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Framing Political Messages to Fit the Audience's Regulatory Orientation: How to Improve the Efficacy of the Same Message Content
Get PDFThis research investigates how the impact of persuasive messages in the political domain can be improved when fit is created by subliminally priming recipients' regulatory focus (either promotion or prevention) and by linguistic framing of the message (either strategic approach framing or strategic avoidance framing). Results of two studies show that regulatory fit: a) increases the impact of a political message favoring nuclear energy on implicit attitudes of the target audience (Study 1); and b) induces a more positive evaluation of, and intentions to vote for, the political candidate who is delivering a message concerning immigration policies (Study 2)
Sapplemental_material – Supplemental material for Who Is Most Likely to Wear Rose-Colored Glasses? How Regulatory Mode Moderates Self-Flattery
No full textSupplemental material, Sapplemental_material for Who Is Most Likely to Wear Rose-Colored Glasses? How Regulatory Mode Moderates Self-Flattery by Svetlana Komissarouk, Marina Chernikova, Arie W. Kruglanski and E. Tory Higgins in Personality and Social Psychology Bulletin</p
E. Tory Higgins’ regulatory focus theory
No full textZaproponowana przez E. Tory Higginsa teoria ukierunkowali regulacyjnych, rozróżnia dwie odrębne strategie (systemy) samoregulacji: (1) promocyjne i (2) prewencyjne ukierunkowanie regulacyjne. Pierwsza związana jest z koncentracją na ideałach, osiągnięciach, aspiracjach i wzroście, natomiast druga - z koncentracją na powinnościach, zobowiązaniach, odpowiedzialności, ochranianiu i bezpieczeństwie. Artykuł prezentuje najważniejsze tezy teorii oraz wyniki wybranych badań dotyczących znaczenia ukierunkowali regulacyjnych dla procesów poznawczych i decyzyjnych, różnych aspektów realizacji celów, a także dla emocji, formułowania ocen i wartościowania obiektów. Ostatnia część ma charakter dyskusyjny i koncentruje się na ocenie teorii Higginsa, jej związków z innymi modelami samoregulacji oraz miejsca w szerszym kontekście zmiennych osobowościowych i temperamentalnych.The regulatory focus theory proposed by E. Tory Higgins differentiates between two distinct strategies for self regulation: (1) promotion and (2) prevention regulatory focus. The former is concerned with ideals, advancement, aspirations, accomplishments, and growth, while the latter – with oughts, obligations, responsibility, protection, and safety. The paper presents the main theses of the theory and results of selected studies concerning the role of regulatory focus in cognitive processes and decision making, different aspects of goal achievement, and also in experiencing emotions, assessment making and value judgments. The last part of the paper discusses strong and weak points of the theory as well as its associations with other cognitive models of self-regulation. It is also proposed to put the regulatory foci in a broader context of personality and temperament variables
Looking back or moving on: How regulatory modes affect nostalgia
No full textNostalgia is defined as the remembrance of prior experiences that are self-relevant, involve close others, and carry a predominantly positive affective tone (Wildschut et al. in J Pers Soc Psychol 91:975-993, 2006). Given nostalgia's palliative function for coping with negative affect and self-threats (Sedikides et al. in Curr Dir Psychol Sci 17:304-307, 2008), the present research explores a psychological construct related to greater experience of nostalgia: regulatory mode. According to regulatory mode theory (Kruglanski et al. in J Pers Soc Psychol 79:793-815, 2000; Higgins et al. in Adv exp soc psychol 35:293-344, 2003), assessment is the aspect of self-regulation focused on evaluation, whereas locomotion is focused on goal progress. We hypothesized that emphasis of the assessment mode on evaluation would promote nostalgia, while emphasis of the locomotion mode on progress would prevent it. These predictions were corroborated in two studies that assessed regulatory modes as individual difference factors (Study 1) and induced them experimentally (Study 2). Implications of these findings for the self regulation process are considered. © 2013 Springer Science+Business Media New York
Regulatory mode orientations and well-being in an organizational setting: the differential mediating roles of workaholism and work engagement
No full textHow regulatory modes work together: Locomotion-assessment complementarity in work performance
No full textThis research investigated the interactive effects of employees' locomotion and assessment regulatory modes (Higgins, Kruglanski, & Pierro, 2003; Kruglanski et al., 2000) on their work performance in organizational contexts. Three field surveys were conducted in different work organizations, using different research designs (cross-sectional and longitudinal) and different work performance measures (self-report and managers' ratings). As predicted, the studies found positive interactive effects of the two regulatory mode orientations on work performance. © 2012 Cises
Locomotion and the preference for multi-tasking: Implications for well-being
No full textThe notion that locomotion concerns with moving from state to state (Higgins et al., Advances in experimental social psychology, Academic Press, New York, NY, 2003; Kruglanski et al., J Pers Soc Psychol 79:793-815, 2000) will instill a positive disposition toward multi-tasking was explored in three studies. Study 1 demonstrated the existence of the hypothesized link between locomotion and multi-tasking in a sample of university students. Study 2 showed that a person-situation fit in organizations based on this preference affects employees' sense of well being. Finally, Study 3 conceptually replicated the results of Study 2 and demonstrated that the fit effects on well-being from the relation between locomotion and multi-tasking hold when both these variables are manipulated experimentally. These results support the basic idea that individuals with strong locomotion concerns benefit from activities more when they are performed simultaneously rather than sequentially
On the Psychology of Time in Action: Regulatory Mode Orientations and Procrastination
No full textSix studies explored the relations of the regulatory modes of locomotion and assessment to individuals' tendency toward procrastination. Across academic and organizational contexts, and a variety of ways of assessing procrastination, the authors found assessment to be positively related to procrastination and locomotion to be negatively related to procrastination. Discussion considered implications of these findings to task environments that may instill the tendencies toward locomotion or assessment and to task requirements where timeliness and punctuality are (or are not) prioritized
When comparative ads are more effective: Fit with audience's regulatory mode
No full textAccording to regulatory fit theory (Higgins, 2000, 2005), people experience regulatory fit when the manner in which they pursue a goal sustains (vs. disrupts) their regulatory orientation, and this fit strengthens their engagement in what they are doing. We tested whether the relative effectiveness of comparative and noncomparative ads varied as a function of their fit with the audience's regulatory mode concerns, either assessment concerns with making critical evaluations or locomotion concerns with maintaining movement, with these concerns being situationally induced (Studies la and 1b) or chronic predispositions (Study 2). As predicted, three studies found that for participants with assessment concerns comparative ads were more effective than noncomparative ads, whereas for participants with locomotion concerns noncomparative ads were more effective than comparative ads. Supporting the mechanism predicted by regulatory fit theory, the studies also found that these fit effects on purchase intentions were mediated by strength of engagement with the message. (C) 2012 Elsevier B.V. All rights reserved
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