Team Regulatory Strategies and Performance in Elite Handball

Purposes: The purposes of this research were: 1) in a preliminary study, to identify regulatory strategies used by players and coaches according to situation reward structure (Gains vs. Losses); and 2) in the main study, to analyze the effect of the interaction between situation reward structure (Gains vs. Losses) and regulatory strategy (Prevention vs. Promotion) on team performance (scoring a goal) in real-world settings. Methods and Results: In the preliminary study, 25 adult male handball players and 19 coaches playing and coaching at national level in the French championships completed a version of the Regulatory Focus Strategies Scales after reading four handball game scenarios (two gain-oriented and two loss-avoidance oriented). Two-way ANOVA with repeated measures revealed that when the reward structure was gain-oriented, participants had higher scores in promotion regulatory strategy than in prevention regulatory strategy, and conversely. For the main study, a sample of 199 game phases was selected from 84 games played in the Lidl Star League (2017-2018 season). Mixed method analysis revealed a significant team regulatory fit effect, that is an interaction effect between reward structure and regulatory focus strategy on team performance. When there was a fit, both in loss-avoidance oriented and gain-oriented reward structure, performance was higher (OR = 1.64 and OR = 0.86, respectively) than when there was a mismatch (OR = 0.59 and OR = 0.27). Conclusion: These results confirm the applicability of the Regulatory Fit Theory in a real-world setting with professional players, and extend grounded social cognition research regulatory fit literature to team level.

Toward a New Approach to Investigate the Role of Working Memory in Stereotype Threat Effects

Stereotype threat arises when the activation of negative stereotypes about a group impairs performance of stigmatized individuals on stereotype relevant tasks. There is ample evidence that stereotype threat leads to performance detriments by consuming executive resources. Several studies indeed showed that working memory (WM) mediates stereotype threat effects among young adults. More recently, researchers have sought to understand whether the same mechanisms underlie age-based stereotype threat, but findings are mixed regarding the role of WM and some authors rather favor a motivational explanation based on regulatory fit. The present review critically appraises the empirical support for distinct forms of stereotype threat effects mediated by distinct mechanisms. We propose a novel approach based on one of the most recent WM models, the time-based resource sharing model, to evaluate the impact of stereotype threat on attentional resources in WM among both young and older adults.

Feeling Socially Connected and Focusing on Growth: Relationships With Wellbeing During a Major Holiday in the COVID-19 Pandemic

Numerous major holidays celebrate socially gathering in person. However, in major holidays that happened during the pandemic, desires to nurture relationships and maintain holiday traditions often conflicted with physical distancing and other measures to protect against COVID-19. The current research sought to understand wellbeing during American Thanksgiving in 2020, which happened 8months into the COVID-19 pandemic, after months of physical distancing and stay-at-home orders. American Thanksgiving is a major holiday not limited to any religion. We asked 404 American adults how they spent Thanksgiving Day and to report on their experiences of that day. Predictors of wellbeing that we drew from self-determination theory were satisfaction of the fundamental needs for social connection (relatedness), for doing what one really wants (autonomy), and feeling effective (competence). The predictors of wellbeing that we drew from regulatory focus theory were a focus on growth (promotion), and a focus on security (prevention). We found that feeling socially connected and focusing on growth related most strongly to wellbeing. Additionally, participants who saw even one other person face-to-face reported significantly higher relatedness satisfaction, promotion focus, and wellbeing than those who did not. Our research could help construct persuasive messages that encourage nurturing close relationships at major holidays while remaining safe against the virus.

Regulatory Fit Demonstrates That Prohibitive Voice Does Not Lead to Low Performance Evaluation

Voice behavior, the extra-role behavior of employees based on their sense of responsibility, plays an important role in organizational development. Research shows that an employee’s voice can have a positive impact on both the quality of decision-making and organizational performance. This study explores the relationship between the prohibitive voice and employees’ safety performance based on the theory of regulatory fit. The study examined 372 employees and their leaders in the Ningxia Hui Autonomous Region of China through a questionnaire survey. A moderated model was constructed, and the SPSS-PROCESS was applied to analyze the data. The study results show that prevention regulatory focus fit strengthened the positive association between the prohibitive voice and safety performance evaluation. This study provides a new perspective in understanding leaders’ evaluation of the prohibitive voice and concludes that the prohibitive voice should be encouraged in organizations as it promotes greater adherence to safety measures and helps reduce organizational development risks.

