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Who is More Likely to Initiate Referrals? Effect of User’s Regulatory Focus on Referral Intention

2023 | Americas Conference on Information Systems | Citations: 0
Authors: Jin, Huijie; Lu, Shouwang; Wang, Kanliang

Abstract: The online referral reward program (ORRP) is a social marketing method by which ... Expand

Abstract: The online referral reward program (ORRP) is a social marketing method by which firms reward existing users and encourage them to recommend products or services to their friends. Prior research has primarily focused on the impact of ORRP design on users' participation, however, the role of individuals' characteristics is unexplored. Based on regulatory focus theory and self-efficacy theory, this research proposes and investigates the effect of users' regulatory focus (promotion-focused vs. prevention-focused) on their referral intention and explores its mechanism and boundary condition. The results of three experiments show that compared to prevention-focused users, promotion-focused users have higher selfefficacy to complete the referral task; and thus, have higher referral intention. This effect will be attenuated when the tie strength between inviters and invitees is strong. The findings not only contribute to the research on ORRP and regulatory focus but also provide guidance for firms to optimize ORRPs. Collapse

Semantic filters: regulatory focus theory

Topics: self efficacy mobile application electronic commerce video conference social media

Methods: parametric test Student's t-test experiment analysis of covariance mediation analysis

Theories: regulatory focus theory self efficacy theory
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 focus 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
The Effectiveness of Highlighting Different Communication Orientations in Promoting Mobile Communication Technology at Work vs. at Home: Evidence from a Field Experiment
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2023 | Journal of the Association for Information Systems | Citations: 0
Authors: Phang, Chee Wei; Fang, Zheng; Liao, Chengcheng

Abstract: With the development of mobile communication technologies, people can now engag ... Expand

Abstract: With the development of mobile communication technologies, people can now engage in seamless communications with family members and coworkers at both home and work. When promoting a new mobile communication technology (e.g., the 5G network), firms may be tempted to emphasize how the technology can strengthen communication both within and across the two domains with the hope of improving purchase rates. Yet research has suggested that people may perceive mobile communication differently depending on whether those they are communicating with others who belong to the same domain. Thus, the promotion of the technology to potential users should perhaps consider users' location domain and their communication targets. Through a field experiment, we show that when promoting mobile communication technology in the home domain, highlighting prevention-focused communication promotes greater purchase rates. However, at work, when coworkers are the target of communication, highlighting promotion-focused communication works better. These findings can not only help practitioners design more effective promotional messages in promoting mobile communication technologies but also contribute to the understanding of nuanced differences in the nature of mobile communication that make it more appealing to users in different within-and cross-domain communication scenarios. Collapse

Semantic filters: regulatory focus theory

Topics: communication service infrastructure mobile system broadband cellular network technology adoption global navigation satellite system

Methods: survey field experiment experiment statistical hypothesis test randomized field experiment

Theories: regulatory focus theory work family border theory
Coping and Regulatory Responses on Social Media during Health Crisis: a Large-scale Analysis
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2022 | HICSS | Citations: 0
Authors: Abramova, Olga; Batzel, Katharina; Modesti, Daniela

Abstract: During a crisis event, social media enables two-way communication and many-to-ma ... Expand

Abstract: During a crisis event, social media enables two-way communication and many-to-many information broadcasting, browsing others’ posts, publishing own content, and public commenting. These records can deliver valuable insights to approach problematic situations effectively. Our study explores how social media communication can be analyzed to understand the responses to health crises better. Results based on nearly 800 K tweets indicate that the coping and regulation foci framework holds good explanatory power, with four clusters salient in public reactions: 1) “Understanding” (problem-promotion); 2) “Action planning” (problem-prevention); 3) “Hope” (emotion-promotion) and 4) “Reassurance” (emotionprevention). Second, the inter-temporal analysis shows high volatility of topic proportions and a shift from self-centered to community-centered topics during the course of the event. The insights are beneficial for research on crisis management and practicians who are interested in large-scale monitoring of their audience for well-informed decision-making. Collapse

Semantic filters: regulatory focus theory

Topics: Twitter social media pandemic fake news terrorist incident

Methods: topic model psychometrics survey natural language processing machine learning

Theories: regulatory focus theory terror management theory
Intention to use smartwatch health applications: A regulatory fit and locus of control perspective
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2022 | Information & Management | Citations: 0
Authors: Choi, Hyoung-Yong; Keil, Mark; Baird, Aaron M.

