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The purpose of this paper is to empirically test the effects of regulatory focus (RF) orientation (promotion/prevention) on decisions to purchase green products. The two experimental studies conducted aimed to test whether individuals in a prevention (promotion) state were more (or less) inclined to buy green products.

To test the effect of RF on green and non-green consumption, the authors carried out two experimental studies (one considering a service – car sharing – the other a physical product – a laundry detergent). The studies are 2 (RF: prevention vs promotion) × 2 (product type: green vs non-green) between factorial design involving 196 and 92 participants, respectively.

Promotion-focus has a powerful influence on green consumption. In both studies, individuals with a promotion focus seemed to be more inclined to buy green products as opposed to individuals in a prevention state.

The main limitations of this study first relate to the results of the two experiments. Even though both studies showed that promotion-focused rather than prevention-focused individuals are more inclined to buy green products, the differences between the two orientations in green condition are not statistically significant. As a result, the studies cannot determine whether to reject or accept the two main hypothesis.

This paper provides some preliminary indications that could be useful to encourage consumers to adopt “green” styles of consumption. Focusing on an individual’s RF is a useful strategy to induce them to change their consumption choices abruptly. Relying more on a “promotion” rather than a “prevention” focus, individuals would be compelled to take immediate responsible behavior.

This paper aims to fill the gap on the role of RF in green consumption. Contrary to the accepted idea that a prevention state is more compatible with consumer ethics than promotion state, the studies showed the controversial role assumed by a prevention state in green consumption.

In manual order picking systems, temporary workers are often employed to handle demand peaks. While this increases flexibility, it may hamper productivity, as they are usually unfamiliar with the processes and may have little experience. It is important for managers to understand how quickly inexperienced workers arrive at full productivity and which factors support workers in improving their productivity. This paper aims to investigate how learning improves the performance of order pickers, and how their regulatory focus (RF) and monetary incentives, as management actions, influence learning.

Data was collected in two case studies in controlled field-lab experiments and statistically analysed. This allowed evaluating the validity of hypotheses through an ANOVA, the calculation of correlation coefficients and the application of regression models.

A monetary incentive based on total order picking time and pick errors has a positive influence on order picking time, but not on pick quality. The incentive influences initial productivity, but not the learning rate. A dominant promotion-oriented RF increases the effect of the incentive on initial productivity, but it does not impact worker learning.

This study contributes to behavioral and human-focused order picking management and supports managers in setting up work plans and developing incentive systems for learning and productivity enhancement, considering worker RF.

This work is among the few to empirically investigate the effect of monetary incentives on learning in interaction with RF. It is the first study to investigate these concepts in an order picking scenario.

This research aims to investigate the direct and indirect (via creative self-efficacy [CSE] and thriving) effects of regulatory focus (RF) on employee intrapreneurship (EI) in Pakistan’s small- and medium-sized enterprises (SMEs).

A time-lagged (six weeks apart) design is used to collect data through self-administered questionnaires. The researchers retrieved 492 usable responses from frontline employees working in SMEs.

The results showed the positive direct and indirect (via CSE and thriving) effects of promotion focus on EI. As expected, the results showed negative direct and indirect effects of prevention focus on intrapreneurship. The follow-up analysis revealed the mediating effect of CSE is stronger for the promotion focus and intrapreneurship, and the mediating effect of thriving is stronger for prevention focus and intrapreneurship.

This study reveals the importance of RF facets as important predictors of EI. The study highlights the importance of intrapreneurship in emerging economies, but expecting such behavior from every employee is a fallacy. Thus, decision-makers in organizations can nurture prevention-focused employees to engage in intrapreneurship.

This is a pioneer study to include RF (promotion focus and prevention focus) in an emerging country – Pakistan – to reveal its significance in EI. It establishes CSE and thriving as mediating mechanisms between RF and EI for the first time to offer new insights into theory and practice.

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.

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.

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.

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.

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.

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.

Anti-money laundering has attracted much global attention, driving banks to invest in the establishment of suspicious transaction report mechanisms for the declaration of suspicious transactions. However, very few studies discuss how to influence bank employees to proactively declare suspicious transactions. Therefore, the purpose of this study is to, based on an organizational commitment perspective, establish a causal model that can assist banks to identify key factors affecting the intention to declare suspicious transactions.

This study first summarized five factors – regulatory focus, organization climate, situational constraints, personality traits and role stress – and their composition constructs as the basis for measurements. An interview-based survey of nine Taiwanese banks was conducted. Then, this study adopted the decision-making trial and evaluation laboratory method to analyse the interplay between the five factors to identify the causal model and to explore the differences in the effects of the key factors, arising from the different organizational and job patterns, on the intention to declare suspicious transactions.

The results show that regulatory focus and organizational climate are the most important causal factors affecting employees’ intention to declare suspicious transactions, whereas role stress and personality traits are the most influenced effect factors. In addition, this study also confirmed that under different organizational and job patterns, the understanding of employees will change.

This paper provides insight into the interplay between the five factors based on an organizational commitment perspective. The findings can assist banks in managing and monitoring the implementation of the suspicious transaction report mechanism.

The purpose of this paper is to demonstrate how offering control on data usage and offering money can increase willingness to share private information with a data broker.

Personal data are collected for internet users with a Web questionnaire. In an experimental framework, compensations control money are manipulated and consumers’ data sharing is explained by sensitivity and regulatory focus.

Offering control increases willingness to disclose personal data, even sensitive one, but the effect is not moderated by regulatory focus. Offering monetary compensation has a negative, but small, effect on willingness to share personal data, and the effect is moderated by regulatory focus.

