Situational and Trait Interactions Among Goal Orientations
25 Pages Posted: 12 Jan 2011 Last revised: 14 May 2012
Date Written: January 11, 2011
Regulatory focus theory has been used to describe and explain a wide range of consumer responses. This goal orientation has been examined both as a chronic difference and a situational variable. Yet, it is unclear how a situational manipulation interacts with the individual’s chronic goal orientation. The present research investigates the potential for interactions and suggests that typical outcomes of regulatory focus are likely to emerge more clearly under circumstances in which promotion focus is manipulated. The studies demonstrate asymmetric effects in the interactions of chronic and situational manipulations of regulatory focus using different manipulations and outcome variables. The implications of these findings are significant for any research involving the manipulation of variables that can also be considered as chronic tendencies.
Keywords: Regulatory Focus, Goal Orientations, Trait-State Interactions, Goal Approach
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