Abstract: Smartwatch applications are growing in popularity, but little is known about why ... Expand

Abstract: Smartwatch applications are growing in popularity, but little is known about why people are motivated to use different smartwatch health apps. Drawing on regulatory focus theory, we propose that the fit between in dividuals’ regulatory focus (i.e., primarily prevention or primarily promotion) and the regulatory properties of smartwatch health apps (i.e., primarily promotion apps or primarily prevention apps) helps to explain in dividuals’ motivations related to intentions to use smartwatch health apps. Further, we show that individuals’ internal health locus of control strengthens the effect of regulatory fit. This study contributes by demonstrating how regulatory focus and locus of control influence intentions to use smartwatch health apps. Collapse

Semantic filters: regulatory focus theory

Topics: mobile application usage intention smart watch mobile system mobile health

Methods: experiment data transformation post-hoc analysis theory development descriptive statistic

Theories: regulatory focus theory
Learning What you Really, Really Want: Towards a Conceptual Framework of New Learning in the Digital Work Environment
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2022 | HICSS | Citations: 0
Authors: Decius, Julian; Kortsch, Timo; Paulsen, Hilko; Schmitz, Anja

Abstract: Digitization and globalization are leading to changing demands in the world of w ... Expand

Abstract: Digitization and globalization are leading to changing demands in the world of work. To cope with these, employees must constantly learn and develop. Analogous to the New Work movement, the future of learning seems to belong to New Learning, in which protean and empowered learners pursue learning opportunities to achieve subjectively valuable learning outcomes and personal growth. This meaningful and socially-embedded kind of learning enables learners to learn what they really, really want to learn. In the literature, however, there is a lack of models and theories on New Learning. The present paper introduces a conceptual framework of New Learning building on psychological theories in terms of a causal chain whose ten propositions can be empirically examined in future studies. An important premise is that, in addition to personal characteristics of the learner, the sociotechnical environment and (digital) tools and methods play an important role for New Learning. The paper concludes by setting a future research agenda and discussing the practical implications of New Learning. Collapse

Semantic filters: regulatory focus theory

Topics: IT career IT work remote work virtual workplace

Methods: literature study

Theories: psychological theory theory of planned behavior regulatory focus theory
Brake or Step On the Gas? Empirical Analyses of Credit Effects on Individual Consumption

2022 | International Conference on Information Systems | Citations: 0
Authors: Han, Jiayan; Zhang, Yingjie; Lu, Tian; Sun, Yiheng; Huang, Wen

Abstract: Understanding the effects of credit on consumption is crucial for guiding users ... Expand

Abstract: Understanding the effects of credit on consumption is crucial for guiding users' consumption behavior, designing financial marketing strategies, and identifying credit's value in stimulating the economy. Whereas several studies have endeavored on this issue, most simply utilize observations of a single credit channel and/or focus on an overall effect without considering the potentially heterogeneous short-term and long-term consumption changes. This study, leveraging a quasi-experimental design with highresolution transaction data, examines how people respond to credit in both short-and long-term periods. Results show that credit users' consumption amount significantly expand by 51.74% after getting access to credit in the short term. However, they ultimately cut their consumption by 4.02% to cope with financial constraints in the long term. We also reveal and quantify the spillover effects of credit on consumption with savings channels. We draw on regulatory focus theory to rationalize the changes on users' consumption behavior after credit activation. Collapse

Semantic filters: regulatory focus theory

Topics: WeChat pandemic mobile payment mobile system electronic authentication

Methods: econometric modeling propensity score matching difference in differences theory development quasi experiment

Theories: regulatory focus theory
Perceived privacy risk in the Internet of Things: determinants, consequences, and contingencies in the case of connected cars
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2022 | Electronic Markets | Citations: 1
Authors: Koester, Nils; Cichy, Patrick; Antons, David; Salge, Torsten Oliver

