4-aa2 Flashcards
Tory Higgins’ Regulatory Focus Theory
the manner in which individuals regulate their behavior depends upon the needs to which that regulation is directed
the manner in which individuals regulate their behavior depends upon the needs to which that regulation is directed
Tory Higgins’ Regulatory Focus Theory
nurturance-need related strivings
they’re related to growth and accomplishment
concern with satisfying these needs activates promotion-focused regulation (becoming one’s ideal)
e.g. want to become a college professor who is a prolific and respected researcher
they’re related to growth and accomplishment
concern with satisfying these needs activates promotion-focused regulation (becoming one’s ideal)
nurturance-need related strivings
promotion focus
sensitivity to presence or absence of positive outcomes
about desired and rewarding stuff
blind to undesired and punishing stuff
sensitivity to presence or absence of positive outcomes
promotion focus
security-need related strivings
security needs related to safety and protection
concern with satisfying this need activates prevention-focused regulation
e.g. avoid getting into debt because you think this is something you “ought not” do
security needs related to safety and protection
concern with satisfying this need activates prevention-focused regulation
security-need related strivings
prevention focus
sensitivity to presence or absence of negative outcomes
all about undesired and punishing stuff
blind to rewarding and desired stuff
sensitivity to presence or absence of negative outcomes
prevention focus
eagerness strategy
make sure that opportunities to gain good things are taken and such opportunities are not missed
make sure that opportunities to gain good things are taken and such opportunities are not missed
eagerness strategy
vigilance strategy
make sure that safety is secured by avoiding potentially harmful actions and danger and harm does not occur bye doing something stupid
make sure that safety is secured by avoiding potentially harmful actions and danger and harm does not occur bye doing something stupid
vigilance strategy
Crowe & Higgins (1997)
manipulation of promotion focus Ss focus on their ideals and aspirations, led to eagerness
prevention focus manipulation led to vigilance to not commit a mistake in order to avoid soothing bad
manipulation of promotion focus Ss focus on their ideals and aspirations, led to eagerness
prevention focus manipulation led to vigilance to not commit a mistake in order to avoid soothing bad
Crowe & Higgins (1997)
Semin et al. (2005)
promotion focused eagerly approach matches to desired end states. Said such states should be represented broadly
e.g. I want to be rich and famous
prevention focus vigilantly avoid mismatches. Said should be represented in concrete terms
e.g. I want to avoid running out of gas on my way to driving my wife to the delivery room
Kids who tended to be promotion-focused fond an abstract appeal about the benefits of exercising to be more persuasive (e.g. it will be easier to stick to a healthy weight)
Kids who tended to be prevention-focused found a concrete appeal about exercise benefits (e.g. burn 450 calories/hr) to be more persuasive
promotion focused eagerly approach matches to desired end states. Said such states should be represented broadly
e.g. I want to be rich and famous
prevention focus vigilantly avoid mismatches. Said should be represented in concrete terms
e.g. I want to avoid running out of gas on my way to driving my wife to the delivery room
Semin et al. (2005)
Scholar et al. (2010)
stock-investment paradigm, both promotion and prevention in condition where stocks tanked
Found that prevention-focused Ss were place in a situation of “big loss” they were likely to prefer risky investment options that would allow them to get “back to even”
stock-investment paradigm, both promotion and prevention in condition where stocks tanked
Scholar et al. (2010)
Zou et al. (2014)
hypothesized that promotion-focused Ss would be risk-averse in situations of “big gain”
Results of stock:
promotion = risky stock when no-gain and small-gain
large gain = promotion chose risk aversive option
promotion more likely to choose the risky option on “no gain” condition and less likely to choose it in “large gain” condition
These studies suggest:
- risk aversion and risk seeking are not personality traits, they are tactics
- prevention will take risk to restore security
- promotion will avoid risk of accomplished enough
hypothesized that promotion-focused Ss would be risk-averse in situations of “big gain”
Zou et al. (2014)
