawing participants' attention to how right the earlier, trust judgment-irrelevant event made them feel (Experiment 2). Implications are discussed for regulatory-fit theory, possible applications to applied settings and to other populations, and possible effects of other types of regulatory fit.     

Effects of consumer perceptions of brand experience on the web: brand familiarity,satisfaction and brand trust

Creating a customer experience that is synonymous with a particular (website) brand is becoming increasingly recognised as a vital driver of e‐performance. E‐tailors are just as likely to try to influence consumers' shopping behaviour, through atmospherics and service, as brick‐and‐mortar stores. This study investigates several questions that have been left unanswered in recent studies of consumer behaviour in the context of internet‐based marketing. Its focus lies in addressing the issue of whether there is a direct relationship between brand experience and brand trust or whether there is an indirect relationship via satisfaction or brand familiarity. The results of an empirical study of e‐consumer behaviour show that brand trust is achieved through the following dimensions operating and interrelating as antecedent constructs: first, various brand experiences and the search for information, secondly, a high level of brand familiarity, and thirdly, customer satisfaction based on cognitive and emotional factors. These findings should assist marketers and academics in their understanding of the development of brand trust in an internet‐based environment. Copyright © 2005 John Wiley & Sons, Ltd.     

How differences in perceptions of own and team performance impact trust and job satisfaction in virtual teams

Employees frequently engage in social comparison processes and tend to perceive their own performance as superior compared to that of their peers. We expect this to be particularly salient in virtual teams where employees receive few cues upon which the comparison with other members of their team can be based. With reliance on social comparison and social exchange theory, we propose that such “perceived overperformance” has negative effects on job satisfaction, which is mediated by trust in the team. We confirm this with a sample of field-service employees (n = 753) using structural equation modeling with bootstrapping. We corroborated our findings in focus groups, which suggest the need for performance indicators that are easily communicated to and comprehended by employees to maintain trust and satisfaction.     

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.     

权力和地位对信任行为的影响

采用两个实验探讨了权力和地位对信任和不信任行为的影响。实验1首先通过角色分配法操纵被试的权力感(高vs.低),然后采用信任和非信任博弈任务来测量被试的信任和不信任行为。结果发现,在信任行为上,高权力者比低权力者存在更低的信任水平;但在不信任行为上,二者不存在显著差异。实验2同时操纵被试的权力和地位水平,探索二者对信任和不信任行为的影响。结果发现:在信任行为上,高权力者比低权力者存在更低的信任水平,与之相反,高地位者比低地位者存在更高的信任水平,并且权力和地位的交互作用不显著;而在不信任行为上,权力和地位的效应均不显著。该研究结果说明,(1)权力负向影响信任行为,而地位正向影响信任行为;(2)权力和地位对信任的影响是独立的。     

Bringing the frame into focus: the influence of regulatory fit on processing fluency and persuasion

This research demonstrates that people's goals associated with regulatory focus moderate the effect of message framing on persuasion. The results of 6 experiments show that appeals presented in gain frames are more persuasive when the message is promotion focused, whereas loss-framed appeals are more persuasive when the message is prevention focused. These regulatory focus effects suggesting heightened vigilance against negative outcomes and heightened eagerness toward positive outcomes are replicated when perceived risk is manipulated. Enhanced processing fluency leading to more favorable evaluations in conditions of compatibility appears to underlie these effects. The findings underscore the regulatory fit principle that accounts for the persuasiveness of message framing effects and highlight how processing fluency may contribute to the "feeling right" experience when the strategy of goal pursuit matches one's goal.     

Persuading young car drivers to take part in a driving skills test: The influence of regulatory fit on informational-assessment value and persuasion

Two studies were conducted to examine the relative effectiveness of differently framed messages advising young car drivers to take part in a driving skills test. It was hypothesized that messages promoting such detection behaviour should be more persuasive when the message frame was compatible versus incompatible with the recipient’s level of perceived risk. It was also hypothesized that such effects would occur because the “feeling right” experience resulting from the compatibility effects based on regulatory fit could be transferred to the informational-assessment value of the proposed feedback. Consistently, moderate perceived driving skills (Experiment 1) and high perceived risk drivers (Experiment 2) found the driving skills test more valuable for assessment purposes after having read a loss versus gain framed message and consequently, were more interested in taking part in the test. Furthermore, low perceived risk drivers (Experiment 2) showed a reversed pattern of responses. Implications for message framing in the road safety area are discussed.     

