Abstract: The present study applies regulatory focus theory (Higgins, 1997, 1998) to the realm of negotiations. It is demonstrated that compatibility between a negotiator's regulatory focus and a negotiation issue influences which issue is given priority ...
This article presents the Regulatory Focus Scale (RFS), an instrument comprising 10 items to record promotion orientation and prevention orientation, in accordance with regulatory focus theory (Higgins, 1997, 1998). In Study 1 (n = 130), 33 newly-...
Abstract. Research has shown that feelings of threat elicit a prevention focus and feelings of challenge elicit a promotion focus. The present research tested the reverse causal relationship. We predicted that, when people are faced with a demanding task, ...
The Influence of Group Memberships on the Information Exchange in Digital MediaAbstract. Digital media have become a central means for information exchange in learning and work environments. The decrease of social cues during computer-mediated ...
Nach der Regulatory Focus Theorie von Higgins (1997) kann ein Ziel mit einem Promotion-Fokus (Fokus liegt auf Hoffnung und Erfüllung) oder Prevention-Fokus (Fokus liegt auf Pflicht und Sicherheit) erreicht werden. Ein Leistungsvorteil ergibt sich, wenn ...
The principle of regulatory fit implies that managers should demonstrate more transformational leadership, and refrain from critical or detached behavior, if their subordinates exhibit a promotion focus or extraverted personality. Furthermore, emotional ...
In this study it is argued that a perceiver's regulatory focus (promotion or prevention) influences the amount of attention allocated to processing stimuli from the environment. Results of two experiments, employing an interference task and using ...
Females are perceived to have less power than males. These differences in perceived power might render different self-regulatory strategies appropriate: Women should (as members of other low-power groups) care about security, whereas men should (as ...
By means of an eight-day daily diary study among 64 nursing home nurses, it was investigated whether within-person stress-buffering effects of job resources on the short-term relation between job demands and job strain were more likely to occur if (1) ...
Individuals’ willingness to remain in their organizations contributes to workforce stability and organizational effectiveness. Working from the notion that different leadership styles encourage followers to self-regulate in distinct ways, we propose ...
Selling products and services is a central function in organizations. Although explaining sales success has mainly been approached from broad trait perspectives, tactical decision-making potentially explains additional variance in this crucial outcome. We ...