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Question 1

Tory Higgins’ Regulatory Focus Theory

Answer 1

the manner in which individuals regulate their behavior depends upon the needs to which that regulation is directed

Question 2

the manner in which individuals regulate their behavior depends upon the needs to which that regulation is directed

Answer 2

Tory Higgins’ Regulatory Focus Theory

Question 3

nurturance-need related strivings

Answer 3

they’re related to growth and accomplishment

concern with satisfying these needs activates promotion-focused regulation (becoming one’s ideal)

e.g. want to become a college professor who is a prolific and respected researcher

Question 4

they’re related to growth and accomplishment

concern with satisfying these needs activates promotion-focused regulation (becoming one’s ideal)

Answer 4

nurturance-need related strivings

Question 5

promotion focus

Answer 5

sensitivity to presence or absence of positive outcomes

about desired and rewarding stuff

blind to undesired and punishing stuff

Question 6

sensitivity to presence or absence of positive outcomes

Answer 6

promotion focus

Question 7

security-need related strivings

Answer 7

security needs related to safety and protection

concern with satisfying this need activates prevention-focused regulation

e.g. avoid getting into debt because you think this is something you “ought not” do

Question 8

security needs related to safety and protection

concern with satisfying this need activates prevention-focused regulation

Answer 8

security-need related strivings

Question 9

prevention focus

Answer 9

sensitivity to presence or absence of negative outcomes

all about undesired and punishing stuff

blind to rewarding and desired stuff

Question 10

sensitivity to presence or absence of negative outcomes

Answer 10

prevention focus

Question 11

eagerness strategy

Answer 11

make sure that opportunities to gain good things are taken and such opportunities are not missed

Question 12

make sure that opportunities to gain good things are taken and such opportunities are not missed

Answer 12

eagerness strategy

Question 13

vigilance strategy

Answer 13

make sure that safety is secured by avoiding potentially harmful actions and danger and harm does not occur bye doing something stupid

Question 14

make sure that safety is secured by avoiding potentially harmful actions and danger and harm does not occur bye doing something stupid

Answer 14

vigilance strategy

Question 15

Crowe & Higgins (1997)

Answer 15

manipulation of promotion focus Ss focus on their ideals and aspirations, led to eagerness

prevention focus manipulation led to vigilance to not commit a mistake in order to avoid soothing bad

Question 16

manipulation of promotion focus Ss focus on their ideals and aspirations, led to eagerness

prevention focus manipulation led to vigilance to not commit a mistake in order to avoid soothing bad

Answer 16

Crowe & Higgins (1997)

Question 17

Semin et al. (2005)

Answer 17

promotion focused eagerly approach matches to desired end states. Said such states should be represented broadly

e.g. I want to be rich and famous

prevention focus vigilantly avoid mismatches. Said should be represented in concrete terms

e.g. I want to avoid running out of gas on my way to driving my wife to the delivery room

Kids who tended to be promotion-focused fond an abstract appeal about the benefits of exercising to be more persuasive (e.g. it will be easier to stick to a healthy weight)

Kids who tended to be prevention-focused found a concrete appeal about exercise benefits (e.g. burn 450 calories/hr) to be more persuasive

Question 18

promotion focused eagerly approach matches to desired end states. Said such states should be represented broadly

e.g. I want to be rich and famous

prevention focus vigilantly avoid mismatches. Said should be represented in concrete terms

e.g. I want to avoid running out of gas on my way to driving my wife to the delivery room

Answer 18

Semin et al. (2005)

Question 19

Scholar et al. (2010)

Answer 19

stock-investment paradigm, both promotion and prevention in condition where stocks tanked

Found that prevention-focused Ss were place in a situation of “big loss” they were likely to prefer risky investment options that would allow them to get “back to even”

Question 20

stock-investment paradigm, both promotion and prevention in condition where stocks tanked

Answer 20

Scholar et al. (2010)

Question 21

Zou et al. (2014)

Answer 21

hypothesized that promotion-focused Ss would be risk-averse in situations of “big gain”

Results of stock:
promotion = risky stock when no-gain and small-gain
large gain = promotion chose risk aversive option

promotion more likely to choose the risky option on “no gain” condition and less likely to choose it in “large gain” condition

These studies suggest:

• risk aversion and risk seeking are not personality traits, they are tactics
• prevention will take risk to restore security
• promotion will avoid risk of accomplished enough

Question 22

hypothesized that promotion-focused Ss would be risk-averse in situations of “big gain”

Answer 22

Zou et al. (2014)