The Role of Regulatory Focus in Preference Construction

By Jing Wang, Angela Y. Lee. 2006

409 citations recorded by the source corpus.

Subfields: Applied Psychology, Marketing

View Paper: https://www.semanticscholar.org/paper/26184edfb3f7f95d9a31069bd10b7639358d34d5

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Applied Psychology

1. Angela Y. Lee
2. Aparna A. Labroo
3. Jiewen Hong
4. Chia-Lin Hsu
5. Mu-Chen Chen
6. P. Keller
7. Jennifer L. Aaker
8. Ko de Ruyter

In Marketing

1. Angela Y. Lee
2. Aparna A. Labroo
3. Jiewen Hong
4. Bobby J. Calder
5. Mu-Chen Chen
6. Chia-Lin Hsu
7. Valentyn Melnyk
8. Kristina Klein

Citations in the corpus

• I Follow My Heart and We Rely on Reasons: The Impact of Self-Construal on Reliance on Feelings versus Reasons in Decision Making (2015, background): “Indirect evidence to this proposition comes from research that has shown that Americans are more risk averse than Chinese in choosing between risky financial options and sure outcomes (Hsee and Weber 1999; Weber and Hsee 1998).”
• Media engagement and advertising: Transportation, matching, transference and intrusion (2009, background): “It has been shown that when the message frame and the message content match or are compatible, the processing of the message and hence persuasion is further enhanced (Agrawal, Menon, & Aaker, 2007; DeSteno, Petty, Rucker, Wegener, & Braverman, 2004; Petty & Wegener, 1998; Wang & Lee, 2006).”
• The Impact of Goal Orientation on the Association between Leadership Style and Follower Performance, Creativity and Work Attitudes (2007, background): “Their attention tends to be directed towards potential losses or shortfalls, and not towards possible gains and benefits (Wang and Lee, 2006).”
• Understanding Regulatory Fit (2006, background): “To examine this possibility, Wang and Lee (2006) manipulated regulatory focus and involvement across a series of studies.”
• Be Fit and Be Strong: Mastering Self‐Regulation through Regulatory Fit (2008, background): “And the null effect of regulatory fit on strategy choice is consistent with recent findings that involvement moderates the fit effect on information search and judgment; more specifically, the fit effect was observed only under low involvement (Wang and Lee 2006).”
• Explaining consumer attitudes and purchase intentions toward organic food: Contributions from regulatory fit and consumer characteristics (2014, background): “The regulatory focus can be activated by stimulants/priming such as experimental promotion versus prevention framing (Avnet & Higgins, 2006; Wang & Lee, 2006).”
• Value from Regulatory Construal Fit: The Persuasive Impact of Fit between Consumer Goals and Message Concreteness (2010, background): “There is also evidence that processing fluency serves as a mediator of fit effects (Labroo and Lee 2006; Lee and Aaker 2004).”