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1 – 10 of over 30000Leslie B. Buckley and Michael G. Petrunik
Takes a random sample of 156 respondents from municipal and rural police forces in Canada to examine the relationship between various factors concerning their careers. Finds that…
Abstract
Takes a random sample of 156 respondents from municipal and rural police forces in Canada to examine the relationship between various factors concerning their careers. Finds that a significant number of officers perceive their career orientation to have changed over time. Presents findings on social activists, enforcers, careerists, specialists and self investors. Differs from previous research linking career orientation to personality type by seeing career orientation as changing with time, stages of career and circumstances. Remarks that policing needs to be technically sophisticated, cost‐effective, community‐based and sensitive to the realities of a multicultural society. Recommends that police departments consider the career orientation of recruits and establish a reward structure suited to the varied career types
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Oliver B. Büttner, Arnd Florack and Anja S. Göritz
This research aims to examine whether shopping orientation (experiential vs task-focused) influences how consumers react toward nonmonetary and monetary promotions. It was…
Abstract
Purpose
This research aims to examine whether shopping orientation (experiential vs task-focused) influences how consumers react toward nonmonetary and monetary promotions. It was predicted that promotions are more effective if the promotional benefits are congruent with consumers’ shopping orientation. Moreover, consumers’ financial budget was assumed to moderate the influence of shopping orientation on promotion effectiveness.
Design/methodology/approach
The hypotheses were tested in three experiments. Study 1 used a measure of shopping orientation as a consumer disposition and examined its influence on promotion attractiveness. Two further studies used an experimental manipulation of shopping orientation and examined its influence on promotions attractiveness and retailer choice.
Findings
The results supported the hypotheses. Task-focused shoppers evaluated monetary promotions as more attractive than nonmonetary promotions. Experiential shoppers evaluated both types of promotions as comparably attractive. Furthermore, experiential shoppers were more likely than task-focused shoppers to choose a retailer offering a nonmonetary promotion over a retailer offering a monetary promotion. Low financial budget, however, reduced the influence of shopping orientation on retailer choice.
Originality/value
To effectively use promotions as a tool, marketers and retailers need to know when and how to use them, as well as understand which type of promotion is the most effective. This research implies that retailers will benefit from customizing promotions to fit consumers’ shopping orientations. Furthermore, the findings show that the advantage of such a tailored approach is reduced if consumers’ financial budget is limited.
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Eric Molleman, Ben Emans and Nonna Turusbekova
The purpose of this study is to analyze the relationship between the performance orientation of employees and self‐promotion in the form of overstating one's performance. It is…
Abstract
Purpose
The purpose of this study is to analyze the relationship between the performance orientation of employees and self‐promotion in the form of overstating one's performance. It is hypothesized that this relationship depends on task clarity and personalized responsibility.
Design/methodology/approach
Data were collected by means of a survey among 281 employees of two Dutch organizations, one active in water management, the other in the justice field.
Findings
As expected, a positive relationship was found between performance orientation and self‐promotion, but only when task clarity was low. Personalized responsibility appeared to reduce the strength of the relationship between performance orientation and self‐promotion, but only under conditions of low task clarity.
Practical implications
Inducing high levels of task clarity seems to be generally effective in reducing self‐promotion. If it is not possible to increase task clarity, personalized responsibility is a second best option to reduce self‐promotion
Originality/value
The focus on high performance in modern organizations tends to induce employees to promote themselves as excellent performers. Performance‐oriented employees are especially known to react in this way while they can simultaneously be assumed to refrain from any behavior that is likely to be noticed as self‐promoting. Therefore, it can be hypothesized that factors that can enhance the visibility or traceability of self‐promotion will lead to a reduction in self‐promoting impulses. In the current study, two such factors, task clarity and an employee's personalized responsibility, have been investigated.
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The purpose of this paper is to validate the Higgins regulatory focus/goal orientation questionnaire (RFQ) in the Indian context on a sample of urbanized young Indians: one of the…
Abstract
Purpose
The purpose of this paper is to validate the Higgins regulatory focus/goal orientation questionnaire (RFQ) in the Indian context on a sample of urbanized young Indians: one of the most important consumer segments in India.
Design/methodology/approach
Items were validated using exploratory and confirmatory factor analyses, through both parametric and non parametric approaches to estimation.
Findings
Scale validity and reliability was established in the Indian context.
Research limitations/implications
A sample of 152 final year students enrolled in professional courses, conforming to the characteristics of urbanized young Indians, was used. Consumers' goal orientation may now be successfully measured in the Indian context.
Practical implications
Marketers may use the questionnaire to measure consumers' goal orientation and design products and advertisements catering specifically to promotion and prevention oriented customers. According to Cesario, Grant, and Hissing and Avnet and Higgins, this is important as message persuasiveness and product evaluation is dependent on consumer's goal orientation.
