Regulatory focus and choice: The impact of control perceptions on advertising effectiveness

References

• Aaker, J. L., and A. Y. Lee. 2001. “I Seek Pleasures and We Avoid Pains: The Role of Self-Regulatory Goals in Information Processing and Persuasion.” Journal of Consumer Research 28 (1): 33–49. doi:10.1086/321946.
   Web of Science ®Google Scholar
• Anderson, C., and J. L. Berdahl. 2002. “The Experience of Power: Examining the Effects of Power on Approach and Inhibition Tendencies.” Journal of Personality and Social Psychology 83 (6): 1362–1377.
   PubMed Web of Science ®Google Scholar
• Averill, J. R. 1973. “Personal Control over Aversive Stimuli and Its Relationship to Stress.” Psychological Bulletin 80 (4): 286–303. doi:10.1037/h0034845.
   Web of Science ®Google Scholar
• Bailey, J. E., and S. W. Pearson. 1983. “Development of a Tool for Measuring and Analyzing Computer User Satisfaction.” Management Science 29 (5): 530–545. doi:10.1287/mnsc.29.5.530.
   Web of Science ®Google Scholar
• Brehm, J. W. 1966. A Theory of Psychological Reactance. New York: Academic.
   Google Scholar
• Bright, L. F., and T. Daugherty. 2012. “Does Customization Impact Advertising Effectiveness? An Exploratory Study of Consumer Perceptions of Advertising in Customized Online Environments.” Journal of Marketing Communications 18 (1): 19–37. doi:10.1080/13527266.2011.620767.
   Google Scholar
• Carver, C. S., and T. L. White. 1994. “Behavioral Inhibition, Behavioral Activation, and Affective Responses to Impending Reward and Punishment: The BIS/BAS Scales.” Journal of Personality and Social Psychology 67 (2): 319–333. doi:10.1037/0022-3514.67.2.319.
   Web of Science ®Google Scholar
• Chen, C. Y., L. Lee, and A. J. Yap. 2017. “Control Deprivation Motivates Acquisition of Utilitarian Products.” Journal of Consumer Research 43 (6): 1031–1047.
   Web of Science ®Google Scholar
• Chernev, A. 2003. “When More Is Less and Less Is More: The Role of Ideal Point Availability and Assortment in Consumer Choice.” Journal of Consumer Research 30 (2): 170–183. doi:10.1086/jcr.2003.30.issue-2.
   Web of Science ®Google Scholar
• Cordova, D. I., and M. R. Lepper. 1996. “Intrinsic Motivation and the Process of Learning: Beneficial Effects of Contextualization, Personalization, and Choice.” Journal of Educational Psychology 88 (4): 715–730. doi:10.1037/0022-0663.88.4.715.
   Web of Science ®Google Scholar
• Craciun, G. 2018. “Choice Defaults and Social Consensus Effects on Online Information Sharing: The Moderating Role of Regulatory Focus.” Computers in Human Behavior 88: 89–102. doi:10.1016/j.chb.2018.06.019.
   Web of Science ®Google Scholar
• Crowe, E., and E. T. Higgins. 1997. “Regulatory Focus and Strategic Inclinations: Promotion and Prevention in Decision-Making.” Organizational Behavior and Human Decision Processes 69 (2): 117–132. doi:10.1006/obhd.1996.2675.
   Web of Science ®Google Scholar
• Cutright, K. M., and A. Samper. 2014. “Doing It the Hard Way: How Low Control Drives Preferences for High-Effort Products and Services.” Journal of Consumer Research 41 (3): 730–745. doi:10.1086/677314.
   Web of Science ®Google Scholar
• Dember, W. N., T. L. Galinsky, and J. S. Warm. 1992. “The Role of Choice in Vigilance Performance.” Bulletin of the Psychonomic Society 30 (3): 201–204. doi:10.3758/BF03330441.
