Guess Who Buys Cheap? The Effect of Consumers’ Goal Orientation on Product Preference

The current research examines how goal orientation affects consumer preference among products with different prices. We argue that a less expensive product may have not only lower perceived quality but also greater perceived quality variability. This greater perceived variability provides the opportunity for optimistic, promotion‐oriented consumers to overestimate the quality of the less expensive product. This effect is weaker, however, for a more expensive product that consumers perceive to have less quality variability and which thus provides less room for quality overestimation. As a result, we hypothesize that promotion‐oriented consumers, as compared to prevention‐oriented consumers, will demonstrate a stronger preference for a less expensive product. In a field study and two laboratory experiments, we obtain empirical support both for the hypothesized effect of consumers’ goal orientation on their product preference and for its underlying process. We conclude with a discussion of the theoretical and practical implications of our results.     

“We” are Different: Exploring the Diverse Effects of Friend and Family Accessibility on Consumers' Product Preferences

Prior research suggests that close friends and family members exert similar effects on consumer behavior because both represent strong social ties and are subject to communal norms. However, drawing on regulatory focus theory, we postulate that accessibility of friend and family can have divergent impacts on consumers' subsequent purchase decisions. Across four experiments, as well as a pilot study, we demonstrate that accessibility of friend (vs. family) is more likely to activate a promotion focus, which results in more favorable consumer responses toward products with promotion‐focused appeals, whereas accessibility of family (vs. friend) is more likely to activate a prevention focus, which leads to more positive consumer responses toward products with prevention‐focused appeals.     

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).     

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.     

Clash of the climates: Examining the paradoxical effects of climates for promotion and prevention

Organizations often communicate seemingly paradoxical strategic imperatives to their employees that reflect a focus on promotion (take risks) and prevention (be prudent), as outlined by regulatory focus theory. When consistently emphasized and reinforced in an organization, these strategic inclinations can emerge as divergent climates for promotion and prevention that cloud the organization's perceived identity and reduce collective organizational commitment among employees. With a coherent organizational identity acting as both a sensemaking tool and a means of potential self-enhancement for employees, we use social identity theory to hypothesize that similarly emphasized promotion and prevention climates are negatively related to employees’ collective organizational commitment and indirectly, negatively related to organizational productivity. We test our hypotheses in a sample of 107 manufacturing organizations, using polynomial regression with response surface analysis to examine how similarly emphasized promotion and prevention climates relate to collective commitment and organizational productivity. Our analyses reveal that as organization-level promotion and prevention climate scores became more similar, collective organizational commitment decreases. Furthermore, we find that similarly emphasized promotion and prevention climates are negatively related to organizational productivity via collective commitment. We reconcile these findings with the organizational paradox and ambidexterity literatures and implicate promising avenues for future research.     

基于认知特性的信息显示方式

大规模信息的不断涌现使目前的WIMP界面显示方式已无法满足信息显示的要求,同时也给人们处理和理解信息带来极大的困难.本文从认知工效学的角度,深入分析了目前WIMP界面中信息显示与交互方式所存在问题及其原因,并对近年来信息可视化领域中出现的焦点与场景(focus+context)显示技术作了简要的介绍,进一步分析了该技术所面临的挑战.     

Children's perceptions and experiences of care giving: A focus group study

The stress of care giving for spouses and adult children has been extensively documented in the empirical literature. More recently attention has been paid to children's involvement in family care giving. Qualitative studies in the social welfare field have highlighted the social restrictions caring places upon children. There remains a need, however, to understand what children are thinking and feeling in an effort to cope with their care-giving demands. This study used a focus group methodology and individual interviews to explore the experiences of 17 young carers aged between 10 and 16. Thematic analysis was employed to identify themes relating to the nature of stressors, their appraisal of them, and the coping strategies they use to manage the task of caring.     

Regulatory Focus Strategies Scale: A measure of individual differences in the endorsement of regulatory strategies

Regulatory focus theory proposes that people can have a promotion or a prevention focus when pursuing goals and choosing strategies. The Regulatory Focus Strategies Scale (RFSS), a scale that assesses the endorsement of promotion and prevention strategies for goal pursuit, is developed and validated in three studies. Exploratory and confirmatory factor analyses in Australia and Japan showed that promotion- and prevention-focused strategic endorsement formed two largely uncorrelated factors. The RFSS exhibits adequate reliability, and discriminant and convergent validity. A cross-cultural comparison showed that Australians were more promotion- but less prevention-focused than Japanese students. The RFSS provides an additional measure that is useful in future research on self-regulatory strategies.     

组织信任氛围对任务绩效的作用途径

通过问卷调查与结构方程建模分析组织信任对于员工工作绩效的影响途径。203名被试和他们的上司参与了问卷调查。结果分析采用潜变量路径分析方法。我们构建多组模型与构思模型,通过两个阶段的检验,分析了组织信任的作用机制。结果表明：组织信任作用于心理安全感,而心理安全感通过两条独立途径影响工作绩效,分别是工作聚焦与工作改进。心理安全感能够促进员工针对工作的不断改进的行为和探索新工作方法的意愿,同时也有利于员工集中精力在工作上,从而提高个人工作业绩     

Which Is in Front of Chinese People,Past or Future? The Effect of Language and Culture on Temporal Gestures and Spatial Conceptions of Time

The temporal‐focus hypothesis claims that whether people conceptualize the past or the future as in front of them depends on their cultural attitudes toward time; such conceptualizations can be independent from the space–time metaphors expressed through language. In this paper, we study how Chinese people conceptualize time on the sagittal axis to find out the respective influences of language and culture on mental space–time mappings. An examination of Mandarin speakers' co‐speech gestures shows that some Chinese spontaneously perform past‐in‐front/future‐at‐back (besides future‐in‐front/past‐at‐back) gestures, especially when gestures are accompanying past‐in‐front/future‐at‐back space–time metaphors (Exp. 1). Using a temporal performance task, the study confirms that Chinese can conceptualize the future as behind and the past as in front of them, and that such space–time mappings are affected by the different expressions of Mandarin space–time metaphors (Exp. 2). Additionally, a survey on cultural attitudes toward time shows that Chinese tend to focus slightly more on the future than on the past (Exp. 3). Within the Chinese sample, we did not find evidence for the effect of participants' cultural temporal attitudes on space–time mappings, but a cross‐cultural comparison of space–time mappings between Chinese, Moroccans, and Spaniards provides strong support for the temporal‐focus hypothesis. Furthermore, the results of Exp. 2 are replicated even after controlling for factors such as cultural temporal attitudes and age (Exp. 3), which implies that linguistic sagittal temporal metaphors can indeed influence Mandarin speakers' space–time mappings. The findings not only contribute to a better understanding of Chinese people's sagittal temporal orientation, but also have additional implications for theories on the mental space–time mappings and the relationship between language and thought.