Regulatory focus in economic contexts

Florack, Arnd; Keller, Johannes; Palcu, Johanna

doi:10.1016/j.joep.2013.06.001

Cited by 53 publications

(32 citation statements)

References 84 publications

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“…Although more direct process evidence would be welcome, the results suggest that hand washing might lead to a state in which the choice between the endowed and the alternative products is perceived as a situation, in which individuals could gain or not gain something (cf. Florack, Keller, & Palcu, 2013), whereas usually the choice between the endowed product and the alternative product represents a state for the individual, in which she or he can lose or not lose something (Carmon & Ariely, 2000). In this way, hand washing might set the perception of the choice situation back to a choice between two products without a prior history of possession and without the associated loss aversion.…”

Section: Discussionmentioning

confidence: 99%

Detaching the ties of ownership: the effects of hand washing on the exchange of endowed products

et al. 2013

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Recent studies have demonstrated that the ownership of a product leads to a biased perception of its aspects. Based on research on embodied cognition, we argue that the physical action of hand washing can reset the cognitive system to a more neutral state by reducing the asymmetrical perception of owned and not owned products. In three studies, we examined the effects of hand washing on the endowment effect by asking owners of a product to exchange it for a similar one. As expected, in Experiment 1, we showed that hand washing doubled the percentage of participants who exchanged an owned product for an alternative product. In Experiment 2, we replicated this finding and showed that only the action of hand washing and not a prime of physical cleaning elicited this effect. In Experiment 3, we again replicated the hand washing effect on exchange rates and examined the effect of hand washing on product evaluations. The results of all experiments suggest that hand washing reduces decision preferences that are biased by ownership.

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Section: Discussionmentioning

confidence: 99%

Detaching the ties of ownership: the effects of hand washing on the exchange of endowed products

et al. 2013

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“…In contrast, human aspirations and the need for growth associated with a promotion focus involve impulsive consumer choices (Sengupta & Zhou, 2007). Consistent with these findings, promotion-focused consumers should rely more on heuristic modes of evaluating products whereas prevention-focused consumers rely more on reflective modes of evaluation (Pham & Higgins, 2005), although certain heuristics, such as relying on other people's behavior, may fit prevention-focused individuals better (Florack et al, 2013).…”

Section: Thusmentioning

confidence: 90%

“…Regulatory focus theory (Florack, Keller, & Palcu, 2013;Higgins, 1998;Pham & Higgins, 2005) holds that human motivation is rooted in the approach of pleasure and the avoidance of pain. It differentiates a promotion focus from a prevention focus.…”

Section: Regulatory Focusmentioning

confidence: 99%

Emergency purchasing situations: Implications for consumer decision-making

Samson

Voyer

2014

Journal of Economic Psychology

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This article introduces the Emergency Purchasing Situation (EPS) as a distinct buying context. EPSs stem from an unexpected event (unanticipated need or timing of a need), as well as high product importance, which are associated with a short time frame for consumer decision-making. Our conceptual review integrates largely disconnected strands of research and theories relevant to EPSs and offers a series of independent propositions to understand how these situations might affect consumer decisionmaking, specifically heuristic versus reflective information processing in product evaluation. We discuss changes induced by the buying context in terms of regulatory focus, perceived time pressure, and stress.Our propositions further account for purchase involvement in the form of product importance, purchase risk, and product substitutability. Finally, we consider how individual differences (expertise and trust) may affect evaluation processes. Our discussion reflects on the implications of our model, avenues for future research, and how an understanding of EPSs can be used to improve managerial practice. Emergency Purchasing Situations 2

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“…Second, we extend the extant research that predominantly examines compatibility between consumers' regulatory focus and goal orientation in different offline contexts (Aaker & Lee, 2006;Florack, Keller, & Palcu, 2013) by comparing consumer decision-making in an offline (in-store) and online environment using the unique context of luxury goods. Third, while regulatory focus, goal orientation, and self-construal have been studied in several decision-making domains (Aaker & Lee, 2001;Lin, Chang, & Lin, 2012;Sung & Choi, 2011), this is the first attempt to examine the interactive effects of these constructs in the online decision-making of luxury goods.…”

Section: Introductionmentioning

confidence: 97%

Digital buying behavior: The role of regulatory fit and self‐construal in online luxury goods purchase intentions

Fazeli

Shukla

Perks

2019

Psychology and Marketing

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Drawing on regulatory focus theory, this study examines how consumers’ promotion and prevention focus influences luxury purchase intentions in an online domain. The research further investigates the interactive effects of regulatory focus, goal orientation, and self‐construal through four studies. Study 1 shows that promotion‐focused versus prevention‐focused consumers have a greater tendency to purchase luxury goods online and in‐store. Contrary to extant research regarding the compatibility between message frame and consumers’ regulatory focus, using varying manipulations, Studies 2 and 3 find the primacy of prevention‐framed messages in influencing online luxury purchase intentions for promotion‐ and prevention‐focused consumers. Further, unlike prior studies, Study 4 shows no significant interaction effect between regulatory focus, goal orientation, and self‐construal and adds a possible boundary condition by demonstrating how regulatory focus and self‐construal effects differ for luxury purchase online. Overall, the studies offer important contributions to theory and practice relating to luxury consumption in cyberspace.

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Regulatory focus in economic contexts

Cited by 53 publications

References 84 publications

Detaching the ties of ownership: the effects of hand washing on the exchange of endowed products

Detaching the ties of ownership: the effects of hand washing on the exchange of endowed products

Emergency purchasing situations: Implications for consumer decision-making

Digital buying behavior: The role of regulatory fit and self‐construal in online luxury goods purchase intentions

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