Originality/value
Given the aspirational and goal directed nature of the dominant consumer segment of young Indians in India, it is essential that regulatory focus is measured well. This study establishes the validity of the scale for young Indians whose chronic regulatory focus can now be measured effectively.
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Su-Mae Tan, Tze Wei Liew and Chin Lay Gan
The aim of this paper is to examine the effects of a learner’s regulatory focus orientation and message frame of a motivational virtual agent in an e-learning environment.
Abstract
Purpose
The aim of this paper is to examine the effects of a learner’s regulatory focus orientation and message frame of a motivational virtual agent in an e-learning environment.
Design/methodology/approach
On the basis of quasi-experimental design, university sophomores (n = 210) categorized as chronic promotion-focus, chronic prevention-focus or neutral regulatory focus interacted with either an agent that conveyed gain-frame message or an agent that conveyed loss-frame message to persuade learners to engage with the e-learning content. Statistical analyses assessed the effects of regulatory focus and message frame on agent perception, motivation and cognitive load.
Findings
The results of this paper did not support the hypotheses that chronic promotion-focus learners will benefit more with gain-frame agent than a loss-frame agent, and that chronic prevention-focus learners will benefit more with loss-frame agent than a gain-frame agent. There were main effects of message frame (albeit small effects) – the loss-frame agent was perceived to be more engaging, induced higher motivation and prompted higher germane load than the gain-frame agent. With gain-frame agent, chronic promotion-focus learners had higher motivation toward the e-learning task than other learners.
Originality/value
Prior studies have examined regulatory focus and message frame with agents simulating virtual health advocates. This paper extended on this by examining these roles with a persuasive agent simulating virtual tutor in an e-learning environment.
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Paris Koumbarakis, Heiko Bergmann and Thierry Volery
The purpose of this paper is to show how self-regulation influences the relationship between nascent entrepreneurial exploitation activities, firm birth and firm abandonment.
Abstract
Purpose
The purpose of this paper is to show how self-regulation influences the relationship between nascent entrepreneurial exploitation activities, firm birth and firm abandonment.
Design/methodology/approach
This study draws from a unique longitudinal dataset of 181 nascent entrepreneurs from Switzerland who have been interviewed by phone in 2015 and 2016. It uses a moderated binary logistic regression to test the hypotheses.
Findings
This study provides evidence that discrepancies in promotion orientation can explain different ways exploitation can lead to an increased likelihood of firm birth and a decreased likelihood of firm abandonment while respectively increasing persistence. Findings suggest that this is attributed to the regulatory fit between a promotion orientation and exploitation activities.
Research limitations/implications
For scholars, our findings provide insights into reasons for entrepreneurial persistence, as well as how firm birth can be achieved with different levels of exploitation activities.
Practical implications
This study provides entrepreneurs with information on how to increase their persistence as well as the likelihood of firm birth while considering their regulatory focus.
Originality/value
Based on regulatory focus theory, this paper highlights different paths to firm birth with varying quantity of exploitation activities. We contribute to a greater understanding of firm emergence by accounting for the impact of regulatory foci.
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Jens Gammelgaard and Rajesh Kumar
The purpose of this paper is to further the understanding of how the regulatory foci of the multinational enterprises (MNE) headquarters and the subsidiary lead to internal…
Abstract
Purpose
The purpose of this paper is to further the understanding of how the regulatory foci of the multinational enterprises (MNE) headquarters and the subsidiary lead to internal legitimacy crises. This paper discusses how pragmatic and moral legitimacy crises affect relational social capital.
Design/methodology/approach
The paper is conceptual.
Findings
This paper highlights the importance of internal legitimacy as well as the motivational orientations of headquarters and subsidiaries for the functioning of MNEs. Internal legitimacy management is crucial for building relational social capital. This study proposes that legitimacy crises are particularly likely to occur in cases of goal incongruence between headquarters and subsidiaries. This study postulates that organizations with a promotion-oriented institutional logic are concerned by the absence of pragmatic legitimacy processes. In contrast, given their aim of protecting the status quo, prevention-oriented institutional logic MNEs are concerned about the absence of moral legitimacy.
Originality/value
To the best of the authors’ knowledge, this paper is the first to explore the relationship between regulatory focus, internal legitimacy and relational social capital.
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Gizem Atav, Subimal Chatterjee and Rajat Roy
When a product fails out of negligence on the seller’s part, consumers can either retaliate against the seller, more so if a third party encourages them to do so, or forgive the…
Abstract
Purpose
When a product fails out of negligence on the seller’s part, consumers can either retaliate against the seller, more so if a third party encourages them to do so, or forgive the seller should the seller express remorse. This paper aims to examine how the fit between the consumer’s promotion/prevention regulatory orientation and the promotion/prevention frame of a message of contrition (retaliation), such as an apology from a chief executive officer (CEO) (a class action suit threat by a lawyer), affects such forgiveness (retaliation) intentions in the form of product repurchase decisions.