The effect of pointing on spatial working memory in a 3D virtual environment

Pointing to locations can either help or hinder people's ability to recall spatial information. Prior research has focused on two‐dimensional spatial memory and pointing in real world tasks. The effect of pointing on three‐dimensional spatial memory in virtual environments remains unexplored. We examine this effect by comparing participants' recall when they point to and memorize a series of three‐dimensional locations using a gesture interface, and when they only passively view and memorize the spatial array. Thirty‐three participants completed 50 trials in both conditions. The results reveal that pointing has a negative effect on memory in the three‐dimensional virtual environment. These findings held across memory in the x–y plane of the computer screen as well as memory in the virtual third dimension. When they pointed during encoding, participants also responded more slowly, suggesting a higher cognitive load. Thus, active pointing may cause interference when users are simultaneously performing spatial memorization tasks.     

The influence of unionization on job satisfaction and work perceptions

Unionized and nonunionized processing employees were compared on their perceptions of job characteristics and different facets of satisfaction. In addition, the relationship between job characteristics and job satisfaction were compared for unionized and nonunionized samples. Jobs generally were not significantly different in relation to job challenge for the two groups, but nonunionized employees reported higher levels of some satisfaction measures. The correlations between job characteristics and job satisfaction were stronger in the unionized sample. Implications of the present results and suggestions for further research are discussed.This article is based on research presented at the meeting of the Industrial Relations Research Association at Chicago, December, 1987.The author would like to thank James Martin for his help on this project.     

Life satisfaction and health related quality of life among low-income medical patients: The mediating influence of self-esteem

This study investigated the relationship between life satisfaction, self-esteem, and perceived health for an ethnically diverse, low SES sample of primary care patients. Results indicated that several specific domains of health-related quality of life (HRQL), including health perception, social functioning, mental health, and energy/fatigue, significantly predicted life satisfaction in this sample of 60 patients. Self-esteem mediated this relationship, partially with health perception and fully with the remaining three domains. The results of this study underscore the importance of healthcare interventions that consider the bidirectional relationship between physical and emotional well-being.     

Grasping a 2D virtual target: The influence of target position and movement on gaze and digit placement

While much has been learned about the visual pursuit and motor strategies used to intercept a moving object, less research has focused on the coordination of gaze and digit placement when grasping moving stimuli. Participants grasped 2D computer generated square targets that either encouraged placement of the index finger and thumb along the horizontal midline (Control targets) or had narrow “notches” in the top and bottom surfaces of the target, intended to discourage digit placement near the midline (Experimental targets). In Experiment 1, targets remained stationary at the left, middle, or right side of the screen. Gaze and digit placement were biased toward the closest side of non-central targets, and toward the midline of center targets. These locations were shifted rightward when grasping Experimental targets, suggesting participants prioritized visibility of the target. In Experiment 2, participants grasped horizontally translating targets at early, middle, or late stages of travel. Average gaze and digit placement were consistently positioned behind the moving target's horizontal midline when grasping. Gaze was directed farther behind the midline of Experimental targets, suggesting the absence of a flat central grasp location pulled participants' gaze toward the trailing edge. Participants placed their digits at positions closer to the horizontal midline of leftward moving targets, suggesting participants were compensating for the added mechanical constraints associated with grasping targets moving in a direction contralateral to the grasping hand. These results suggest participants minimize the effort associated with reaching to non-central targets by grasping the nearest side when the target is stationary, but grasp the trailing side of moving targets, even if this means placing the digits at locations on the far side of the target, potentially limiting visibility of the target.     

善因营销对消费者态度的影响及其理论解释

善因营销是一种传播企业社会责任, 提升品牌形象的策略。当企业与善因事件结合时, 消费者可以获得参与慈善的机会。归因理论、SOR理论、自我信号理论、平衡理论可用于解释善因营销对消费者态度的影响。未来研究应进一步探讨在善因营销中是否存在其他影响消费者态度的因素, 从消费者角度深入研究善因营销的影响效果, 尝试从新的理论视角去分析善因营销影响消费者态度的内在机制。     

The influence of introversion-extraversion on activity choice and satisfaction among the elderly

The present study investigated the optimum theory of aging. This theory predicts that individuals with different personality types will react differentially to the aging process. In the present study, 60 nursing-home residents were administered the Eysenck Personality Inventory and then randomly assigned to one of two experimental manipulations. Elderly subjects classified as extraverts showed a high level of satisfaction to an experimental manipulation which was of a high activity, interpersonal type; those classified as introverts evidenced more satisfaction with a low activity, non-interpersonal type manipulation. Inspection of records documenting actual participation in programs within the nursing home indicated that introverts were more often involved in low activity, non-interpersonal events whereas extraverts participated more often in high activity, interpersonal events. Implications of these results are discussed in relation to the optimum theory of aging.     

