调节匹配理论论文阅读笔记.docx

Promotion focus leads individuals to construe information globally（信息来源广）, suggesting that they have a long-term temporal perspective（长期导向）, a tendency to look at the big picture（整体）, and that they deal naturally with novel events（新奇事物）. Promotion focus implies that goals related to ideals are associated with optimism and a focus on positive outcomes（积极产出）. Promotion focus heightens readiness to take risks（敢于冒险） and concern for development and progress（提高和进步）. Finally, promotion focus comes with a preference for change over stability（喜欢改变）, a tendency toward innovation and creativity（改革和创造性）, and a preference for goal attainment（得到） over goal maintenance.Prevention focus leads individuals to construe information locally（信息来源比较窄）, suggesting that they have a short-term perspective（短期导向）, a tendency to look at the details（关注细节）, and that they deal naturally with familiar events（熟悉的事物）. Prevention-focused individuals are concerned with doing what they ought to do（应该做的）, living up to responsibilities（责任）, and meeting minimal standard（最低标准）. Prevention focus leads to avoidance of mistakes and negative outcomes（避免错误和消极产出）, creates a tendency toward goal maintenance（保持） over goal attainment, and a preference for stability（稳定性） over changeIdeal self-guides, individuals representations of desired states as hopes or aspirations; and ought self-guides, individuals representations of desired states as duties or responsibilities.Followers feel valued When leaders regulatory focus makes leaders exhibit behavior that fits followers regulatory focus研究问题：Followers felt valued by their leaders when the two parties regulatory foci fit, and this effect resulted from leaders transformational and transactional leadership behavior.研究目的：The purpose of the present research was to examine when and why followers may feel valued by their leader研究模型：自变量：领导风格（变革型领导x交易型领导） 调节焦点（促进焦点x预防焦点）因变量：员工感知到被重视假设：First, we expected that promotion-focused leaders exhibit a transformational leadership style, whereas prevention-focused leaders exhibit a transactional leadership style. Second, we expected that followers feel valued by their leader as a function of the fit between leader regulatory focus and follower regulatory focus.Third, we expect that followers feel valued by their leader as a function of the fit between leaders transformational behavior and followers promotion focus, and as a function of the fit between leaders transactional behavior and followers prevention focus.研究方法：实验法结论： we proposed and found that regulatory fit between leader regulatory focus and follower regulatory focus positively affected followers feeling valued by their leader. we found that this fit effect resulted from the behavioral style transformational versus transactional that leaders exhibited. A promotion focus applied to leadership goals results in transformational leadership. A prevention focus applied to leadership goals results in transactional leadership研究展望：情绪表达与行为表现之间的调节匹配；长期试验中考虑员工渴望成为领导的中介作用The role of regulatory fit in visionary leadership研究问题： It is generally argued that leader visions motivate followers by focusing on reaching desirable end-states. However, it has also been suggested that visions may motivate followers by focusing on avoiding undesirable situations. 研究目的： The current study aims to contribute to the literature of vision communication by (a) focusing on the effectiveness of not only promotion-, but also prevention-appeals, (b) investigating the specific conditions that are conducive to the effectiveness of promotion- and prevention-appeals, and (c) providing empirical, experimental evidence to support our claims.研究模型：自变量：因变量：假设： We argue that the effectiveness of promotion- and prevention-appeals is contingent on follower regulatory focus.研究方法：结论： Promotion-appeals lead to better performance of individuals with a promotion focus, while prevention-appeals lead to better performance of individuals with a prevention focus. The effects of vision content are contingent on follower regulatory focus. Leaders may be especially effective and perceived as charismatic when a crisis arises if they make use of prevention-appeals that communicate how such a crisis can be avoided or ended, particularly given the fact that times of crisis may induce a prevention focus in followers that makes them more open to such a prevention-appeal.研究展望： Whether leader behavior is more effective when it fits followers or when it changes followers.Fit in terms of regulatory focus may enhance change in terms of message acceptance. Future research may clarify the dynamics behind such a process and may also uncover on which dimensions vision should be congruent with followers and on which dimensions change may be realized.Using both promotion- and prevention-appeals in one vision may not enhance vision effectiveness optimally? Future research could try to independently manipulate promotion-appeal (high and low) and prevention-appeal (high and low).The effects of managerial regulatory fit priming on reactions to explanations研究问题A fit between the regulatory prime and the message framing engenders more fairness perceptions regarding the negative event?The effects of regulatory fit on justice perceptions are mediated by counterfactual thinking?