决策过程中的调节匹配效应及其机制

以大学生为被试,运用实验法探讨了决策过程中调节定向与信息搜索模式之间的匹配效应及其机制。结果显示：(1) 促进定向组被试决策时更偏好基于属性的信息搜索模式,而预防定向组被试决策时更偏好基于选项的信息搜索模式;(2)当两种调节定向组被试分别使用各自所偏好的信息搜索模式制定决策时,达成了调节匹配,相比调节不匹配,这种匹配使被试对其所做选择给出了更积极的评价,即出现了调节匹配效应;(3)加工流畅性可以部分地解释这种调节匹配效应。     

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。     

他人和自身着装风格对消费行为的影响：基于调节定向理论的阐释

基于调节定向理论搭建了着装风格(正式vs.休闲)影响消费者心理和行为的模型框架。在观察者视角下,他人正式着装(vs.休闲着装)时,消费者通过关注收益、积极情绪体验、抱负目标状态表征这三个动机特征维度表现出促进型反应;通过关注威胁、消极情绪体验、警戒行为策略这三个动机特征维度表现出预防型反应。在穿着者视角下,消费者自身正式着装(vs.休闲着装)时,通过理想自我导向、抱负目标状态表征及积极情绪体验这三个动机特征维度表现出促进型反应;通过责任自我导向、道德需求、消极结果关注这三个动机特征维度表现出预防型反应。上述过程中自我建构、卷入度,自我监控及环境规范通过影响调节定向的特征状态发挥调节作用。未来研究应继续关注特质性和情境性调节定向对消费者着装反应的交互影响,用调节定向理论阐释其他着装类型对消费行为的影响,着装风格导致消费者促进定向还是预防定向的调节变量,以及着装风格影响消费者行为的其他后效。     

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。     

工作重塑研究的新动向——基于调节定向的视角

以往学术界更多关注工作重塑的影响结果和作用机制, 缺乏对其内在动机及相关新构念的探讨。近年来, 基于调节定向理论的工作重塑研究逐渐增加。在已有研究的基础上, 首先基于特质及情境性调节定向的视角, 分别对其与工作重塑具体维度的关系进行探讨; 然后, 揭示领导的调节定向如何影响员工的工作重塑行为; 最后, 梳理工作重塑领域涌现的新构念(促进/防御定向型工作重塑、趋近/回避型工作重塑), 及其理论融合的基础。未来研究应重点关注调节定向和工作重塑的相互作用、促进/防御定向型工作重塑的前因变量及作用机制, 以及调节定向与“角色观”工作重塑的关系等问题。     

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。     

运动行为领域中的调节匹配

调节匹配理论认为个体更倾向于采用与自身调节定向方式相匹配的行为策略, 并且当个体处于调节匹配状态时, 其行为表现会更好。通过梳理近年来运动领域关于调节匹配的研究发现, 调节匹配可以对运动行为的多个方面产生影响, 如促进运动员的运动表现、提高运动员的决策效能、增强体育锻炼参与度等。未来研究应注重对运动中调节匹配研究内容的扩充, 探讨调节匹配的内在机制, 并完善调节匹配的研究方法。     

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。     

调节性匹配理论述评

在决策、动机领域,Higgins（2000）提出了一种新的理论——调节性匹配理论。所谓调节性匹配（regulatoryfit）,指的是个体的自我调节定向与其行为策略之间的匹配。该理论认为,调节性匹配能增强个体在目标追求过程中的动机强度、主观评价和情绪体验,从而对个体的行为决策产生重要影响。文章围绕调节性匹配的概念、产生、效应及应用价值等问题对相关研究进行综述,并在此基础上提出了现有研究存在的问题及未来的研究方向     

调节定向视角下在线评论感知有用性的眼动研究

本研究采用2评论类型(属性型VS体验型)×2调节定向(促进VS预防)的眼动实验,深入探讨消费者对在线评论的加工过程和感知有用性的认知机理。研究发现：(1)与属性型评论相比,个体对体验型评论的认知过程更短,感知有用性却更高。(2)相对于预防定向个体而言,促进定向个体对在线评论的认知加工过程更短,感知有用性更高。(3)评论类型和调节定向的交互效用,在属性型评论情境中显著,但在体验型评论情境中不显著。研究结果揭示了评论类型和调节定向影响消费者对在线评论认知评估的作用机理。     

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.     