Tailored texts: An application of regulatory fit to text messages designed to reduce high-risk drinking

This study used the regulatory focus/fit framework to compare the impact of text message wording on college students' drinking behaviors. In this 2 × 3 × 2 pre-test/post-test experiment, participants (N = 279) were randomly assigned to one of the three groups: messages matching regulatory focus (congruent group), messages mismatching regulatory focus (incongruent group), and general health messages (control group). Messages were tailored by regulatory fit (prevention-oriented or promotion-oriented). Mixed factorial analyses of covariance revealed that prevention-oriented individuals who received text messages incongruent with their regulatory focus reported drinking alcohol for more hours and were more likely to consume a higher quantity of drinks than participants in the congruent or control group. These findings suggest that health messages mismatched to a receiver's regulatory focus might exacerbate unhealthy behavior.

The Effects of Regulatory Fit between Explanation Framing and Applicants' Regulatory Foci on Applicant Reaction

Drawing from regulatory fit theory and the literature on persuasion, the current study is the first to explore whether the fit between explanation framing and applicants' regulatory foci could enhance applicant reaction. We hypothesized that a positively framed explanation fits with applicants' promotion foci and that a negatively framed explanation fits with applicants' prevention foci. Three studies were conducted in which participants with different regulatory foci rated their perceived procedural fairness and organizational attractiveness after reading differently framed recruitment advertisements, rejection letters, and job offer letters. The results supported our hypothesis by showing significant interactions between explanation framing and participants' regulatory foci on procedural fairness and organizational attractiveness perception in the contexts of recruitment advertising and rejection letters. In these contexts, compared with receiving a negatively framed explanation, promotion-focused recipients reported higher levels of perceived fairness and organizational attractiveness after receiving a positively framed explanation, and promotion-focused recipients' fairness and attractiveness perceptions were higher than prevention-focused recipients', after receiving a positively framed explanation. Moreover, perceived procedural fairness mediated the relationship between regulatory fit and perceived organizational attractiveness. However, regulatory fit effects were not found in the context of job offer letters.

The moderating role of interviewer's regulatory focus in the effectiveness of impression management tactics: Regulatory fit as a source of subjective value

Based on the recently explored regulatory fit effect in social contexts, the present research is the first to investigate the interaction between interviewer's regulatory focus and interviewee's impression management (IM) tactics. We hypothesized that assertive and defensive IM tactics would fit with interviewer's promotion and prevention focus, respectively, and that interviewer's experience of this regulatory fit would lead to enhanced interview evaluation. We conducted four studies in which the participants were asked to rate an interviewee after reading a list of the interviewee's IM-related behaviours or watching a videotaped interview. Additionally, the participant's regulatory focus was operationalized as both an induced situational state and a measured chronic trait. The results supported our hypotheses by showing a significant interaction of the interviewer's regulatory focus and the IM tactics on interview evaluation: the promotion-assertive and the prevention-defensive ratings were more positive than the prevention-assertive and the promotion-defensive ratings. Moreover, mediation analysis revealed that the interaction exerts its effects on interview evaluation by providing interviewers with an intrapersonal regulatory fit experience.

Room for advancement: The regulatory fit of bottom-rank intermediate feedback

This research tests the hypothesis that promotion‐focused individuals experience regulatory fit from bottom rank, intermediate performance‐feedback. Prior research suggests promotion‐focused individuals experience fit in high social ranks (power). Bottom performance ranks may appear psychologically opposite to high power, which might lead one to expect that promotion‐focused individuals experience fit at top ranks. We propose that the opposite occurs in intermediate performance ranking feedback, in that promotion‐focused individuals experience regulatory fit at a bottom rank, because bottom rank implies having something to gain (yielding eagerness), whereas top rank implies having something to lose (yielding vigilance). Study 1 (N = 261) supports the notion that ranks affect eagerness/vigilance. Study 2 (N = 199) extends these findings by examining engagement from regulatory fit.

Two Sizes May Fit All: Promoting Healthier Choices Through Regulatory Fit in Risk Communications

AIMS AND BACKGROUND

For consumers to make healthy informed decisions (e.g. choose a low nutritional risk food product), they need to receive and exchange information with experts, health authorities, health and risk communicators and other interest groups. However, communicators often face the challenge that consumers avoid such information and have a low engagement with health and risk communication activities. This often results from a lack of consideration of consumers' characteristics and communications customization to them.

METHODS

A potential approach to increase engagement with communications is providing information that fits consumers' need and goals, particularly their regulatory orientation. We propose that such customization can be applied within a Mental Models' Approach operationalized through a recently patented Mental Modeling Technology PlatformTM (US9262725B2).

