Final published version
Research output: Contribution to Journal/Magazine › Journal article › peer-review
Research output: Contribution to Journal/Magazine › Journal article › peer-review
}
TY - JOUR
T1 - Regulatory fit
T2 - a meta analytic synthesis
AU - Motyka, Scott
AU - Grewal, Dhruv
AU - Puccinelli, Nancy L.
AU - Roggeveen, Anne L.
AU - Avnet, Tamar
AU - Daryanto, Anto
AU - de Ruyter, Ko
AU - Wetzels, Martin
PY - 2014/7
Y1 - 2014/7
N2 - 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.
AB - 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.
KW - regulatory orientation
KW - regulatory focus/fit
KW - meta-analysis
KW - matching
KW - value
U2 - 10.1016/j.jcps.2013.11.004
DO - 10.1016/j.jcps.2013.11.004
M3 - Journal article
VL - 24
SP - 394
EP - 410
JO - Journal of Consumer Psychology
JF - Journal of Consumer Psychology
SN - 1057-7408
IS - 3
ER -