Out-Group Target Judgment Scale

Florack, Arnd; Scarabis, Martin; Gosejohann, Stefanie

doi:10.1037/t39058-000

Cited by 3 publications

(3 citation statements)

References 0 publications

Supporting

Mentioning

Contrasting

Unclassified

Order By: Relevance

“…We theoretically address and empirically analyze the extent to which it is possible to mitigate the DE by priming individuals’ self-regulatory orientations prior to making decisions. Our study is related to the growing body of literature which analyzes different decision-making strategies for promotion and prevention orientations (Aaker & Lee, 2001; Florack & Hartmann, 2007; Florack & Scarabis, 2006; Florack et al, 2005; Higgins, 2002; Lee & Aaker, 2004; Roy & Ng, 2012; Som & Lee, 2012). Zhou and Pham (2004) found that individuals are differentially sensitive to gains and losses depending on whether a decision task evokes a promotion or a prevention focus.…”

Section: Outline Of Studies and Experimental Protocolsmentioning

confidence: 99%

Promotion and prevention focus orientation in mitigating the disposition effect.

Cecchini

Bagozzi

Vagnani

2021

Journal of Neuroscience, Psychology, and Economics

View full text Add to dashboard Cite

We explore the role of self-regulatory orientations on the disposition effect (DE), the propensity of investors to sell assets at gain faster than those at loss. We hypothesize that both promotion and prevention focus oriented investors will exhibit a reduced DE but through different behavioral mechanisms. Promotion-oriented investors are prone to hold winning stocks in favor of higher returns, while prevention-oriented investors stress a stop-loss strategy to avoid negative outcomes. In two studies, we combine measurement and experimental manipulations of self-regulatory orientations with individual financial data from a trading exercise. For a sample of 171 participants (Study 1, N = 128; Study 2, N = 43), we show that a promotion focus induces investors to wait before selling winners (lower DE); under a prevention focus, investors exhibit a tendency to cash in loss rapidly (lower DE). This is found to hold for regulatory focus experienced as both psychology states and traits.

show abstract

Section: Outline Of Studies and Experimental Protocolsmentioning

confidence: 99%

Promotion and prevention focus orientation in mitigating the disposition effect.

Cecchini

Bagozzi

Vagnani

2021

Journal of Neuroscience, Psychology, and Economics

View full text Add to dashboard Cite

show abstract

“…When a goal aligns with one’s regulatory focus, the person is more likely to perceive and understand the consequences of success or failure in achieving this goal [ 21 ] and is more committed to it [ 22 , 23 ]. For example, consumers pay more attention to different aspects of products depending on their individual regulatory focus: prevention-focused persons are more concerned with safety- or reliability-oriented features, while promotion-focused persons are concentrated more on comfort- or advancement-oriented qualities [ 24 – 26 ]. Prevention-oriented individuals choose goals that require maintenance (stability), while promotion-oriented individuals prefer change [ 10 ].…”

Section: Introductionmentioning

confidence: 99%

Maximizing economic prosperity, strengthening military, or developing social bonds? Study protocol for research on the relationship between regulatory focus and preferences for the direction of societal development

et al. 2022

View full text Add to dashboard Cite

Recent research has pointed to cross-cultural differences with regard to preferences for the directions that societies should take in their development. From an individual’s perspective, these directions might be understood as ‘goals’, i.e., internal representations of desired end states. To date, research on individual differences that determine preferences for such directions is scarce. However, people’s motivational concerns, i.e., what they fundamentally value, may shape their views about the desired paths for their country’s future. The role of such motivational concerns has been described by regulatory focus theory, which distinguishes between promotion concerns related to advancement needs and prevention concerns linked with security needs. The overall aim of this project is to map the different pathways of societal development with regulatory focus concerns. This will be achieved in two studies. In Study 1, a group concept mapping method will be employed, and leading psychologists will assess the extent to which various societal development goals represent promotion and prevention goals. Based on these ratings, a two-dimensional map of the goals will be created and presented to the same experts, who will be asked to create goal clusters based on their proximity with regard to promotion and prevention ratings. This study will reveal which societal development directions have promotion concerns that outweigh prevention concerns (and vice versa) and which are both high (or low) on these dimensions. This initial mapping will be corroborated in correlational Study 2 with representative samples from two countries differing in dominating regulatory orientations (Poland vs. USA). Here, the roles of individual promotion and prevention orientations in preferences for specific societal development directions will be evaluated. This project will provide new insights into the roles of individual motivational systems in preferences for goals that might be pursued in country development.

show abstract

“…As associações que uma pessoa estabelece com um objeto estão determinadas por seu conhecimento e experiência. As ligações que serão ativadas dependem também de um conhecimento prévio e, ainda, da situação concreta (FLORACK;SCARABIS, 2005). Se uma mãe, por exemplo, se pergunta se deve comprar desinfetante da marca Pato Purific, a ativação da marca do produto de limpeza desencadeia o estímulo de conceitos e avaliações que ela associa imediatamente ao produto.…”

Section: Percepção Atitude Atenção Memória E Pré-ativação Nos Contunclassified

Perto do alcance das crianças - O papel dos personagens em propagandas de produtos de limpeza

Rodrigues¹

View full text Add to dashboard Cite

Ao meu orientador Leandro Batista, pela dedicação, pelas importantes discussões teóricas e pela genuína amizade que construímos. Aos meus pais, Sabino e Maria do Carmo, e as minhas irmãs Simone, Aline e Karine, pelo apoio incondicional aos meus ímpetos. Ao meu amado esposo Fernando, pelo companheirismo, sensibilidade, compreensão, conversas diárias e, agora, pela parceria acadêmica. Mais pesquisas virão. A todos da minha família, aos amigos que diretamente ou indiretamente fizeram parte dessa conquista, e aos colegas de mestrado e doutorado. Em especial, agradeço a minha amiga Anna Flávia, confreira da vida universitária e cotidiana. Aos professores Paulo Gallo da Faculdade de Saúde Pública (FSP/USP) e Eneus Trindade da ECA/USP, pelas estimulantes sugestões na Banca de Qualificação. Aos professores da ECA, Rosana Soares, Waldomiro Vergueiro e Ismar Soares, pelos aportes teóricos das disciplinas cursadas. Ao professor José Augusto Taddei (UNIFESP), pelos elogios de incentivo a essa pesquisa. A minha querida amiga e orientadora de graduação, professora Leticia Passos Affini (UNESP), pelas palavras objetivas de incentivo nos últimos meses.

show abstract

Out-Group Target Judgment Scale

Cited by 3 publications

References 0 publications

Promotion and prevention focus orientation in mitigating the disposition effect.

Promotion and prevention focus orientation in mitigating the disposition effect.

Maximizing economic prosperity, strengthening military, or developing social bonds? Study protocol for research on the relationship between regulatory focus and preferences for the direction of societal development

Perto do alcance das crianças - O papel dos personagens em propagandas de produtos de limpeza

Contact Info

Product

Resources

About