RESULTS

Drawing results from psychological science and particularly Regulatory Focus Theory, communications can be customized to two global individual's goal orientation: 1) Promotion focus; 2) Prevention Focus. Communications customized into a promotion orientation (vs. prevention orientation) should make salient gains/positive consequences (vs. losses/negative consequences). Regulatory orientation should be measured in Mental Models Approach step two and message customization in step three (communication design).

CONCLUSION

The role of individual psychological factors which influence food perception and choice should be considered in future studies/interventions to promote healthier decisions. Those responsible for designing mass dissemination messages and/or public health interventions, may benefit from using regulatory fit to facilitate behavior change, particularly when cost-effective personalized bidirectional communications are not possible.

How Person-Organization Fit Impacts Employees' Perceptions of Justice and Well-Being

Regulatory fit theory predicts that when individuals adopt strategies that sustain their motivational orientations, they feel right about what is happening. Our aim was to test these predictions at the person-organization level. Across three studies, we expected and found that a feeling right experience that results from a match between an employee and an organizational climate produces perceptions that the company's prevailing procedures are fair. In Study 1 (N = 300), a survey among employees of distinct companies, we observed that the more organizational characteristics matched individual promotion and prevention focus of the employees, the more the employees perceived their workplace as just. Study 2 (N = 139), a randomized-control experiment, replicated this pattern by demonstrating that individuals with a predominant promotion focus assigned fairness to the organizational conduct most strongly when they recalled events characterizing a promotion-oriented environment; on the contrary, individuals with a predominant prevention focus deemed their workplace most fair when they were asked to recall prevention-related conduct of their company. In Study 3 (N = 376), a cross-sectional field study, we found that regulatory non-fit was associated with lower procedural justice perceptions and this, in turn, related to higher burnout. Theoretical and practical implications of applying regulatory fit theory to person-organization relationships are discussed.

Using a Non-Fit Message Helps to De-Intensify Negative Reactions to Tough Advice

Sometimes physicians need to provide patients with potentially upsetting advice. For example, physicians may recommend hospice for a terminally ill patient because it best meets their needs, but the patient and their family dislike this advised option. We explore whether regulatory non-fit could be used to improve these types of situations. Across five studies in which participants imagined receiving upsetting advice from a physician, we demonstrate that regulatory non-fit between the form of the physician's advice (emphasizing gains vs. avoiding losses) and the participants' motivational orientation (promotion vs. prevention) improves participants' evaluation of an initially disliked option. Regulatory non-fit de-intensifies participants' initial attitudes by making them less confident in their initial judgments and motivating them to think more thoroughly about the arguments presented. Furthermore, consistent with previous research on regulatory fit, we showed that the mechanism of regulatory non-fit differs as a function of participants' cognitive involvement in the evaluation of the option.

Motivational orientations and performance in penalty throws during elite male team handball games

This study is based on Regulatory Focus Theory and investigates the links between the subjects' motivational orientations for promotion or prevention and their performance in handball penalty throws. In a real-world setting with high stakes, we analyzed 327 penalties taken from 68 closed games. The results of the 7-meter throws constitute the dependent variable (Goal vs Miss). The independent variables are the situational focus ([critical moment (ie, final minute) = pressure] vs [non-critical moment = no pressure]), the reward structure (ie, [thrower's team is behind = losses reward structure] vs [thrower's team is ahead or teams are tied = gains reward structure), and the game location (home vs away). Using logistic regression analysis, the results show that when there is a fit between the situational focus and the reward structure, the thrower's performance is higher than when there is a mismatch (OR = 2.21; P = .004). In the same way, the thrower's performance is higher when there is high fit between the situational focus and the reward structure (OR = 1.78), than when there is a high mismatch (OR = 0.54). These results globally support the Regulatory Fit Theory in an ecological context.

Regulatory Fit Improves Fitness for People With Low Exercise Experience

Considering only 20.8% of American adults meet current physical activity recommendations, it is important to examine the psychological processes that affect exercise motivation and behavior. Drawing from regulatory fit theory, this study examined how manipulating regulatory focus and reward structures would affect exercise performance, with a specific interest in investigating whether exercise experience would moderate regulatory fit effects. We predicted that regulatory fit effects would appear only for participants with low exercise experience. One hundred and sixty-five young adults completed strength training exercise tasks (i.e., sit-ups, squats, plank, and wall-sit) in regulatory match or mismatch conditions. Consistent with predictions, only participants low in experience in regulatory match conditions exercised more compared with those in regulatory mismatch conditions. Although this is the first study manipulating regulatory fit in a controlled setting to examine exercise behavior, findings suggest that generating regulatory fit could positively influence those low in exercise experience.

