Every Saint has a Past, and Every Sinner has a Future: Influences of Regulatory Focus on Consumers’ Moral Self‐Regulation

Schwabe, Maria; Dose, David; Walsh, Gianfranco

doi:10.1002/jcpy.1025

Cited by 33 publications

(28 citation statements)

References 56 publications

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“…The relationship between perceived value and purchase behavior has different results in the study of energysaving products (Lin and Huang, 2012;Khan and Mohsin, 2017). Consumer purchasing behavior is largely influenced by historical behavior (Schwabe et al, 2018), which may be the main reason for the inconsistent results. When consumers perceived same value of energy-saving products, consumers who have purchased energy-saving products will be more convinced of the utility because of their previous purchase experience, and they are more likely to get higher satisfaction (Zhou and Zhang, 2019).…”

Section: Satisfaction Purchase Intentionmentioning

confidence: 99%

Understanding the Influence of Consumers’ Perceived Value on Energy-Saving Products Purchase Intention

Luo

Ying

2022

Front. Psychol.

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Since rapid economic growth has led to the overuse of natural resources and environmental degradation, increasing attention has been paid to environmental problems. This study aims to explore the relationship between consumers’ perceived value and satisfaction, and energy-saving products purchase intention was investigated using appraisal-emotional response-coping theory. Moreover, this study further investigates these relationships in different consumer groups. In total, 399 questionnaires were collected online and offline, and results though structural equation modeling analysis show that functional, emotional, conditional, and green value have a positive effect on consumer satisfaction and thereby promote the intention to purchase energy-saving products. However, social value is not significant for consumer satisfaction. Perceived value influences consumer satisfaction and varies among different consumers according to the results of multigroup structural equation modeling analysis. These results have practical significance for the design and marketing of energy-saving products.

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Section: Satisfaction Purchase Intentionmentioning

confidence: 99%

Understanding the Influence of Consumers’ Perceived Value on Energy-Saving Products Purchase Intention

Luo

Ying

2022

Front. Psychol.

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“…Although within the authority scenario, the results are directionally similar, the differences are not significant in study 3. One explanation could be the participants' own prior moral behavior, which moderates the influence of regulatory focus on consumers' moral behavior (Schwabe et al 2018). Additionally, perceptions of behavioral integrity, the perceived alignment between an individual's words and deeds (Simons 2002;Palanski et al 2011), could have influenced the impact of regulatory focus on consumer responses.…”

Section: Discussionmentioning

confidence: 99%

“…While we argued that this could be due to different priming methods and additional moderators, more research is needed. In particular, participants' own prior moral behavior may influence the relationship between regulatory focus and consumers' evaluations following varying moral violations (Schwabe et al 2018). Moreover, we suggest assessing the role of behavioral integrity, the perceived alignment between an individual's words and deeds (e.g., Kacmar and Tucker 2014;Palanski et al 2011;Simons 2002), in moderating how those in a prevention mindset evaluate moral violations.…”

Section: Future Research and Limitationsmentioning

confidence: 94%

Consequences of Moral Transgressions: How Regulatory Focus Orientation Motivates or Hinders Moral Decoupling

Cowan

Yazdanparast

2019

J Bus Ethics

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How can firms mitigate the impact of moral violations on consumer evaluations? This question has pervaded the business ethics literature. Though prior research has identified decoupling as a moral reasoning strategy where consumers separate moral judgments from evaluations (avoiding moral compromise and dissonance), it is unclear what motivates individuals to decouple. It is the objective of this research to explore regulatory focus theory (i.e., a framework examining consumer mindsets as prevention or promotion orientated) as a motivating factor for moral decoupling. Three experiments are undertaken. Study one demonstrates that with a prevention mindset (e.g., analytical thinking) as opposed to promotion mindset (e.g., feeling-based thinking), moral decoupling can be achieved. Specifically, those in a prevention mindset report more favorable evaluations when information about a violation explicitly lowers (vs. does not lower) consequences of moral violations. However, when the violation is related to the business functionality of the brand, those in a prevention (vs. promotion) mindset report less favorable evaluations, except when consequences are lowered. This indicates an inability to decouple (studies 2–3), and results in negative emotions (study 3). The research shows that inability to decouple for those in a prevention mindset leads to negative emotions, lowering evaluations. These results contribute to the moral reasoning literature by linking regulatory focus to decoupling strategies. Further, the research bridges literature on norm activation, moral foundation, regulatory focus, and moral decoupling to reconcile theoretical differences in judgment styles. Implications for businesses and brands are discussed.

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“…Thus, one may remain interested in how to keep puritan peers consistent with their moral compasses. Recently, literature investigating consumers’ sequential moral decision-making has started to emerge (Schwabe et al , 2018). Gneezy et al (2012) identify a crucial factor for consistent moral behavior to emerge – whether the behavior is perceived as costly.…”

Section: Theoretical Backgroundmentioning

confidence: 99%

Puritan peers or egoistic entrepreneurs? Moral decay in lateral exchange markets

Perren

Stewart

Satornino

2019

JCM

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Purpose The purpose of this study is to examine the impact of LEM participation on moral identity. Lateral exchange markets (LEMs) enable ordinary people to monetize idle personal resources such as cars, homes, gadgets and skills. Despite its champions portraying actors in these exchange as moral citizens of society, recent findings suggest that egoistic motives drive participation. A salient moral identity motivates behaviors that show social sensitivity to others and enable cooperative actions. Given that platform-providing firms rely on users’ cooperative behaviors to facilitate lateral exchange, understanding factors that affect moral identity can have important implications for the success of such business models. Design/methodology/approach In this research, the authors move away from the ideological discourse behind actors’ motivations, to provide a pragmatic explanation of how participation erodes moral identity. The authors apply a social cognitive framework to examine how the environment in LEMs impacts behaviors and personal factors in a recursive fashion. Findings Across two studies, findings reveal that prolonged participation in lateral exchange diminishes the centrality of moral identity to the working self-concept. Moreover, the results show that keeping puritan peers moral has positive business outcomes. This research also discerns a boundary condition that determines when peers remain consistent with their moral compasses. Specifically, when engagement is perceived as effortful, the behavior becomes an informative input in the inference of one’s moral disposition reinforcing moral identity. Originality/value Marketers can use this research to design business models in ways that mitigate the decay of moral identity.

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Every Saint has a Past, and Every Sinner has a Future: Influences of Regulatory Focus on Consumers’ Moral Self‐Regulation

Cited by 33 publications

References 56 publications

Understanding the Influence of Consumers’ Perceived Value on Energy-Saving Products Purchase Intention

Understanding the Influence of Consumers’ Perceived Value on Energy-Saving Products Purchase Intention

Consequences of Moral Transgressions: How Regulatory Focus Orientation Motivates or Hinders Moral Decoupling

Puritan peers or egoistic entrepreneurs? Moral decay in lateral exchange markets

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