Regulatory mode effects on counterfactual thinking and regret

Abstract

The present studies examined the influence of two regulatory mode concerns—a locomotion concern with movement from state and an assessment concern with making comparisons [see Higgins, E. T., Kruglanski, A. W., & Pierro, A. (2003). Regulatory mode: Locomotion and assessment as distinct orientations. In M. P. Zanna (Ed.), Advances in Experimental Social Psychology (Vol. 35, pp. 293–344). New York: Academic Press]—on engaging in counterfactual thinking and experiencing post-decisional regret. When contemplating a decision with a negative outcome, it was predicted that high (vs. low) locomotion would induce less counterfactual thinking and less regret, whereas the opposite would be true for high (vs. low) assessment. Locomotion and assessment orientations were measured as chronic individual differences in Study 1 and 2, and were induced experimentally in Study 3. In Study 1 and 3 a purchase scenario with a negative outcome was used to elicit counterfactuals and regret, while in Study 2 participants were asked to recall one of their own personal purchases that had a negative outcome. The results supported our predictions. We discuss the implications of these findings for the nature of counterfactual thinking and regret from the perspective of their relation to regulatory mode

How Locomotion Concerns Influence Perceptual Judgments

“…We believe that it also lays the foundation for future work to explore whether this relation supports greater goal engagement. As also noted in the introduction, research has shown that locomotors persist well through challenges (Kruglanski et al, 2000), tend to be intrinsically motivated (Pierro, Kruglanski, & Higgins, 2006), have less regret about LOCOMOTION AND PERCEPTION past experiences and actions (Pierro et al, 2008), and are less prone to procrastination (Pierro et al, 2011). The current work raises the intriguing question of whether increased perceptual judgments related to the locomotion motivational system might support more effective self-regulation.…”

“…In other words, if individuals in a locomotion state do have increased perceptual judgments of movement in the world, this may be one of the ways in which they keep their eyes focused on the prize (Kruglanski et al, 2000). It may contribute to their ability to move on and put past wrongs behind them (Pierro et al, 2008). It may make deadlines feel closer, leading to LOCOMOTION AND PERCEPTION less procrastination (Pierro, Giacomantonio, Pica, Kruglanski, & Higgins, 2011).…”

“…We employed a standard manipulation of regulatory mode that has been used successfully in many studies (e.g., Avnet & Higgins, 2003;Orehek, Mauro, Kruglanski, & van der Bles, 2012;Pierro et al, 2008Pierro et al, , 2013. This manipulation induces participants into a locomotion or assessment motivational state via a reflection task designed to make the relevant motivational system and sensitivities more accessible.…”

A Moderação-Mediada do Sistema de Controle na Ambidestria

“…Funcionários mais orientados à locomoção têm como principal preocupação se manter em movimento (Kruglanski et al, 2000) e dedicar maior esforço físico para completar tarefas (Kruglanski et al, 2016). Esses indivíduos procuram eliminar o mais rápido possível as barreiras para a ação (Pierro et al, 2008) e são mais determinados no que se refere à agilidade em decidir qual caminho seguir (Kruglanski et al, 2000). Em outras palavras, esses sujeitos procuram escolher qualquer atividade para desempenhar (foco no fim), ao invés de permanecerem parados, avaliando qual atividade iniciar (foco no meio) (Pierro et al, 2008).…”

“…Contudo, avançamos na literatura ao sugerir que o sistema de controle, dada a sua finalidade de direcionar as ações dos funcionários (Ahearne, Haumann, Kraus, & Wieseke, 2013), modera a relação entre locomoção e ambidestria. Kruglanski, Pierro e Higgins (2016), Pierro et al (2008) Terceiro, sabe-se que as condições organizacionais influenciam o desempenho via mediação da ambidestria (Gibson & Birkinshaw, 2004). No entanto, não se sabe se este papel mediador pode ocorrer em nível individual e com um construto de orientação para a locomoção (Kruglanski et al, 2016).…”