如何道歉更有效:调节聚焦与信息框架的作用

本研究结合调节聚焦理论探讨了如何道歉更有效。两个实验通过启动不同调节聚焦,创设冒犯情境并呈现不同框架的道歉信息,考察调节聚焦与道歉框架对道歉效果的影响。结果表明,向促进聚焦的受害者呈现积极框架的道歉信息、向防御聚焦的受害者呈现消极框架的道歉信息能改善受害者对冒犯者的评价,降低交往回避倾向,获得较好的道歉效果,且正确感是此种影响发生的内在机制。     

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。     

The moderating role of interviewer's regulatory focus in the effectiveness of impression management tactics: Regulatory fit as a source of subjective value

Based on the recently explored regulatory fit effect in social contexts, the present research is the first to investigate the interaction between interviewer's regulatory focus and interviewee's impression management (IM) tactics. We hypothesized that assertive and defensive IM tactics would fit with interviewer's promotion and prevention focus, respectively, and that interviewer's experience of this regulatory fit would lead to enhanced interview evaluation. We conducted four studies in which the participants were asked to rate an interviewee after reading a list of the interviewee's IM-related behaviours or watching a videotaped interview. Additionally, the participant's regulatory focus was operationalized as both an induced situational state and a measured chronic trait. The results supported our hypotheses by showing a significant interaction of the interviewer's regulatory focus and the IM tactics on interview evaluation: the promotion-assertive and the prevention-defensive ratings were more positive than the prevention-assertive and the promotion-defensive ratings. Moreover, mediation analysis revealed that the interaction exerts its effects on interview evaluation by providing interviewers with an intrapersonal regulatory fit experience.     

The Effects of Regulatory Fit between Explanation Framing and Applicants’ Regulatory Foci on Applicant Reaction

Abstract

Drawing from regulatory fit theory and the literature on persuasion, the current study is the first to explore whether the fit between explanation framing and applicants’ regulatory foci could enhance applicant reaction. We hypothesized that a positively framed explanation fits with applicants’ promotion foci and that a negatively framed explanation fits with applicants’ prevention foci. Three studies were conducted in which participants with different regulatory foci rated their perceived procedural fairness and organizational attractiveness after reading differently framed recruitment advertisements, rejection letters, and job offer letters. The results supported our hypothesis by showing significant interactions between explanation framing and participants’ regulatory foci on procedural fairness and organizational attractiveness perception in the contexts of recruitment advertising and rejection letters. In these contexts, compared with receiving a negatively framed explanation, promotion-focused recipients reported higher levels of perceived fairness and organizational attractiveness after receiving a positively framed explanation, and promotion-focused recipients’ fairness and attractiveness perceptions were higher than prevention-focused recipients’, after receiving a positively framed explanation. Moreover, perceived procedural fairness mediated the relationship between regulatory fit and perceived organizational attractiveness. However, regulatory fit effects were not found in the context of job offer letters.     

Regulatory Fit and Persuasion: Basic Principles and Remaining Questions

How can researchers and practitioners use regulatory fit theory to increase the effectiveness of their attempts to change attitudes and behavior? In this article, we extract from the literature a set of basic processes by which fit can influence persuasion and describe different methods for inducing fit. Regulatory fit can influence persuasion by: (i) making message recipients feel right during message reception; (ii) increasing recipients’ strength of engagement with the message, which contributes to processing fluency; and (iii) influencing elaboration likelihood. Integral methods induce fit within the persuasion situation (as with framing of message arguments, source delivery style, and decision means), whereas incidental methods induce fit independent of the persuasion situation. We discuss common difficulties researchers may encounter with these techniques, and clarify existing confusions about regulatory fit and regulatory focus theory. Throughout, we highlight important questions that must be addressed to attain a complete understanding of regulatory fit.     

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.