Performance incentives and means: How regulatory focus influences goal attainment
Performance incentives and means: How regulatory focus influences goal attainment
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DOI：
10.1037/0022-3514.74.2.285
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发表时间：
1998-02-01
影响因子：
7.6
通讯作者：
Friedman, RS
中科院分区：
文献类型：
--
作者：
Shah, J;Higgins, ET;Friedman, RS
研究1表明，随着个人与晋升相关的理想力量的增加，在一个字谜任务上的表现更好，因为货币任务激励是以收益和非收益为框架的（即，晋升框架）比一个框架的损失和非损失（即，预防框架），而相反的情况是真实的，因为个人的预防相关的应该强度增加。研究2进一步表明，与促进框架的任务激励，个人的理想强度增加的动机与促进相关的目标实现手段（获得积分），而与预防框架的任务激励，个人的应该强度增加的动机与预防相关的手段（避免失分）。这些结果表明，动机和性能更大时，监管重点的任务激励和手段相匹配（与不匹配）的慢性监管重点的表演者。
Study 1 demonstrated that as individuals' promotion-related ideal strength increases, performance on an anagram task is greater for a monetary task incentive framed in terms of gains and nongains (i.e., promotion framed) than one framed in terms of losses and nonlosses (i.e., prevention framed), whereas the reverse is true as individuals' prevention-related ought strength increases. Study 2 further demonstrated that with promotion-framed task incentives, individuals' ideal strength increases motivation for promotion-related goal attainment means (gaining points), whereas with prevention-framed task incentives, individuals' ought strength increases motivation for prevention-related means (avoiding losing points). These results suggest that motivation and performance are greater when the regulatory focus of task incentives and means match (vs. mismatch) the chronic regulatory focus of the performers.