Abstract: The Internet of Things (IoT) is permeating all areas of life. However, connected ... Expand

Abstract: The Internet of Things (IoT) is permeating all areas of life. However, connected devices are associated with substantial risks to users’ privacy, as they rely on the collection and exploitation of personal data. The case of connected cars demonstrates that these risks may be more profound in the IoT than in extant contexts, as both a user's informational and physical space are intruded. We leverage this unique setting to collect rich context-immersive interview (n = 33) and large-scale survey data (n = 791). Our work extends prior theory by providing a better understanding of the formation of users’ privacy risk perceptions, the effect such perceptions have on users’ willingness to share data, and how these relationships in turn are affected by inter-individual differences in individuals’ regulatory focus, thinking style, and institutional trust. Collapse

Semantic filters: regulatory focus theory

Topics: privacy internet of things mobile system decision making mobile application

Methods: qualitative interview survey descriptive statistic archival research conceptual modelling

Theories: regulatory focus theory cognitive complexity theory
Protecting Organizational Information Assets: Exploring the Influence of Regulatory Focus on Rational Choices
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2021 | HICSS | Citations: 0
Authors: Burns, Aj

Abstract: Protecting organizational information assets is an essential objective for most ... Expand

Abstract: Protecting organizational information assets is an essential objective for most organizations. More than ever, information security relies on insiders with access to information in their work. This research integrates regulatory focus theory with rational choice theory to help shed light on these insiders’ motivations to protect organizational information. The result of these exploratory analyses indicates that promotion and prevention foci each distinctly relate to perceived costs and benefits of protecting organizational information assets. Additionally, the findings show that the overall benefit of protecting mediates an expanded set of costs and benefits. Ultimately, the model explains 57.1% of the variance in insiders’ intentions to protect organizational information assets. Collapse

Semantic filters: regulatory focus theory

Topics: data security information security practice IT security cybersecurity behavior anonymity

Methods: PLS tool partial least squares regression mediation analysis self reported survey theoretical contribution

Theories: regulatory focus theory rational choice theory
The bittersweet escape to information technology: An investigation of the stress paradox of social network sites
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2020 | Information & Management | Citations: 0
Authors: Cheikh-Ammar, Mustapha

Abstract: It seems counterintuitive for people to continue using Social network sites (SNS ... Expand

Abstract: It seems counterintuitive for people to continue using Social network sites (SNSs) despite the stress they cause. This study addresses this issue by suggesting that a stress paradox exists on SNSs, and by developing process and variance theoretical models to explain this new type of IT-duality. It argues that SNS use occurs as a coping strategy that people adopt to deal with life-stress. It also argues that SNSs are stressful, due to more than excessive demands, since SNS use also involves privacy threats. An online survey of 633 Facebook, Instagram and Snapchat users provide support for the study’s main premise. Collapse

Semantic filters: regulatory focus theory

Topics: Instagram Facebook Snapchat privacy technostress

Methods: partial least squares regression post-hoc analysis survey theory development mediation analysis

Theories: conservation of resources theory regulatory focus theory

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Found 34 articles

Who is More Likely to Initiate Referrals? Effect of User’s Regulatory Focus on Referral Intention

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

The Effectiveness of Highlighting Different Communication Orientations in Promoting Mobile Communication Technology at Work vs. at Home: Evidence from a Field Experiment

Coping and Regulatory Responses on Social Media during Health Crisis: a Large-scale Analysis

Intention to use smartwatch health applications: A regulatory fit and locus of control perspective

Learning What you Really, Really Want: Towards a Conceptual Framework of New Learning in the Digital Work Environment

Brake or Step On the Gas? Empirical Analyses of Credit Effects on Individual Consumption

Perceived privacy risk in the Internet of Things: determinants, consequences, and contingencies in the case of connected cars

Protecting Organizational Information Assets: Exploring the Influence of Regulatory Focus on Rational Choices

The bittersweet escape to information technology: An investigation of the stress paradox of social network sites