研究目的研究模型自变量因变量假设 1. The fit between managerial priming of followers regulatory states (promotion versus prevention) and managerial framing of an explanation (gain versus loss-avoidance) increases the perceived (a) informational, (b) procedural, and (c) distributive fairness of an explained event, such that fairness perceptions are higher in the promotion/gain and prevention/loss-avoidance conditions than in the promotion/loss-avoidance and prevention/gain conditions. 2. Regulatory fit (i.e. the fit between individuals primed regulatory foci and managers framing of an explanation) decreases could and should counterfactual thinking.3. Could and should counterfactuals mediate the relationship between regulatory fit and fairness perceptions.研究方法结论 This research presents some initial evidence that managers who wish to soften the blow of negative events can do more than prepare a thoughtful explanation. Our study demonstrates that one way to reduce the negative impact of unfavorable events is to tailor an explanation based on the motivational state of employees. Importantly, management may find it within their power to prime a specific regulatory focus among their employees through language or symbols that fit their message (e.g., emphasizing an ideal situation to elicit a promotion focus). 未来展望The variety and effectiveness of priming strategies should be a fruitful direction for future research and should also help continue to inform managers about the importance and utility of explanations.The effect of incidental experiences of regulatory fit on trust研究问题： Little research has focused on fundamental social judgment processes that could affect trust when people barely know the other person。研究目的; Understanding such processes could help enhance basic understanding of how relationships develop.结论：When people assess how much they trust another person, feelings of rightness from an initial, brief experience of regulatory fit (consistency between prevention or promotion regulatory focus of goals and strategic means) can suggest the other person is trustworthy, relative to feelings of wrongness from regulatory nonfit.Satisfaction pursuing approach and avoidance goals: Effects of regulatory fit and individual temperaments研究问题:the effect of regulatory fit between approach and avoidance goals and strategies on individual satisfaction.研究目的：To examine individual satisfaction in pursuing approach and avoidance goals as determined by regulatory fit between type of goal and type of strategy.How individual differences in the Behavioral Activation System and the Behavioral Inhibition System influenced reactions to approach and avoidance goals and strategies.结论：People with approach goals have greater satisfaction when they use an approach strategy rather than an avoidance strategy. People with avoidance goals have greater satisfaction when they use an avoidance strategy rather than an approach strategy.Cultural regulatory fit and strategies for coping with unsuccessful outcomes假设： (1) Cross-cultural differences are expected in the major constructs of the study.(a) Personal chronic regulatory foci: Israeli Jews will demonstrate the lowest prevention focus, and Israeli Arabs will demonstrate the lowest promotion focus.(b) Strategies: Israeli Jews will describe more options for coping with hypothetical unsuccessful outcomes and will be less persistent than Hong Kong Chinese and Israeli Arabs. (2) Personal chronic regulatory foci will be related to strategies for coping with unsuccessful outcomes, so that CMO will be negatively related to prevention and positively related to promotion, and persistence will be positively related to prevention and negatively related to promotion.(3) Cross-cultural differences in the use of strategies for coping with unsuccessful outcomes will be mediated by personal chronic regulatory foci, implying a regulatory culture-strategy fit.结论：performance of a strategy can be increased in a culture when the regulatory focus predominant in that culture matches the eager-versus vigilant nature of the strategy (the culture-strategy fit) or when the regulatory focus predominant in that culture matches a gain-versus-loss-framed incentive (the culture-incentive fit).The high promotionlow prevention group of Israeli Jews was more affected by promotion-encouraging gain-framed incentive than by prevention-encouraging loss-framed incentive, whereas the opposite was true for the high preventionlow promotion group of Israeli Arabs.Regulatory Fit and Resisting Temptation during Goal Pursuit研究问题 Because avoiding obstacles to goal attainment is a favored means of prevention-focused self-regulation, the authors proposed that resisting tempting diversions from task completion would better fit a prevention focus than a promotion focus, thus affecting task enjoyment and performance。