   Google Scholar
• Diehl, K., and C. Poynor. 2010. “Great Expectations?! Assortment Size, Expectations, and Satisfaction.” Journal of Marketing Research 47 (2): 312–322. doi:10.1509/jmkr.47.2.312.
   Web of Science ®Google Scholar
• Faraji‐Rad, A., S. Melumad, and G. V. Johar. 2017. “Consumer Desire for Control as A Barrier to New Product Adoption.” Journal of Consumer Psychology 27 (3): 347–354. doi:10.1016/j.jcps.2016.08.002.
   Web of Science ®Google Scholar
• Fiske, S. T. 1993. “Controlling Other People: The Impact of Power on Stereotyping.” American Psychologist 48 (6): 621–662. doi:10.1037//0003-066x.48.6.621.
   PubMed Web of Science ®Google Scholar
• Florack, A., M. Scarabis, and S. Gosejohann. 2005. “Regulatory Focus and Consumer Information Processing.” In Applying Social Cognition to Consumer-focused Strategy, edited by F.R. Kardes, P.M. Herr and J. Nantel, 235–263. Mahwah, NJ: Erlbaum.
   Google Scholar
• Förster, J., and E. T. Higgins. 2005. “How Global Versus Local Perception Fits Regulatory Focus.” Psychological Science 16 (8): 631–636. doi:10.1111/j.1467-9280.2005.01586.x.
   PubMed Web of Science ®Google Scholar
• Fransen, M. L., M. J. Reinders, J. Bartels, and R. L. Maassen. 2010. “The Influence of Regulatory Fit on Evaluation and Intentions to Buy Genetically Modified Foods: The Mediating Role of Social Identification.” Journal of Marketing Communications 16 (1–2): 5–20. doi:10.1080/13527260903342696.
   Google Scholar
• French, J. R. P., and B. Raven. 1959. “The Bases of Social Power.” In Studies in Social Power, edited by D. Cartwright, 150–167. Ann Arbor, MI: Institute of Social Research.
   Google Scholar
• Geary, D. C. 1998. Male, Female: The Evolution of Human Sex Differences. Washington, DC: American Psychological Association.
   Google Scholar
• Ghosh Chowdhury, T., C. Micu, S. Ratneshwar, and E. A. Kim. 2015. “What to Get and What to Give Up: How Different Decision Tasks and Product Types Affect the Persuasiveness of Promotion‐Versus Prevention‐Focused Messages.” Psychology & Marketing 32 (9): 920–933. doi:10.1002/mar.20827.
   Web of Science ®Google Scholar
• Greenberger, D. B., S. Strasser, L. L. Cummings, and R. B. Dunham. 1989. “The Impact of Personal Control on Performance and Satisfaction.” Organizational Behavior and Human Decision Processes 43 (1): 29–51. doi:10.1016/0749-5978(89)90056-3.
   Web of Science ®Google Scholar
• Hassenzahl, M., M. Schöbel, and T. Trautmann. 2008. “How Motivational Orientation Influences the Evaluation and Choice of Hedonic and Pragmatic Interactive Products: The Role of Regulatory Focus.” Interacting with Computers 20 (4–5): 473–479. doi:10.1016/j.intcom.2008.05.001.
   Web of Science ®Google Scholar
• Higgins, E. T. 1997. “Beyond Pleasure and Pain.” American Psychologist 52: 1280–3000. doi:10.1037//0003-066x.52.12.1280.
   PubMed Web of Science ®Google Scholar
• Hui, M. K., and J. E. Bateson. 1991. “Perceived Control and the Effects of Crowding and Consumer Choice on the Service Experience.” Journal of Consumer Research 18 (2): 174–184. doi:10.1086/209250.
   Web of Science ®Google Scholar
• Inesi, M. E., S. Botti, D. Dubois, D. D. Rucker, and A. D. Galinsky. 2011. “Power and Choice: Their Dynamic Interplay in Quenching the Thirst for Personal Control.” Psychological Science 22 (8): 1042–1048. doi:10.1177/0956797611413936.