Design/methodology/approach
In two laboratory experiments, this paper temporally induces a promotion or prevention orientation in the study participants and thereafter ask them to imagine experiencing a product failure and listening to (1) the CEO apologize for the harm (eliciting sympathy/encouraging repurchase); or (2) a lawyer inviting them to seek damages for the harm (eliciting anger/discouraging repurchase). This paper frames the messages from the CEO/lawyer such that they fit either with a promotion mindset or with a prevention mindset.
Findings
This paper finds that, following a message of apology, a frame-focus fit (compared to a frame-focus misfit) elicits sympathy and encourages repurchase universally across promotion and prevention-oriented consumers. However, following a message encouraging retaliation, the same fit elicits anger and discourages repurchase more among prevention-oriented than promotion-oriented consumers.
Originality/value
Although past research has investigated how regulatory fit affects forgiveness intentions, this paper fills three research gaps therein by (a) addressing both forgiveness and retaliation intentions, (b) deconstructing the fit-induced “just right feelings” by exploring their underlying emotions of sympathy and anger, and (c) showing that fit effects are not universal across promotion and prevention-oriented consumers. For practice, the results suggest that managers can lessen the fallout from product failures by putting consumers in a promotion mindset that strengthens the effect of a promotion-framed apology and inoculates them against all types of retaliatory messages.
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Elika Kordrostami, Yuping Liu-Thompkins and Vahid Rahmani
Valence and volume of online reviews are generally considered to influence sales positively. However, existing findings regarding the relative influence of these two components…
Abstract
Purpose
Valence and volume of online reviews are generally considered to influence sales positively. However, existing findings regarding the relative influence of these two components have been inconclusive. This paper aims to explain some of these inconsistencies by examining the moderating role of regulatory focus (both as a chronic disposition and as a situational focus induced by the product category) in the relationship between online review volume/valence and consumers purchase decisions.
Design/methodology/approach
Two studies were conducted. Study 1 used a 2 (Volume: high/ low) * 3 (Valence: high/medium/low) within-subject experimental design. Study 2 analyzed real-world data from Amazon.com. Logistic and panel regression analyses were used to test the research hypotheses.
Findings
The studies confirmed the hypothesized effect of regulatory focus on online review valence and volume effects. Specifically, Study 1 showed that online review valence was more impactful for consumers with a promotion focus than for consumers with a prevention focus. The opposite was true for online review volume effects, where consumers with a prevention focus were influenced more by volume in their decision-making compared to consumers with a promotion focus. Study 2 showed that the pattern of results we found in Study 1 also applied to situational regulatory focus induced by the product category. The effect of review volume on sales rank was stronger for prevention-oriented products, whereas the effect of valence was stronger for promotion-oriented products.
Research limitations/implications
In Study 1, one product category was involved in the study (Digital camera). Involving more different product categories will add reliability to the results of current research. Also, it can offer external validity to current research results. In Study 2, there was no exact measurement for sales, as Amazon.com does not share that kind of information. Instead, Sales Rank was used as a proxy variable. Future research could look into the websites that offer access to the exact sales information.
Practical implications
The current research findings suggest the need for companies to adapt their consumer review management strategy to the regulatory orientation of their target market and products. When a promotion-focused mindset is targeted, strategies for increasing the favorability of product reviews should be used, in contrast, tactics for increasing the quantity of reviews may be more suitable when a prevention-focused mindset is involved.
Originality/value
To the best of the authors' knowledge, this research is the first to investigate the interaction between regulatory focus of consumers and products and online review components.
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Silvia Grappi, Simona Romani and Richard P Bagozzi
The purpose of this paper is to investigate consumer responses to company communication of offshoring strategies and tries to discover which psychological mechanisms govern these…
Abstract
Purpose
The purpose of this paper is to investigate consumer responses to company communication of offshoring strategies and tries to discover which psychological mechanisms govern these responses. To do these, the authors examine offshoring strategy communication from the point of view of Regulatory Focus Theory.
Design/methodology/approach
The authors tested the hypotheses in two different studies. Study 1 examines the associations between company offshoring motives and consumer’s prevention or promotion inferences about the company’s practices. Study 2 tests if and how the interaction effect between respondents’ self-regulatory focus and the company offshoring motive affects respondents’ attitude toward the offshoring company.
Findings
The study demonstrated that each of three offshoring motives activates unique self-regulatory orientations (promotion or prevention focus) in consumers, and regulatory fit positively affects consumer attitudes toward the offshoring company.
Practical implications
Results suggest how to communicate company offshoring decisions to consumers. By trying to instill a particular regulatory focus in the public with their communication tools, companies can create a better match in the public eye, gaining more positive consumer evaluations.
Originality/value
This research shows the mechanisms through which consumers respond differently to specific offshoring motives communicated by a company. By building on psychology theory, the study gains insights into the consumer reactions to company offshoring and, to the knowledge, no research to date has examined these mechanisms.
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