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Regulatory fit: a meta analytic synthesis

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  • Scott Motyka
  • Dhruv Grewal
  • Nancy L. Puccinelli
  • Anne L. Roggeveen
  • Tamar Avnet
  • Anto Daryanto
  • Ko de Ruyter
  • Martin Wetzels
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<mark>Journal publication date</mark>07/2014
<mark>Journal</mark>Journal of Consumer Psychology
Issue number3
Volume24
Number of pages17
Pages (from-to)394-410
Publication StatusPublished
Early online date1/12/13
<mark>Original language</mark>English

Abstract

Regulatory fit, or the match between an individual’s regulatory orientation and the strategy used to sustain it, offers a pervasive predictor of customer behavior. Merely reaching a decision in a certain way influences the value of a decision or an outcome. In this research, we conduct a meta-analysis to more fully articulate the role of important conceptual moderators and demonstrate their differential effects on evaluation, behavioral intention, and behavior. In particular, we look at the source of regulatory focus (self-prime, situation-prime, chronic), the orientation (prevention, promotion), how fit is created (sustaining, matching), how fit is constructed (action, observation), and the scope of fit (incidental, integral). We also shed light on the role of several contextual factors.