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Tory E Higgins - One of the best experts on this subject based on the ideXlab platform.
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we ask men to win and women not to lose closing the gender gap in startup funding
Academy of Management Journal, 2017Co-Authors: Dana Kanze, Laura Huang, Mark A Conley, Tory E HigginsAbstract:Male entrepreneurs are known to raise higher levels of funding than their female counterparts, but the underlying mechanism for this funding disparity remains contested. Drawing upon Regulatory Focus Theory, we propose that the gap originates with a gender bias in the questions that investors pose to entrepreneurs. A field study conducted on question-and-answer interactions at TechCrunch Disrupt New York City during 2010 through 2016 reveals that investors tend to ask male entrepreneurs promotion-Focused questions and female entrepreneurs prevention-Focused questions, and that entrepreneurs tend to respond with matching Regulatory Focus. This distinction in the Regulatory Focus of investor questions and entrepreneur responses results in divergent funding outcomes for entrepreneurs whereby those asked promotion-Focused questions raise significantly higher amounts of funding than those asked prevention-Focused questions. We demonstrate that every additional prevention-Focused question significantly hinders ...
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Regulatory Focus Theory
Emerging Trends in the Social and Behavioral Sciences: An Interdisciplinary Searchable and Linkable Resource, 2015Co-Authors: Tory E HigginsAbstract:Regulatory Focus Theory was the child of self-discrepancy Theory and the parent of Regulatory fit Theory. Self-discrepancy Theory distinguishes between self-regulation in relation to hopes and aspirations (ideals) versus self-regulation in relation to duties and obligations (oughts). It proposes that ideal versus ought self-regulation are two different motivational systems for approaching pleasure and avoiding pain. In Regulatory Focus Theory, promotion concerns with ideals (growth and advancement more generally) and prevention concerns with oughts (safety and security more generally) are motivational states that not only vary across individuals (personality) but also can be situationally induced. Regulatory Focus Theory proposes that the motivational state of being at “0” has negative valence in promotion (“0”as a nongain in relation to “+1”) but positive valence in prevention (“0” as a nonloss in relation to “−1”). Finally, giving rise to Regulatory fit Theory, Regulatory Focus Theory distinguishes between the eager strategies that fit promotion and the vigilant strategies that fit prevention. Foundational research supporting each of these proposals is reviewed, and then more recent cutting-edge research is described, including how this distinction is revealed in the behavior of nonhuman animals and how different tactics (e.g., risky vs conservative) can serve either promotion-eagerness or prevention-vigilance under different circumstances. Finally, I discuss two key issues for future research: whether promotion and prevention are competing motivations or can work together as partners, and whether there is support for the promotion–prevention distinction in everyday life beyond the laboratory. Keywords: motivation; self-regulation; goal; strategy; decision-making; performance; emotion
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evidence for individual differences in Regulatory Focus in rats rattus norvegicus
Journal of Comparative Psychology, 2012Co-Authors: Becca Franks, Tory E Higgins, Frances A ChampagneAbstract:Regulatory Focus (Higgins, 1997) builds on the classic approach-avoidance distinction by identifying two important approach orientations: the promotion Focus (approaching gains and attainment) and the prevention Focus (approaching nonlosses and safety). Though individual differences in Regulatory Focus have been widely studied in human psychology, it is unknown if such differences exist in other species. To explore this possibility, we designed a series of tests for laboratory rats, paralleling human Regulatory Focus research on risk taking. In home-cage tests, rats (N = 23) were given an opportunity to prevent a loss by burying a noxious novel object. In solitary tests in a novel enclosure, the same rats had the opportunity to pursue gains (food rewards) and/or safety (darkness). Rats demonstrated stable individual differences on both tests (p's .8). Some aspects of these results were compatible with alternative approaches, such as the bold-shy axis and "if-then" personality profiles (Mischel & Shoda, 1995). Regulatory Focus Theory, however, was uniquely able to predict the overall pattern, which may be an indication that it could contribute to future research in animal personality, motivation, and welfare.
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evidence for individual differences in Regulatory Focus in rats rattus norvegicus
Journal of Comparative Psychology, 2012Co-Authors: Becca Franks, Tory E Higgins, Frances A ChampagneAbstract:Regulatory Focus (Higgins, 1997) builds on the classic approach-avoidance distinction by identifying two important approach orientations: the promotion Focus (approaching gains and attainment) and the prevention Focus (approaching nonlosses and safety). Though individual differences in Regulatory Focus have been widely studied in human psychology, it is unknown if such differences exist in other species. To explore this possibility, we designed a series of tests for laboratory rats, paralleling human Regulatory Focus research on risk taking. In home-cage tests, rats (N 23) were given an opportunity to prevent a loss by burying a noxious novel object. In solitary tests in a novel enclosure, the same rats had the opportunity to pursue gains (food rewards) and/or safety (darkness). Rats demonstrated stable individual differences on both tests (p’s .001). Complementing the human research, duration of time spent with the noxious novel object was predicted by an individual’s tendency to pursue safety (p .01) and not by the tendency to pursue gains (p .8). Some aspects of these results were compatible with alternative approaches, such as the bold–shy axis and “if-then” personality profiles (Mischel & Shoda, 1995). Regulatory Focus Theory, however, was uniquely able to predict the overall pattern, which may be an indication that it could contribute to future research in animal personality, motivation, and welfare.
