Expectancy × value effects: Regulatory focus as determinant of magnitude and direction.

Abstract

The authors propose that a promotion focus involves construal of achievement goals as aspirations whose attainment brings accomplishment. Commitment to these accomplishment goals is characterized by attempts to attain the highest expected utility. In contrast, a prevention focus involves construal of achievement goals as responsibilities whose attainment brings security. Commitment to these security goals is characterized by doing what is necessary. The different nature of commitment to accomplishment goals versus security goals is predicted to influence the interactive effect of goal expectancy and goal value on goal commitment, as evident in both task performance and decision making. Four studies found that the classic positive interactive effect of expectancy and value on goal commitment increases with a promotion focus and decreases with a prevention focus.

Cites (2)

1. Attachment and Loss. Vol. 1. Attachment
   Rever, George W. · 1972 · Psychosomatic Medicine
2. Stated expectations as functions of probability and desirability of outcomes
   IRWIN, FRANCIS W. · 1953 · Journal of Personality

Show all 2 references

Cited by (18)

1. Nature and Operation of Attitudes
   Ajzen, Icek · 2001 · Annual Review of Psychology
2. Promotion and Prevention: Regulatory Focus as A Motivational Principle
   Higgins, E. Tory · 1998 · Advances in Experimental Social Psychology
3. A new look at social support: A theoretical perspective on thriving through relationships
   Feeney, Brooke C., Collins, Nancy L. · 2015 · Personality and Social Psychology Review
4. Regulatory Focus Theory: Implications for the Study of Emotions at Work
   Brockner, Joel, Higgins, E.Tory · 2001 · Organizational Behavior and Human Decision Processes
5. Self-regulation of goal-setting: turning free fantasies about the future into binding goals
   Oettingen, Gabriele, Pak, Hyeon-ju, Schnetter, Karoline · 2001 · Journal of Personality and Social Psychology

See all 334