The influence of chronically and temporarily accessible information on life satisfaction judgments

The authors examined the influence of temporarily and chronically accessible information on life satisfaction judgments. Meta-analyses revealed high retest-reliability of life satisfaction judgments and weak effects of the item order of domain and global satisfaction judgments. Study 1 (N=225) failed to replicate a widely cited finding of strong item-order effects. In Studies 2 (N=100), 3 (N=200), and 4 (N=222), chronically accessible information was a strong predictor of life satisfaction judgments, whereas item order had a relatively small effect. Study 5 (N=651) demonstrated that the results generalize to single item measures and judgments of shorter time periods. The results suggest that life satisfaction judgments are more heavily based on chronically accessible than temporarily accessible information.     

The influence of system transparency on trust: Evaluating interfaces in a highly automated vehicle

Previous studies indicate that, if an automated vehicle communicates its system status and intended behaviour, it could increase user trust and acceptance. However, it is still unclear what types of interfaces will better portray this type of information. The present study evaluated different configurations of screens comparing how they communicated the possible hazards in the environment (e.g. vulnerable road users), and vehicle behaviours (e.g. intended trajectory). These interfaces were presented in a fully automated vehicle tested by 25 participants in an indoor arena. Surveys and interviews measured trust, usability and experience after users were driven by an automated low-speed pod. Participants experienced four types of interfaces, from a simple journey tracker to a windscreen-wide augmented reality (AR) interface which overlays hazards highlighted in the environment and the trajectory of the vehicle. A combination of the survey and interview data showed a clear preference for the AR windscreen and an animated representation of the environment. The trust in the vehicle featuring these interfaces was significantly higher than pretrial measurements. However, some users questioned if they want to see this information all the time. One additional result was that some users felt motion sick when presented with the more engaging content. This paper provides recommendations for the design of interfaces with the potential to improve trust and user experience within highly automated vehicles.     

The influence of workplace discrimination and vigilance on job satisfaction with people who stutter

Purpose The purpose of the present study is to examine the association between workplace discrimination, vigilance, and job satisfaction in people who stutter and compare this with people who do not stutter. Method Seventy-two people who stutter (PWS) and 92 people who do not stutter (PWNS) participated in an online survey. Participants completed a survey assessing 6 different areas: (a) background information, (b) job satisfaction, (c) everyday discrimination, and (d) heightened vigilance. Mediation analyses were conducted to evaluate the relationship between the independent variables and dependent variable. Results There was a relationship between being a PWS and job satisfaction, discrimination, and vigilance. PWS were found to experience higher discrimination as well as be more vigilant. Discrimination and vigilance were found to mediate the relationship between stuttering and job satisfaction. Conclusion Results of this study indicate that the participants who stutter differ from PWNS in their job satisfaction, discrimination, and vigilance. Clinicians can prepare PWS with self-advocacy strategies, legal knowledge of what their rights are as an employee who identifies as a person who stutters with a disability, a legal understanding of workplace discrimination, and counseling on the impact of vigilance on workplace experiences.     

Life satisfaction in teenage boys: The moderating role of father involvement and bullying

It has been suggested that bullying at school and low social support are related to relatively poor mental health in schoolchildren. Based on data from 1344 adolescent boys aged 13–19 years in Britain, this study explored whether father involvement, as an underestimated—in the related research—source of social support, can protect against low levels of satisfaction with life. Multiple regression analysis showed that low father involvement and peer victimization contributed significantly and independently to low levels of life satisfaction in adolescent boys. There was also evidence relating to a buffering effect of father involvement in that father involvement protected children from extreme victimization. Aggr. Behav. 28:126–133, 2002. © 2002 Wiley‐Liss, Inc.     

The influence of satisfaction and promotability on the relation between career adaptability and turnover intentions

This study examined the relation between career adaptability (CA), promotability, and career satisfaction (CS), and their impacts on turnover intentions (TI). Eight hypotheses were proposed. Based on data collected from a sample of 431 employees in Macau, career adaptability was significantly and positively related to both promotability and CS after controlling for the influences of demographic variables including age, gender, education and tenure. CA, promotability and CS were also significantly and negatively linked to TI. The results further revealed that promotability and CS mediated the effect of CA on TI. The study contributed new insights that may inform career development and retention of employees. Practical implications on how to retain employees were discussed.