   PubMed Web of Science ®Google Scholar
• Iyengar, S. S., and M. R. Lepper. 1999. “Rethinking the Value of Choice: A Cultural Perspective on Intrinsic Motivation.” Journal of Personality and Social Psychology 76 (3): 349–366. doi:10.1037//0022-3514.76.3.349.
   PubMed Web of Science ®Google Scholar
• Iyengar, S. S., and M. R. Lepper. 2000. “When Choice Is Demotivating: Can One Desire Too Much of a Good Thing?” Journal of Personality and Social Psychology 79 (6): 995–1006. doi:10.1037//0022-3514.79.6.995.
   PubMed Web of Science ®Google Scholar
• Jain, S. P., N. Agrawal, and D. Maheswaran. 2006. “When More May Be Less: The Effects of Regulatory Focus on Responses to Different Comparative Frames.” Journal of Consumer Research 33 (1): 91–98. doi:10.1086/jcr.2006.33.issue-1.
   Web of Science ®Google Scholar
• Kalyanaraman, S., and J. D. Ivory. 2009. “Enhanced Information Scent, Selective Discounting, or Consummate Breakdown: The Psychological Effects of Web-based Search Results.” Media Psychology 12 (3): 295–319. doi:10.1080/15213260903052232.
   Web of Science ®Google Scholar
• Kareklas, I., J. R. Carlson, and D. D. Muehling. 2012. “The Role of Regulatory Focus and Self- View in Green Advertising Message Framing.” Journal of Advertising 41 (4): 25–39. doi:10.1080/00913367.2012.10672455.
   Web of Science ®Google Scholar
• Kay, A. C., J. A. Whitson, D. Gaucher, and A. D. Galinsky. 2009. “Compensatory Control: Achieving Order through the Mind, Our Institutions, and the Heavens.” Current Directions in Psychological Science 18 (5): 264–268. doi:10.1111/j.1467-8721.2009.01649.x.
   Web of Science ®Google Scholar
• Keltner, D., D. H. Gruenfeld, and C. Anderson. 2003. “Power, Approach, and Inhibition.” Psychological Review 110 (2): 265–284. doi:10.1037/0033-295x.110.2.265.
   PubMed Web of Science ®Google Scholar
• Kim, D. H., and Y. Sung. 2013. “Gucci versus Old Navy: Interplay of Brand Personality and Regulatory Focus in Advertising Persuasion.” Psychology & Marketing 30 (12): 1076–1087. doi:10.1002/mar.20668.
   Web of Science ®Google Scholar
• Landau, M. J., A. C. Kay, and J. A. Whitson. 2015. “Compensatory Control and the Appeal of a Structured World.” Psychological Bulletin 141 (3): 694–722. doi:10.1037/a0038703.
   PubMed Web of Science ®Google Scholar
• Langer, E. J. 1975. “The Illusion of Control.” Journal of Personality and Social Psychology 32 (2): 311–328. doi:10.1037/0022-3514.32.2.311.
   Web of Science ®Google Scholar
• Langer, E. J., and J. Rodin. 1976. “The Effects of Choice and Enhanced Personal Responsibility for the Aged: A Field Experiment in an Institutional Setting.” Journal of Personality and Social Psychology 34 (2): 191–198. doi:10.1037//0022-3514.34.2.191.
   PubMed Web of Science ®Google Scholar
• Lee, A. Y., and J. L. Aaker. 2004. “Bringing the Frame into Focus: The Influence of Regulatory Fit on Processing Fluency and Persuasion.” Journal of Personality and Social Psychology 86 (2): 205–218. doi:10.1037/0022-3514.86.2.205.
   PubMed Web of Science ®Google Scholar
• Leotti, L. A., and M. R. Delgado. 2011. “The Inherent Reward of Choice.” Psychological Science 22 (10): 1310–1318. doi:10.1177/0956797611417005.