Offering a large amount of money is a double-edged offer, as it creates a signal that increases potential negative effect of disclosing personal data to unknown third party.

The purpose of this study is to test the visual superiority effect in a verisimilar scenario that an industry association seeks to manipulate consumers using a visual element in its ad while providing an ostensibly balanced claim about the potential health effects of stevia.

Two experiments were conducted. In Study 1, an online experiment was conducted with a sample of 112 adult consumers using a two-group (headline frame type: gain vs loss), post-test only design with additional planned analysis of an individual difference (i.e. regulatory focus). In Study 2, another online experiment was implemented with a sample of 175 adults using a 2 (headline frame type: gain vs loss) × 2 (image valence: positive vs negative) between-subjects design with additional planned analysis of regulatory focus. The hypotheses were tested by running the PROCESS macro on SPSS.

The results showed that when exposed to the advertising message designed to elicit uncertainty, participants relied more on the visual than the textual content (i.e. framed headline and body text) in forming attitude toward the behavior (i.e. consuming stevia). Analysis of cognitive responses also revealed that those who received the stimulus ad with an image added (Study 2) generated significantly fewer thoughts related to the textual content of the ad than those who received the ad with no image (Study 1).

This study represents one of the earliest experimental inquiries into the visual superiority effect in an advertising context. While earlier studies have tended to rely on dual-processing models to test the effects of advertising stimuli featuring both textual and visual elements, the findings of this study (e.g. visual content overwhelmed its textual counterpart in producing persuasive effects) somewhat contradict the premise of dual-processing models.

Drawing on image theory, the authors investigate how and when cross-cultural experience cultivates two core entrepreneurial sensing capabilities: opportunity recognition and creative behavior.

The authors develop and test a second-stage moderated mediation model across two studies. Study 1 consists of a sample of prospective entrepreneurs from the UK using perceptual scale measures (n = 153). Building on this, core findings are replicated using task-based measures on a sample of US participants (n = 342).

Results show that cross-cultural experience is positively related to both entrepreneurial sensing capabilities through the mediating role of self-image fluidity. No support is found for the moderating role of regulatory focus orientations.

These findings contribute to the burgeoning literature on multicultural experience and initiating skills in nascent venturing by providing insight on the mechanisms and boundary conditions relevant for entrepreneurial capabilities to emerge.

The results reinforce the need for educators, policymakers, and entrepreneurs to facilitate and encourage opportunities for cross-cultural and overseas experiences as they are influential for stimulating entrepreneurial skills.

Positive linkages between international mobility and entrepreneurial activity are of continued interest, yet individual-level mechanisms that explain this have been limited. The authors find that exposure to foreign cultures is potent for entrepreneurship as it can stimulate flexibility and exploration of the self-image and break frames of reference. This fosters greater tendencies for opportunity recognition and creative behaviors.

With multiple theoretical traditions, diverse topical landscape and rapid regulatory advancements galvanising the ongoing discourse, the emergent marketing scholarship on healthy and unhealthy food and beverages (F&B) has become exhaustive, fragmented and almost non-navigable. Accordingly, this study aims to synthesise and trace two decades of research focused on healthy and unhealthy F&B marketing.

This study conducts a bibliometric analysis of papers published between 2000 and 2020. The data was retrieved from Web of Science (WoS) and Scopus, yielding 338 papers for final analysis. Using VOSviewer software and the Biblioshiny package, the authors performed a detailed bibliometric analysis comprising performance analysis and science mapping.

The study delineated the contribution, theoretical and thematic structure of healthy and unhealthy F&B marketing scholarship. The authors also mapped the evolution trajectory of the thematic structure, which helped us contemplate the research gaps.

By delving deeper into the “who”, “where”, “how”, “what” and “when” of healthy and unhealthy F&B marketing, the study enhances the current understandings and future developments for both theorists and practitioners. However, the selection of literature is confined to peer-reviewed papers available in WoS and Scopus.

The findings delineate the existing scholarship which could guide F&B marketers and policymakers towards designing consumer-centric marketing/policy interventions.

To the best of the authors’ knowledge, this study is the first to perform a bibliometric analysis of healthy and unhealthy F&B marketing, likely to provide valuable guidelines for future scholars, policymakers and practitioners.

This chapter provides an in-depth analysis of the cleanup and closing of the nuclear weapons facility at Rocky Flats (RF), Colorado, United States, which was completed 60 years ahead of schedule and $30 billion under budget. We demonstrate how the events leading to the successful completion of the project was an instance of generativity made possible by the Appreciative Intelligence of the project leaders and participants. At the end of the Cold War, production at RF was terminated and experts considered cleaning up of the dangerous facility technically impossible, risky, and impractical. Yet, working in collaboration with contractors, local officials, and community leaders, the RF team achieved extraordinary results. After the unprecedented cleanup, 4,000 acres were transferred to the U.S. Fish and Wildlife Service and became a national wildlife refuge. Generativity is an approach to life that directs our actions toward positive outcomes. For generativity to happen, stakeholders in the RF project had to care about the environment around them for innovative solutions to emerge. Instead of stagnation or blind acceptance of circumstances, they chose to reframe and find new ways to perceive situations facing them. This case study shows that individuals with high Appreciative Intelligent acknowledge present circumstances, choose to reframe, see possibilities for the future, and take the necessary actions to achieve them. They also expand their Appreciative Intelligence beyond their personal lives. At RF, despite the imminent closing of the plant, stakeholders generated socially responsible solutions and transformed a public liability into a community asset.