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Regulatory Focus and political decision making when people favor reform over the status quo
Political Psychology, 2011Co-Authors: Jennifer Boldero, Tory E HigginsAbstract:Two studies examined the impact of self-reported use of promotion-related (i.e., eagerness) and prevention-related (i.e., vigilance) strategies when making "risky" or " conservative " decisions about economic reform under good, average, or poor economic conditions. Consistent with Regulatory Focus Theory (Higgins, 1997, 1998, 2000), in both studies strategic vigilance was associated with making a conservative choice, whereas strategic eagerness was associated with making a risky choice. In addition, along with perceptions of economic conditions , chronic strength of prevention Focus (Study 1) or situationally induced prevention Focus (Study 2) was associated with using strategic vigilance, whereas chronic strength of promotion Focus (Study 1) or situationally induced promotion Focus (Study 2) was associated with using strategic eagerness. Finally, Regulatory Focus and economic perceptions indirectly predicted economic reform decisions through their impact on strategy use. Our studies are the first to demonstrate that vigilant or eager strategy use is associated with " conservative " or "risky" political decisions.
Joel Brockner - One of the best experts on this subject based on the ideXlab platform.
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a decade of Regulatory Focus Theory in organizational research new findings and future directions
Academy of Management Proceedings, 2012Co-Authors: Jill Waymire Paine, Mathis Schulte, Joel BrocknerAbstract:It has been a decade since Brockner and Higgins (2001) initiated a new area of research by posing the question, “how does a social psychology Theory such as Regulatory Focus Theory contribute to our collective understanding of work experiences?” At least 187 articles have attempted to answer this question since the publication of the authors' influential theoretical article. Building on the momentum initiated by Brockner and Higgins (2001), the proposed symposium has a twofold purpose. First, it will present cutting edge research that incorporates Regulatory Focus Theory into other areas of management research including social networks, strategic alliances, leaders’ responses to near-miss events, and dyadic leader-follower relationships. Second, it serves to generate ideas and encourage future organizational research based on Regulatory Focus Theory. Five papers examine how Regulatory Focus is related to individual level outcomes, such as employee commitment, decision making following near-miss events, an...
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Regulatory Focus Theory and the entrepreneurial process
Journal of Business Venturing, 2004Co-Authors: Joel Brockner, Tory E HigginsAbstract:The Regulatory Focus Theory offers a well-developed framework to explain the motives, beliefs, and behaviors that dictate whether an entrepreneurial venture will succeed. The aim of the essay is to provide a conceptual framework accounting for entrepreneurial success. Individuals may engage in self-regulation with either a promotion Focus or a prevention Focus. Consequently, promotion- and prevention- Focused self-regulation are different along three elements: (1) the underlying motives to be satisfied; (2) the nature of goals and standards to be attained; (3) the outcomes that are most significant. When promotion-Focused, individuals' growth and advancement needs motivate them to bring themselves into alignment with their ideal selves, increasing the relevance of their potential gains. On the other hand, when prevention-Focused, individuals' security and safety needs prompt them to align with their "ought" selves (responsibility), increasing the relevance of potential losses to be avoided. Both promotion and prevention foci are necessary for entrepreneurial success andthe presence of both may provide a source of energy. Regulatory Focus Theory provides informed speculations about the nature and level of entrepreneurship that may be expected after the September 11, 2001, terrorist attacks. Recommendations are made for future field-based research to evaluate the external validity of the ideas proposed in this essay, suggesting that Regulatory Focus Theory will aid both scholars and practitioners to understand the entrepreneurial processes and their outcomes.(CBS)
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Regulatory Focus Theory and the entrepreneurial process
Journal of Business Venturing, 2004Co-Authors: Joel Brockner, Tory E Higgins, Murray B LowAbstract:Abstract Regulatory Focus Theory delineates how people engage in self-regulation, the process of bringing oneself into alignment with one's standards and goals. At any given point in time, people may engage in self-regulation with a promotion Focus or a prevention Focus. When promotion-Focused, people's growth and advancement needs motivate them to try to bring themselves into alignment with their ideal selves, thereby heightening the salience of potential gains to be attained (felt presence of positive outcomes). When prevention-Focused, people's security and safety needs prompt them to attempt to bring themselves into alignment with their ought selves, thereby increasing the salience of potential losses to be avoided (felt absence of negative outcomes). For certain aspects of the entrepreneurial process (e.g., generating ideas with the potential to be successful), greater promotion Focus is necessary. For other aspects of the entrepreneurial process (e.g., doing the “due diligence” when screening ideas), greater prevention Focus is necessary. In addition to providing a framework for future research on entrepreneurship, Regulatory Focus Theory offers some informed speculations about the level and nature of entrepreneurship that may be expected in the aftermath of the September 11 terrorist attacks.