   PubMed Web of Science ®Google Scholar
• Leotti, L. A., S. S. Iyengar, and K. N. Ochsner. 2010. “Born to Choose: The Origins and Value of the Need for Control.” Trends in Cognitive Sciences 14 (10): 457–463. doi:10.1016/j.tics.2010.08.001.
   PubMed Web of Science ®Google Scholar
• Li, C., and S. Kalyanaraman. 2012. “What if Web Site Editorial Content and Ads are in Two Different Languages? A Study of Bilingual Consumers’ Online Information Processing.” Journal of Consumer Behavior 11 (3): 198–206. doi:10.1002/cb.1371.
   Web of Science ®Google Scholar
• Lin, F., and F. Shen. 2012. “Regulatory Focus and Attribute Framing: Evidence of Compatibility Effects in Advertising.” International Journal of Advertising 31 (1): 169–188. doi:10.2501/IJA-31-1-169-188.
   Web of Science ®Google Scholar
• Lunardo, R., and A. Mbengue. 2009. “Perceived Control and Shopping Behavior: The Moderating Role of the Level of Utilitarian Motivational Orientation.” Journal of Retailing and Consumer Services 16 (6): 434–441. doi:10.1016/j.jretconser.2009.06.004.
   Google Scholar
• Malhotra, N. K. 1982. “Information Load and Consumer Decision Making.” Journal of Consumer Research 8 (4): 419–430. doi:10.1086/jcr.1982.8.issue-4.
   Web of Science ®Google Scholar
• Micu, C. C., and T. G. Chowdhury. 2010. “The Effect of Message’s Regulatory Focus and Product Type on Persuasion.” Journal of Marketing Theory and Practice 18 (2): 181–190. doi:10.2753/MTP1069-6679180206.
   Google Scholar
• Park, S.-Y., and C. R. Morton. 2015. “The Role of Regulatory Focus, Social Distance, and Involvement in Anti-High-Risk Drinking Advertising: A Construal-Level Theory Perspective.” Journal of Advertising 44 (4): 338–348. doi:10.1080/00913367.2014.1001503.
   Web of Science ®Google Scholar
• Pentina, I., A. A. Bailey, and L. Zhang. 2018. “Exploring Effects of Source Similarity, Message Valence, and Receiver Regulatory Focus on Yelp Review Persuasiveness and Purchase Intentions.” Journal of Marketing Communications 24 (2): 125–145. doi:10.1080/13527266.2015.1005115.
   Google Scholar
• Pham, M. T., and T. Avnet. 2004. “Ideals and Oughts and the Reliance on Affect versus Substance in Persuasion.” Journal of Consumer Research 30 (4): 503–518. doi:10.1086/380285.
   Web of Science ®Google Scholar
• Pham, T. M., and H. H. Chang. 2010. “Regulatory Focus, Regulatory Fit, and the Search and Consideration of Choice Alternatives.” Journal of Consumer Research 37 (4): 626–640. doi:10.1086/655668.
   Web of Science ®Google Scholar
• Polman, E. 2012. “Effects of Self–Other Decision Making on Regulatory Focus and Choice Overload.” Journal of Personality and Social Psychology 102 (5): 980–993. doi:10.1037/a0026966.
   PubMed Web of Science ®Google Scholar
• Roy, R., and I. Phau. 2014. “Examining Regulatory Focus in the Information Processing of Imagery and Analytical Advertisements.” Journal of Advertising 43 (4): 371–381. doi:10.1080/00913367.2014.888323.
   Web of Science ®Google Scholar
• Sengupta, J., and R. Zhou. 2007. “Understanding Impulsive Eaters’ Choice Behaviors: The Motivational Influences of Regulatory Focus.” Journal of Marketing Research 44 (2): 297–308. doi:10.1509/jmkr.44.2.297.
   Web of Science ®Google Scholar
• Smith, P. K., and J.A. Bargh. 2008. “Nonconscious Effects Of Power on Basic Approach and Avoidance Tendencies.” Social Cognition 26 (1): 1–24.
