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Product information and green consumption: An integrated perspective of regulatory focus, self-construal, and temporal distance
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2023 | Information & Management | Citations: 0
Authors: Luan, Jing; Filieri, Raffaele; Xiao, Jie; Han, Qingqing; Zhu, Bing; Wang, Tao

Abstract: Understanding consumer information processing is fundamental. Previous studies i ... Expand

Abstract: Understanding consumer information processing is fundamental. Previous studies investigated the effect of message framing and self-construal in green consumption using self-reported measures and obtaining contrasting results. This study used the eye-tracking method across two studies to examine the effect of promotion- vs. prevention-framed messages on green consumption. Study 1 confirms that promotion (vs. prevention)-framed information attracts more attention from independent (vs. interdependent) individuals. Moreover, temporal distance strengthens this matching effect (Study 2). Overall, this study uncovers consumers’ processing of messages with different regulatory frames from a visual attention perspective and offers valuable insights about the three-way interaction to promote green consumption. Collapse

Semantic filters: regulatory fit theory

Topics: social media WeChat marketing management consumer behavior

Methods: oculometry experiment parametric test repeated measures ANOVA Student's t-test

Theories: self construal theory regulatory focus theory regulatory fit theory
AN INVESTIGATION OF THE INTERPLAY BETWEEN EMOTIONAL CONGRUENCE AND REGULATORY FIT IN PHISHING SUSCEPTIBILITY

2021 | European Conference On Information Systems | Citations: 0
Authors: Lu, Xuecong; Head, Milena; Jiang, Jinglu; Yang, Junyi

Abstract: Phishing messages are designed to deceive individuals into divulging sensitive ... Expand

Abstract: Phishing messages are designed to deceive individuals into divulging sensitive information. This study aims to understand under what circumstances an individual is more susceptible to phishing messages. By drawing on perspectives of emotional congruence and regulatory fit, we propose two mechanisms that independently and synergistically influence individuals' phishing susceptibility: (1) the congruence between the emotional framing of the phishing message and individuals' emotional state (i.e., emotional congruence), and (2) the fit between the motivational framing of the phishing message and individuals' regulatory focus (i.e., regulatory fit). We propose an online experiment approach to investigate the above relationships. We will manipulate the phishing message framing and conduct priming tasks to induce participants' emotional states and their regulatory focus. This study will uncover why and how the design of a phishing message may make individuals more vulnerable, which will further contribute to designing measures to mitigate phishing risks. Collapse

Semantic filters: regulatory fit theory

Topics: phishing self efficacy database system electronic mail privacy

Methods: experiment parametric test Student's t-test ANOVA statistical hypothesis test

Theories: regulatory fit theory
Values and Interests: Impacts of Affirming the Other and Mediation on Settlements
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2019 | Group Decision and Negotiation | Citations: 0
Authors: Harinck, Fieke; Druckman, Daniel

Abstract: Other-affirmation (thinking positively about the other party) seems to be a prom ... Expand

Abstract: Other-affirmation (thinking positively about the other party) seems to be a promising intervention for settling conflicts in which value differences are salient. Hypotheses from research on regulatory fit theory are evaluated in this study. A 2 × 2 design combines pre-negotiation other-affirmation (as explicit or implicit) and mediator approach (as directive or facilitative). In support of the fit hypothesis, we showed that the implicit-directive combination produced the best joint outcomes. Directional findings showed that the fit between explicit affirmation and facilitative mediation also produced favorable outcomes. Uncertainty reduction was posited as a plausible explanation for these findings. Implications are suggested for interventions intended to resolve conflicts over resources derived from values. Collapse

Semantic filters: regulatory fit theory

Topics: problem solving

Methods: ANOVA parametric test experiment survey data transformation

Theories: regulatory fit theory
Motivation for Innovation – CEO Regulatory Focus as a Predictor of Innovation Performance

2019 | International Conference on Information Systems | Citations: 0
Authors: Piel, Mario; Fischer, Denise

Abstract: Innovation is at the heart of corporate entrepreneurship (CE) and central to su ... Expand

Abstract: Innovation is at the heart of corporate entrepreneurship (CE) and central to sustaining competitive advantages (Porter 1990, Sharma and Chrisman 1999). However, volatility, unpredictability, complexity, and ambiguity (VUCA) of today's business world and associated increasing efficiency pressures shift firms' attention to both sides of the "innovation coin", i.e., innovation output quantity and quality. Yet, longitudinal research scrutinizing the impact of CEOs' personality and motivational sets and their interplay with the TMT on innovation output quantity and quality simultaneously remains surprisingly scarce. Addressing a research gap concerning CEO-level, psychological as well as TMT-related drivers of innovation performance, our panel data study draws on upper echelons (Hambrick and Mason 1984) and regulatory focus theory (Higgins 1997) to answer two major research questions: How does CEO regulatory focus affect innovation performance, i.e., innovation output quantity and quality? How does the presence of a Chief Technology Officer (CTO) in the TMT moderate this relationship? Collapse

Semantic filters: regulatory fit theory

Topics: innovation management database system Google+ Python intrapreneurship

Methods: longitudinal research computational algorithm statistical hypothesis test regression analysis method survey

Theories: regulatory focus theory regulatory fit theory
Collective Regulatory Focus and Control Mechanisms: The Impact of Regulatory Fit on ISD Project Performance

2015 | European Conference On Information Systems | Citations: 0
Authors: Hung, YuWen; Hsu, Shih-Chieh

Abstract: The subject of control is a major stream in information systems development (ISD ... Expand

Abstract: The subject of control is a major stream in information systems development (ISD) studies. It is a process in which controllers specify performance goals, evaluate the current performance of those over whom they have control, and initiate improvements when they observe a gap between the predefined goals and the actual performance level. Researchers have classified control into different types and have identified the critical determinants for selecting appropriate control mechanisms. We base this study on regulatory focus theory and argue that managers should also consider a team’s goal orientation in order to maximize the effect of control. This study attempts to understand 1) whether the goal orientation of the ISD project team (prevention-focused vs. promotion-focused) is associated with its performance index, and 2) whether those relationships are stronger when the appropriate control mechanism (specification explicitness, evaluation flexibility, and reward) is exercised. Collapse

Semantic filters: regulatory fit theory

Topics: project productivity team productivity

Methods: survey partial least squares regression theoretical contribution

Theories: control theory regulatory fit theory regulatory focus theory

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Found 5 articles

Product information and green consumption: An integrated perspective of regulatory focus, self-construal, and temporal distance

AN INVESTIGATION OF THE INTERPLAY BETWEEN EMOTIONAL CONGRUENCE AND REGULATORY FIT IN PHISHING SUSCEPTIBILITY

Values and Interests: Impacts of Affirming the Other and Mediation on Settlements

Motivation for Innovation – CEO Regulatory Focus as a Predictor of Innovation Performance

Collective Regulatory Focus and Control Mechanisms: The Impact of Regulatory Fit on ISD Project Performance