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Regulatory Focus Theory implications for the study of emotions at work
Organizational Behavior and Human Decision Processes, 2001Co-Authors: Joel Brockner, Tory E HigginsAbstract:Previous Theory and research have shown that people have two distinct self-Regulatory foci. When promotion Focused, people are motivated by growth and development needs in which they attempt to bring their actual selves (their behaviors and self-conceptions) in alignment with their ideal selves (self-standards based on wishes and aspirations of how they would like to be). When prevention Focused, people are responsive to security needs in which they try to match their actual selves with their ought selves (self-standards based on felt duties and responsibilities). Strategically, eagerness or ensuring gains predominate for promotion-Focused persons, whereas vigilance or ensuring nonlosses predominate for prevention-Focused persons. People's Regulatory Focus influences the nature and magnitude of their emotional experience. Promotion-Focused people's emotions vary along a cheerful-dejected dimension, whereas prevention-Focused people's emotions vary along a quiescent-agitated dimension. We consider the implications of the relationship between Regulatory Focus and emotions for such topics as person/organization fit, goal-setting Theory, expectancy-valence Theory, behavioral decision Theory, and employee resistance to organizational change. Possible antecedents of employees' Regulatory Focus also are discussed.
Frances A Champagne - One of the best experts on this subject based on the ideXlab platform.
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evidence for individual differences in Regulatory Focus in rats rattus norvegicus
Journal of Comparative Psychology, 2012Co-Authors: Becca Franks, Tory E Higgins, Frances A ChampagneAbstract:Regulatory Focus (Higgins, 1997) builds on the classic approach-avoidance distinction by identifying two important approach orientations: the promotion Focus (approaching gains and attainment) and the prevention Focus (approaching nonlosses and safety). Though individual differences in Regulatory Focus have been widely studied in human psychology, it is unknown if such differences exist in other species. To explore this possibility, we designed a series of tests for laboratory rats, paralleling human Regulatory Focus research on risk taking. In home-cage tests, rats (N = 23) were given an opportunity to prevent a loss by burying a noxious novel object. In solitary tests in a novel enclosure, the same rats had the opportunity to pursue gains (food rewards) and/or safety (darkness). Rats demonstrated stable individual differences on both tests (p's .8). Some aspects of these results were compatible with alternative approaches, such as the bold-shy axis and "if-then" personality profiles (Mischel & Shoda, 1995). Regulatory Focus Theory, however, was uniquely able to predict the overall pattern, which may be an indication that it could contribute to future research in animal personality, motivation, and welfare.
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evidence for individual differences in Regulatory Focus in rats rattus norvegicus
Journal of Comparative Psychology, 2012Co-Authors: Becca Franks, Tory E Higgins, Frances A ChampagneAbstract:Regulatory Focus (Higgins, 1997) builds on the classic approach-avoidance distinction by identifying two important approach orientations: the promotion Focus (approaching gains and attainment) and the prevention Focus (approaching nonlosses and safety). Though individual differences in Regulatory Focus have been widely studied in human psychology, it is unknown if such differences exist in other species. To explore this possibility, we designed a series of tests for laboratory rats, paralleling human Regulatory Focus research on risk taking. In home-cage tests, rats (N 23) were given an opportunity to prevent a loss by burying a noxious novel object. In solitary tests in a novel enclosure, the same rats had the opportunity to pursue gains (food rewards) and/or safety (darkness). Rats demonstrated stable individual differences on both tests (p’s .001). Complementing the human research, duration of time spent with the noxious novel object was predicted by an individual’s tendency to pursue safety (p .01) and not by the tendency to pursue gains (p .8). Some aspects of these results were compatible with alternative approaches, such as the bold–shy axis and “if-then” personality profiles (Mischel & Shoda, 1995). Regulatory Focus Theory, however, was uniquely able to predict the overall pattern, which may be an indication that it could contribute to future research in animal personality, motivation, and welfare.
