How Regulatory Fit Affects Value in Consumer Choices and Opinions

By T. Avnet, E. Tory Higgins. 2006

593 citations recorded by the source corpus.

Subfields: Applied Psychology, Marketing, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/0e8058c7150989f8a6a7e33e18c0edfc96f6ef4c

How researchers see this paper

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In Applied Psychology

1. Michel Tuan Pham
2. Abigail A. Scholer
3. Joseph Cesario
4. Joel B. Cohen
5. Eduardo B. Andrade
6. Simona Botti
7. Ko de Ruyter
8. Martin Wetzels

In Marketing

1. Michel Tuan Pham
2. Ann L. McGill
3. Simona Botti
4. Cilia Witteman
5. Marieke de Vries
6. Rob W. Holland
7. Mark J. Arnold
8. Joseph Cesario

In Sociology and Political Science

1. Michel Tuan Pham
2. Abigail A. Scholer
3. Joseph Cesario
4. Ko de Ruyter
5. Martin Wetzels
6. A. Daryanto
7. Simona Botti
8. Ann L. McGill

Citations in the corpus

• Service firms and customer loyalty programs: a regulatory fit perspective of reward preferences in a health club setting (2010, background): “In relation to goals and needs, it has been shown that consumers’ regulatory focus plays a key role in how they evaluate products and services ( Avnet and Higgins 2006 ).”
• Regulatory Fit and Persuasion: Basic Principles and Remaining Questions (2008, background): “Importantly, regulatory focus can also serve as a recipient characteristic in message matching (or regulatory relevance, see Avnet & Higgins, 2006a, b; Higgins, 2002), as when a car advertisement describes luxury features versus safety features, which matches for promotion versus prevention…”
• Regulatory Focus, Regulatory Fit, and the Search and Consideration of Choice Alternatives (2010, unknown): “In addition, conditions of regulatory fit may activate a pleasant subjective experience of “feeling right” that may be misattributed to the chosen option, thereby enhancing its perceived value (Avnet and Higgins 2003, 2006).”
• The Role of Regulatory Focus and Self-View in “Green” Advertising Message Framing (2012, background): “Such “regulatory fit” (Avnet and Higgins 2006) has been shown to intensify ad- and brand-related responses (Kees, Burton, and Tangari 2010; Kim 2006).”
• The Nature and Role of Affect in Consumer Behavior (2008, background): “…decision is made and the current orientation of the decision maker can produce pleasant task-related feelings of “being right,” which can then be (mis)attributed to a chosen object, enhancing its perceived value (e.g., Avnet & Higgins, 2003, 2006; Higgins, Idson, Freitas, Spiegel, & Molden, 2003).”
• Rethinking Regulatory Engagement Theory (2009, unknown): “In typical regulatory fit studies (see Avnet and Higgins, 2006), a dominant regulatory orientation, such as a promotion or prevention focus or a locomotion or assessment orientation, is first triggered.”
• The Effect of Sales Promotions on the Size and Composition of the Shopping Basket: Regulatory Compatibility from Framing and Temporal Restrictions (2010, background): “…test the generalizability of the cues compatible with a regulatory orientation lead to greater persuasion (Aaker and Lee 2001, 2006; Zhao and Pechmann 2007), a greater willingness to pay for relevant products (Avnet and Higgins 2003, 2006), and greater motivational intensity (Forster et al. 2001).”