Predicting the intensity of losses vs. non-gains and non-losses vs. gains in judging fairness and value: A test of the loss aversion explanation

Three studies examined the predictions that in the context of evaluation of fairness and concessions in negotiations, losses would be perceived as more intensely negative than non-gains, and that non-losses would be perceived as more positive than gains. Extant studies tested only the first of these predictions. These predictions derive from the principle of loss aversion (LA), according to which losses are experienced more intensely than gains of similar objective magnitude. In this view, losses and non-losses are measured against the steep loss part of the value curve, whereas gains and non-gains are measured against the shallow part of the value curve. Our studies replicated extant studies in confirming the first prediction but failed to confirm the second prediction. Specifically, opposite to the prediction of LA, gains were perceived as more intensely positive than non-losses. It seems, therefore, that LA is not a sufficient explanation of why losses are perceived as more averse than gains. Feature positive and regulatory focus effects are discussed as additional potential contributors to the phenomenon.     

情绪调节自我效能感与主观幸福感：情绪调节方式的中介作用

本研究的目的在于探讨青少年情绪调节自我效能感与主观幸福感之间的关系及情绪调节方式在其中的中介作用。采用《情绪调节自我效能感量表》、《情绪调节方式量表》和《主观幸福感量表》对1128名中学生进行测查,结果表明：(1) 情绪调节自我效能感与情绪调节方式、生活满意度、积极情感、消极情感关系紧密;(2) 情绪调节自我效能感和情绪调节方式可显著预测主观幸福感;(3) 减弱调节在情绪调节自我效能感与主观幸福感间起部分中介作用。     

To err is human: How regulatory focus and action orientation predict performance following errors

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.     

Let there be no mistake! On assessment mode and the transference effect in social perception

We examined the possibility that assessment regulatory mode orientation affects the tendency to exhibit transference effects in social perception. Based on a social cognitive methodological paradigm devised by Andersen and colleagues [e.g., Andersen, Glassman, Chen, & Cole, 1996], we find that the transference effect is more pronounced when individuals’ (chronic) assessment orientation is low (vs. high). These results suggest that transference is more likely to occur when less attention is directed towards the target of perception.     

The cultural congruency effect: Culture, regulatory focus, and the effectiveness of gain- vs. loss-framed health messages

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.     

Maternal ratings of infant regulatory competence from 6 to 12 months: influence of perceived stress, birth-weight, and intervention: a randomized controlled trial

Mothers’ reports of preterm and term infants’ temperament from 6 to 12 months of age were studied, with intervention and stress as predictors. Preterm infants with a birth weight <2000 g were randomized to an intervention (71) or a control (69) group. A control group of healthy term infants (74) was also established. The intervention was a modified version of the “Mother–Infant Transaction Program”, aimed at sensitizing caregivers to the infants’ individual characteristics. Temperament was measured with the Infant Behavior Questionnaire, and stress with the Parenting Stress Index. There were no group differences in temperament at 6 or 12 months or in change during the same period. There was a strong association between stress and negative reactivity in the preterm control group at 12 months. In the preterm intervention group, there were strong negative correlations between stress and regulatory competence at 6 months. The intervention seemed to change the relationship between stress and temperament. The strength of this association indicates that the intervention sensitized mothers to the temperamental regulatory competence of their preterm infants.     

A regulatory focus model of self-evaluation

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.     

Antecedent frequency effects during the processing of pronouns

An eye-movement reading experiment investigated whether the ease with which pronouns are processed is affected by the lexical frequency of their antecedent. Reading times following pronouns with infrequent antecedents were faster than following pronouns with frequent antecedents. We argue that this is consistent with a saliency account, according to which infrequent antecedents are more salient than frequent antecedents. The results are not predicted by accounts which claim that readers access all or part of the lexical properties of the antecedent during the processing of pronouns.     

The Effect of Approach and Avoidance Referents on Academic Outcomes: A Test of Competing Predictions

In an academic setting, we tested competing predictions derived from two conceptual models about the effects of approach and avoidance referents (e.g., goals and role models) on student performance. One model suggests a main effect such that focusing on approach referents leads to better outcomes than focusing on avoidance referents, regardless of personality (e.g., A. J. Elliot & K. M. Sheldon, 1997). Another model suggests an interaction such that focusing on either approach or avoidance referents can lead to positive outcomes, but only when people are promotion focused or prevention focused, respectively (e.g., P. Lockwood, C. H. Jordan, & Z. Kunda, 2002). Findings supported the main effect model. The more prevention focused participants were, the more avoidance goals they generated, which led to poorer grades.

The influence of motivational and mood states on visual attention: A quantification of systematic differences and casual changes in subjects' focus of attention

A great number of studies have shown that different motivational and mood states can influence human attentional processes in a variety of ways. Yet, none of these studies have reliably quantified the exact changes of the attentional focus in order to be able to compare attentional performances based on different motivational and mood influences and, beyond that, to evaluate their effectivity. In two studies, we explored subjects' differences in the breadth and distribution of attention as a function of motivational and mood manipulations. In Study 1, motivational orientation was classified in terms of regulatory focus (promotion vs. prevention) and in Study 2, mood was classified in terms of valence (positive vs. negative). Study 1 found a 10% wider distribution of the visual attention in promotion-oriented subjects compared to prevention-oriented ones. The results in Study 2 reveal a widening of the subjects' visual attentional breadth when listening to happy music by 22% and a narrowing by 36% when listening to melancholic music. In total, the findings show that systematic differences and casual changes in the shape and scope of focused attention may be associated with different motivational and mood states.