At Least I Tried: The Relationship between Regulatory Focus and Regret Following Action vs. Inaction

Regret is an unpleasant feeling that may arise following decisions that ended poorly, and may affect the decision-maker's well-being and future decision making. Some studies show that a decision to act leads to greater regret than a decision not to act when both resulted in failure, because the latter is usually the norm. In some cases, when the norm is to act, this pattern is reversed. We suggest that the decision maker's regulatory focus, affects regret after action or inaction. Specifically, promotion-focused individuals, who tend to be more proactive, view action as more normal than prevention-focused individuals, and therefore experience regulatory fit when an action decision is made. Hence, we hypothesized that promotion-focused individuals will feel less regret than prevention-focused individuals when a decision to act ended poorly. In addition, we hypothesized that a trigger for change implied in the situation, decreases the level of regret following action. We tested our hypotheses on a sample of 330 participants enrolled in an online survey. The participants received six decision scenarios, in which they were asked to evaluate the level of regret following action and inaction. Individual regulatory focus was measured by two different scales. Promotion-focused individuals attributed less regret than prevention-focused individuals to action decisions. Regret following inaction was not affected by regulatory focus. In addition, a trigger for change decreases regret following action. Orthodox people tend to attribute more regret than non-orthodox to a person who made an action decision. The results contribute to the literature by showing that not only the situation but also the decision maker's orientation affects the regret after action vs. inaction.

Reducing Stereotype Threat With Embodied Triggers: A Case of Sensorimotor-Mental Congruence

In four experiments, we tested whether embodied triggers may reduce stereotype threat. We predicted that left-side sensorimotor inductions would increase cognitive performance under stereotype threat, because such inductions are linked to avoidance motivation among right-handers. This sensorimotor-mental congruence hypothesis rests on regulatory fit research showing that stereotype threat may be reduced by avoidance-oriented interventions, and motor congruence research showing positive effects when two parameters of a motor action activate the same motivational system (avoidance or approach). Results indicated that under stereotype threat, cognitive performance was higher when participants contracted their left hand (Study 1) or when the stimuli were presented on the left side of the visual field (Studies 2-4), as compared with right-hand contraction or right-side visual stimulation. These results were observed on math (Studies 1, 2, and 4) and Stroop (Study 3) performance. An indirect effect of congruence on math performance through subjective fluency was also observed.

When the model fits the frame: the impact of regulatory fit on efficacy appraisal and persuasion in health communication

In health-promotional campaigns, positive and negative role models can be deployed to illustrate the benefits or costs of certain behaviors. The main purpose of this article is to investigate why, how, and when exposure to role models strengthens the persuasiveness of a message, according to regulatory fit theory. We argue that exposure to a positive versus a negative model activates individuals' goals toward promotion rather than prevention. By means of two experiments, we demonstrate that high levels of persuasion occur when a message advertising healthy dietary habits offers a regulatory fit between its framing and the described role model. Our data also establish that the effects of such internal regulatory fit by vicarious experience depend on individuals' perceptions of response-efficacy and self-efficacy. Our findings constitute a significant theoretical complement to previous research on regulatory fit and contain valuable practical implications for health-promotional campaigns.

Regulatory fit effects on children's responses to healthy eating promotion: an experiment testing message and celebrity fit

This study adopts the regulatory fit theory and examines the effects of the celebrity and message fit on children's responses to the promotion of healthy eating. A 2 × 2 experiment was conducted with 87 Hong Kong children ages 11 to 16. The results showed that a regulatory fit between the celebrity focus and the message focus yielded a better affective response. Specifically, children found a poster ad more convincing, liked it more, held more positive feelings, and found the poster ad more interesting in the fit conditions. Implications and future research directions were discussed.

Stereotype threat can both enhance and impair older adults' memory

Negative stereotypes about aging can impair older adults' memory via stereotype threat; however, the mechanisms underlying this phenomenon are unclear. In two experiments, we tested competing predictions derived from two theoretical accounts of stereotype threat: executive-control interference and regulatory fit. Older adults completed a working memory test either under stereotype threat about age-related memory declines or not under such threat. Monetary incentives were manipulated such that recall led to gains or forgetting led to losses. The executive-control-interference account predicts that stereotype threat decreases the availability of executive-control resources and hence should impair working memory performance. The regulatory-fit account predicts that threat induces a prevention focus, which should impair performance when gains are emphasized but improve performance when losses are emphasized. Results were consistent only with the regulatory-fit account. Although stereotype threat significantly impaired older adults' working memory performance when remembering led to gains, it significantly improved performance when forgetting led to losses.

