Locomotion, assessment, and regulatory fit: Value transfer from "how" to "what"

@article{citeulike:2638653, abstract = {Regulatory fit is experienced when people pursue a goal in a manner that sustains their regulatory orientation. Previous research on promotion and prevention orientations has found that regulatory fit increases people's perception that a decision they made was "right," which in turn transfers value to the decision outcome, including being willing to pay more for a product than those who chose the same product without regulatory fit ([Higgins, 2000]; Higgins et al., in press). We predicted that the effect of regulatory fit on monetary value could be generalized to locomotion and assessment orientations. Participants were willing to pay over 40\% more for the same book-light when it was chosen with a strategy that fit their regulatory orientation (assessment/"full evaluation"; locomotion/"progressive elimination") than when it was chosen with a non-fit strategy.}, author = {Avnet, Tamar and Higgins, Tory E. }, citeulike-article-id = {2638653}, doi = {http://dx.doi.org/10.1016/S0022-1031(03)00027-1}, journal = {Journal of Experimental Social Psychology}, keywords = {decision-making, heuristics, promotion-prevention}, month = {September}, number = {5}, pages = {525--530}, posted-at = {2008-04-07 21:01:27}, priority = {4}, title = {Locomotion, assessment, and regulatory fit: Value transfer from "how" to "what"}, url = {http://dx.doi.org/10.1016/S0022-1031(03)00027-1}, volume = {39}, year = {2003} }

TY - JOUR ID - citeulike:2638653 L3 - citeulike-article-id:2638653 N2 - Regulatory fit is experienced when people pursue a goal in a manner that sustains their regulatory orientation. Previous research on promotion and prevention orientations has found that regulatory fit increases people's perception that a decision they made was "right," which in turn transfers value to the decision outcome, including being willing to pay more for a product than those who chose the same product without regulatory fit ([Higgins, 2000]; Higgins et al., in press). We predicted that the effect of regulatory fit on monetary value could be generalized to locomotion and assessment orientations. Participants were willing to pay over 40% more for the same book-light when it was chosen with a strategy that fit their regulatory orientation (assessment/"full evaluation"; locomotion/"progressive elimination") than when it was chosen with a non-fit strategy. IS - 5 JF - Journal of Experimental Social Psychology EP - 530 TI - Locomotion, assessment, and regulatory fit: Value transfer from "how" to "what" VL - 39 SP - 525 KW - decision-making KW - heuristics KW - promotion-prevention AU - Avnet, Tamar AU - Higgins, Tory PY - 2003/09// UR - http://dx.doi.org/10.1016/S0022-1031(03)00027-1 ER -