Ian R Gellatly - One of the best experts on this subject based on the ideXlab platform.
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corporate wikis the effects of owners motivation and behavior on group members engagement
2013Co-Authors: Ofer Arazy, Ian R GellatlyAbstract:Originally designed as a tool to alleviate bottlenecks associated with knowledge management, the suitability of wikis for corporate settings has been questioned given the inherent tensions between wiki affordances and the realities of organizational life. Drawing on Regulatory Focus Theory and social cognitive Theory, we developed and tested a model of the motivational dynamics underlying corporate wikis. We examined leaders (owners) and users of 187 wiki-based projects within a large multinational firm. Our findings revealed two countervailing motivational forces, one oriented toward accomplishment and achievement (promotion Focus) and one oriented toward safety and security (prevention Focus), that not only predicted owners' participation but also the overall level of engagement within the wiki groups. Our primary contribution is in showing that, notwithstanding the potential benefits to users, wikis can trigger risk-avoidance motives that potentially impede engagement. Practically, our findings call for an alignment between organizational procedures surrounding wiki deployment and the technology's affordances.
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corporate wikis the effects of owners motivation and behavior on group members engagement
Journal of Management Information Systems, 2012Co-Authors: Ofer Arazy, Ian R GellatlyAbstract:Originally designed as a tool to alleviate bottlenecks associated with knowledge management, the suitability of wikis for corporate settings has been questioned given the inherent tensions between wiki affordances and the realities of organizational life. Drawing on Regulatory Focus Theory and social cognitive Theory, we developed and tested a model of the motivational dynamics underlying corporate wikis. We examined leaders (owners) and users of 187 wiki-based projects within a large multinational firm. Our findings revealed two countervailing motivational forces, one oriented toward accomplishment and achievement (promotion Focus) and one oriented toward safety and security (prevention Focus), that not only predicted owners' participation but also the overall level of engagement within the wiki groups. Our primary contribution is in showing that, notwithstanding the potential benefits to users, wikis can trigger risk-avoidance motives that potentially impede engagement. Practically, our findings call fo...
Becca Franks - One of the best experts on this subject based on the ideXlab platform.
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evidence for individual differences in Regulatory Focus in rats rattus norvegicus
Journal of Comparative Psychology, 2012Co-Authors: Becca Franks, Tory E Higgins, Frances A ChampagneAbstract:Regulatory Focus (Higgins, 1997) builds on the classic approach-avoidance distinction by identifying two important approach orientations: the promotion Focus (approaching gains and attainment) and the prevention Focus (approaching nonlosses and safety). Though individual differences in Regulatory Focus have been widely studied in human psychology, it is unknown if such differences exist in other species. To explore this possibility, we designed a series of tests for laboratory rats, paralleling human Regulatory Focus research on risk taking. In home-cage tests, rats (N = 23) were given an opportunity to prevent a loss by burying a noxious novel object. In solitary tests in a novel enclosure, the same rats had the opportunity to pursue gains (food rewards) and/or safety (darkness). Rats demonstrated stable individual differences on both tests (p's .8). Some aspects of these results were compatible with alternative approaches, such as the bold-shy axis and "if-then" personality profiles (Mischel & Shoda, 1995). Regulatory Focus Theory, however, was uniquely able to predict the overall pattern, which may be an indication that it could contribute to future research in animal personality, motivation, and welfare.
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evidence for individual differences in Regulatory Focus in rats rattus norvegicus
Journal of Comparative Psychology, 2012Co-Authors: Becca Franks, Tory E Higgins, Frances A ChampagneAbstract:Regulatory Focus (Higgins, 1997) builds on the classic approach-avoidance distinction by identifying two important approach orientations: the promotion Focus (approaching gains and attainment) and the prevention Focus (approaching nonlosses and safety). Though individual differences in Regulatory Focus have been widely studied in human psychology, it is unknown if such differences exist in other species. To explore this possibility, we designed a series of tests for laboratory rats, paralleling human Regulatory Focus research on risk taking. In home-cage tests, rats (N 23) were given an opportunity to prevent a loss by burying a noxious novel object. In solitary tests in a novel enclosure, the same rats had the opportunity to pursue gains (food rewards) and/or safety (darkness). Rats demonstrated stable individual differences on both tests (p’s .001). Complementing the human research, duration of time spent with the noxious novel object was predicted by an individual’s tendency to pursue safety (p .01) and not by the tendency to pursue gains (p .8). Some aspects of these results were compatible with alternative approaches, such as the bold–shy axis and “if-then” personality profiles (Mischel & Shoda, 1995). Regulatory Focus Theory, however, was uniquely able to predict the overall pattern, which may be an indication that it could contribute to future research in animal personality, motivation, and welfare.