Predicting how individuals approach enrichment: regulatory focus in cotton-top tamarins (Sanguinus oedipus)

Evidence is mounting that personality is associated with health and well-being in humans and other animals. In a step towards increasing our understanding of this link, we applied regulatory focus theory, a motivational perspective from social psychology, to the behavior of zoo-housed cotton top tamarins. We tested whether regulatory focus "personality," that is stable differences in whether an individual is motivated by gains versus safety, would 1) produce individual differences in behavior and 2) predict how individuals interact with enrichment. First, we characterized individuals with respect to several key behaviors: eating in the open, hiding, and time spent near the front of the exhibit. The monkeys were consistent in their behavioral tendencies across the 6-month study, allowing regulatory focus classification. One monkey showed evidence of being a promotion-individual, that is, more motivated by gains than safety. One monkey showed evidence of being a prevention-individual, that is, more motivated by safety than gains. The other monkeys were stable in their behavior and showed evidence of being intermediate-individuals, that is, they favored neither gains nor safety. Using these characterizations, we predicted distinct patterns of individual-object interactions with enrichment. For example, we predicted that a promotion-individual (favoring gains over safety) would approach potential gains faster than a prevention-individual (favoring safety over gains). Counter-intuitively, however, we also predicted that a promotion-individual would approach non-gains slower than a prevention-individual concerned with safety. We found support for our predictions, which suggests that regulatory focus theory could be a useful tool for understanding how and why individuals interact with environmental enrichment.

Regulatory match effects on a modified Wisconsin Card Sort Task

The Wisconsin Card Sorting Task (WCST; Heaton, 1980) is commonly used to assess concept formation and set shifting. Cognitive research suggests that set shifting performance is enhanced by a match between a person's regulatory focus (promotion focus: attempting to earn an entry into a cash drawing; prevention focus: attempting to avoid losing an entry into the drawing) and the task reward structure (gains: attempting to maximize points gained; losses: attempting to minimize points lost). A regulatory match results when attempting to earn an entry by maximizing points or attempting to avoid losing an entry by minimizing losses. We test the hypothesis that performance on a modified WCST is accentuated in younger, healthy participants when there is a match between the global performance incentive and the local task reward structure. As predicted, participants in a match showed better set shifting but equivalent initial concept formation when compared with participants in a mismatch. Furthermore, relative to a baseline control group, mismatch participants were significantly worse at set shifting than were participants in a regulatory match. These results suggest that set shifting performance might be impacted by incentive and task reward factors in ways that have not been considered previously.

Stereotype threat reinterpreted as a regulatory mismatch

This research documents performance decrements resulting from the activation of a negative task-relevant stereotype. The authors combine a number of strands of work to identify causes of stereotype threat in a way that allows them to reverse the effects and improve the performance of individuals with negative task-relevant stereotypes. The authors draw on prior work suggesting that negative stereotypes induce a prevention focus and on other research suggesting that people exhibit greater flexibility when their regulatory focus matches the reward structure of the task. This work suggests that stereotype threat effects emerge from a prevention focus combined with tasks that have an explicit or implicit gains reward structure. The authors find flexible performance can be induced in individuals who have a negative task-relevant stereotype by use of a losses reward structure. The authors demonstrate the interaction of stereotypes and the reward structure of the task with chronic stereotypes and Graduate Record Examination math problems (Experiment 1), and with primed stereotypes and a category learning task (Experiments 2A and 2B). The authors discuss implications of this research for other work on stereotype threat.

Framing of information on the use of public finances, regulatory fit of recipients and tax compliance

Information campaigns to increase tax compliance could be framed in different ways. They can either highlight the potential gains when tax compliance is high, or the potential losses when compliance is low. According to regulatory focus theory, such framing should be most effective when it is congruent with the promotion or prevention focus of its recipients. Two studies confirmed the hypothesized interaction effects between recipients' regulatory focus and framing of information campaigns, with tax compliance being highest under conditions of regulatory fit. To address taxpayers effectively, information campaigns by tax authorities should consider the positive and negative framing of information, and the moderating effect of recipients' regulatory focus.