Regulatory focus and strategic inclinations: Promotion and prevention in decision-making
Regulatory focus and strategic inclinations: Promotion and prevention in decision-making
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DOI：
10.1006/obhd.1996.2675
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发表时间：
1997-02-01
影响因子：
4.6
通讯作者：
Higgins, ET
中科院分区：
文献类型：
--
作者：
Crowe, E;Higgins, ET
促进重点关注的是进步、成长和成就，而预防重点关注的是安全、保障和责任。我们假设，促进焦点倾向是为了确保命中，并确保对遗漏的错误，而预防焦点倾向是为了确保正确的拒绝，并确保对错误的佣金。这一假设产生了三个预测：（a）当个体从事一项困难的任务或刚刚经历失败时，那些以促进为重点的人应该表现得更好，而那些以预防为重点的人应该更容易退出;（B）当个体在一项任务上工作时，产生任何数量的备选方案都是正确的，那些处于促进焦点的个体应该产生更多不同的备选方案，预防重点的项目应更多地重复;以及（c）当个体从事信号检测任务时，需要他们决定他们是否检测到信号，处于促进焦点的那些人应该有“风险"反应偏差，而那些以预防为重点的人应该有一个“保守”的反应偏见，需要更多的时间来做出反应。这些预测支持两个框架的研究中，监管重点实验操纵独立的效价。(C)北京：科学出版社.
A promotion focus is concerned with advancement, growth, and accomplishment, whereas a prevention focus is concerned with security, safety, and responsibility. We hypothesized that the promotion focus inclination is to insure hits and insure against errors of omission, whereas the prevention focus inclination is to insure correct rejections and insure against errors of commission. This hypothesis yielded three predictions: (a) when individuals work on a difficult task or have just experienced failure, those in a promotion focus should perform better, and those in a prevention focus should quit more readily; (b) when individuals work on a task where generating any number of alternatives is correct, those in a promotion focus should generate more distinct alternatives, and those in a prevention focus should be more repetitive; and (c) when individuals work on a signal detection task that requires them to decide whether they did or did not detect a signal, those in a promotion focus should have a ''risky'' response bias, and those in a prevention focus should have a ''conservative'' response bias and take more time to respond. These predictions were supported in two framing studies in which regulatory focus was experimentally manipulated independent of valence. (C) 1997 Academic Press.