研究目的 We conducted two experiments: one using an easy task (deciphering encrypted messages), in which we expected to find effects of regulatory fit on task enjoyment, and one using a more difficult task (solving math problems), in which we expected to find effects of regulatory fit on both task enjoyment and performance.模型自变量因变量研究方法结论When exposed to attractive distracting video clips, participants in a prevention focus reported greater task enjoyment than did participants in a promotion focus, whereas the reverse was true when the distracting clips were not presented. Indeed, prevention-focused participants enjoyed the tasks more when they had to resist temptation than when they did not.Prevention-focused participants outperformed promotion-focused participants under distracting (but not nondistracting) conditions, and regression analyses suggested that task enjoyment mediated this effect.未来展望 1、The theory behind the process that people with different regulatory focus performance differently.2、This idea implies that the value of regulatory fit might transfer not only to ones own actions but also to other phenomena3、Because knowing when to be hopeful and when to be dutiful may help people to meet everyday goals, future research might profitably examine peoples lay understandings（什么意思？） of regulatory fit。Reducing implicit prejudice: Matching approach/avoidance strategies to contextual valence and regulatory focusThey found that a chronic prevention focus predicts a strategic tendency to avoid outgroup members (“prevent them”) whereas a chronic promotion focus predicts a strategic tendency to approach ingroup members (“promote us”).研究问题研究目的模型假设If either the valence of the current context (positive or negative) or a persons regulatory focus (promotion or prevention)matches the strategy to reduce intergroup biases, we predict that this strategy will be more effective in reducing prejudice。We propose that when participants experience fit, they engage in their goal more strongly and pursue it more effectively.We expected, therefore, that people who approach egalitarianism in a context that better fits this self-regulatory concern, such as a positive rather than a negative context, would be more successful in reducing prejudice. Alternatively, we predicted that people who avoid prejudice in a negative compared to a positive context should be more successful at reducing prejudice because the former context better fits their self-regulatory concern.We further predicted that a fit between approach and avoidance strategies to reduce prejudice and regulatory focus would strengthen goal pursuit (Higgins, 2000, 2006) and would therefore be more effective in reducing bias.We expected that people who approach egalitarianism with a regulatory focus that fit this strategy better, such as a promotion rather than a prevention focus, would be better at reducing prejudice. In contrast, we expected that people who avoid prejudice in a prevention rather than a promotion focus would be better at reducing prejudice because this avoidance strategy is a better fit with prevention than promotion.自变量因变量研究方法结论An approach strategy is more effective in reducing implicit prejudice in a positively valenced context and for individuals with a promotion focus。 Alternatively, an avoidance strategy is more effective in a negatively valenced context and for individuals with a prevention focus.未来展望To examine the impact of approach and avoidance strategies in conjunction with regulatory fit on strength of goal pursuit, cognitive depletion, and prejudice reduction.Future research can extend the current focus on intergroup attitudes and relations to other socially desirable responses.Counterfactual thinking and regulatory fit研究目的To link the concept of regulatory fit to functional accounts of counterfactual thinking.研究方法Participants generated counterfactuals about their anagram performance, after which persistence on a second set of anagrams was measured.假设 1. Under promotion framing, upward counterfactual thinking will elicit a larger increase in persistence than will downward counterfactual thinking; and 2. Under prevention framing, upward evaluation will elicit a larger increase in persistence than will upward reflection, whereas downward reflection will elicit a larger increase in persistence than will downward evaluation.结论Under promotion framing upward counterfactual thinking in general elicited larger increases in persistence than did downward counterfactual thinking in general, but under prevention framing upward evaluation (comparing reality to a better reality) elicited larger increases in persistence than did