   PubMed Web of Science ®Google Scholar
• Sutton, D. 2015. “Study: Data Driven Personalization Increases ROI by 15%+.” Accessed 20 September 2017. https://toprightpartners.com/insights/study-data-driven-personalization-increases-roi-15/
   Google Scholar
• Thompson, S. C. 1981. “Will It Hurt Less if I Can Control It? A Complex Answer to A Simple Question.” Psychological Bulletin 90 (1): 89–101.
   PubMed Web of Science ®Google Scholar
• Thompson, S. C. 1993. “Naturally-Occurring Perceptions of Control: A Model of Bounded Flexibility.” In Control Motivation and Social Cognition, edited by G. Weary, F. Gleicher, and K. L. Marsh., 74–93. New York: Springer-Verlag.
   Google Scholar
• Thompson, S. C. 2009. “The Role of Personal Control in Adaptive Functioning.” In Oxford Handbook of Positive Psychology, edited by R. C. Snyder and S. J. Lopez, 271–278. New York: Oxford University Press.
   Google Scholar
• van Den Putte, B. 2009. “What Matters Most in Advertising Campaigns? The Relative Effect of Media Expenditure and Message Content Strategy.” International Journal of Advertising 28 (4): 669–690. doi:10.2501/S0265048709200813.
   Web of Science ®Google Scholar
• Voss, K. E., E. R. Spangenberg, and B. Grohmann. 2003. “Measuring the Hedonic and Utilitarian Dimensions of Consumer Attitude.” Journal of Marketing Research 40 (3): 310–320. doi:10.1509/jmkr.40.3.310.19238.
   Web of Science ®Google Scholar
• Wang, J., and A. Y. Lee. 2006. “The Role of Regulatory Focus in Preference Construction.” Journal of Marketing Research 43 (1): 28–38. doi:10.1509/jmkr.43.1.28.
   Web of Science ®Google Scholar
• Ward, J. C., and J. W. Barnes. 2001. “Control and Affect: The Influence of Feeling in Control of the Retail Environment on Affect, Involvement, Attitude, and Behavior.” Journal of Business Research 54 (2): 139–144. doi:10.1016/S0148-2963(99)00083-1.
   Web of Science ®Google Scholar
• Werth, L., and J. Foerster. 2007. “How Regulatory Focus Influences Consumer Behavior.” European Journal of Social Psychology 37 (1): 33–51. doi:10.1002/(ISSN)1099-0992.
   Web of Science ®Google Scholar
• White, K., R. MacDonnell, and D. W. Dahl. 2011. “It’s the Mind-Set that Matters: The Role of Construal Level and Message Framing in Influencing Consumer Efficacy and Conservation Behaviors.” Journal of Marketing Research 48 (3): 472–485. doi:10.1509/jmkr.48.3.472.
   Web of Science ®Google Scholar
• Whitson, J. A., and A. D. Galinsky. 2008. “Lacking Control Increases Illusory Pattern Perception.” Science 322 (5898): 115–117. doi:10.1126/science.1159845.
   PubMed Web of Science ®Google Scholar
• Yi, S., and H. Baumgartner. 2009. “Regulatory Focus and Message Framing: A Test of Three Accounts.” Motivation and Emotion 33 (4): 435–443. doi:10.1007/s11031-009-9148-y.
   Web of Science ®Google Scholar
• Zhao, G., and C. Pechmann. 2007. “The Impact of Regulatory Focus on Adolescents’ Response to Antismoking Advertising Campaigns.” Journal of Marketing Research 44 (4): 671–687. doi:10.1509/jmkr.44.4.671.
   Web of Science ®Google Scholar
• Zhou, R., and M. T. Pham. 2004. “Promotion and Prevention across Mental Accounts: When Financial Products Dictate Consumers Investment Goals.” Journal of Consumer Research 31 (1): 125–135. doi:10.1086/383429.
   Web of Science ®Google Scholar