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The effects of managerial regulatory fit priming on reactions to explanations

  • Li, Andrew
  • Evans, Joel
  • Christian, Michael S.
  • Gilliland, Stephen W.
  • Kausel, Edgar E.
  • Stein, Jordan H.

We investigated the interactive effects of regulatory focus priming and message framing on the perceived fairness of unfavorable events. We hypothesized that individuals' perceptions of fairness are higher when they receive a regulatory focus prime (promotion versus prevention) that is congruent with the framing of an explanation (gain versus loss), as opposed to one that is incongruent. We also hypothesized that these effects are mediated by counterfactual thinking. Three studies revealed that primed regulatory fit (promotion/gain or prevention/loss) led to higher levels of justice perceptions than regulatory misfit (promotion/loss or prevention/gain). Additionally, "could" and "should" counterfactuals partially mediated the relationship between regulatory fit and interactional justice (Study 3).

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Article provided by Elsevier in its journal Organizational Behavior and Human Decision Processes.

Volume (Year): 115 (2011)
Issue (Month): 2 (July)
Pages: 268-282

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Handle: RePEc:eee:jobhdp:v:115:y:2011:i:2:p:268-282
Contact details of provider: Web page: http://www.elsevier.com/locate/obhdp

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  1. Aaker, Jennifer L. & Lee, Angela Y., 2006. "Understanding Regulatory Fit," Research Papers 1910, Stanford University, Graduate School of Business.
  2. Turillo, Carmelo Joseph & Folger, Robert & Lavelle, James J. & Umphress, Elizabeth E. & Gee, Julie O., 2002. "Is virtue its own reward? Self-sacrificial decisions for the sake of fairness," Organizational Behavior and Human Decision Processes, Elsevier, vol. 89(1), pages 839-865, September.
  3. Cropanzano, Russell & Paddock, Layne & Rupp, Deborah E. & Bagger, Jessica & Baldwin, Amanda, 2008. "How regulatory focus impacts the process-by-outcome interaction for perceived fairness and emotions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 105(1), pages 36-51, January.
  4. Lind, E. Allan & Kray, Laura & Thompson, Leigh, 1998. "The Social Construction of Injustice: Fairness Judgments in Response to Own and Others' Unfair Treatment by Authorities, , ," Organizational Behavior and Human Decision Processes, Elsevier, vol. 75(1), pages 1-22, July.
  5. Horvath, Michael & Ryan, Ann Marie & Stierwalt, Sandra L., 2000. "The Influence of Explanations for Selection Test Use, Outcome Favorability, and Self-Efficacy on Test-Taker Perceptions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 83(2), pages 310-330, November.
  6. Jiewen Hong & Angela Y. Lee, 2008. "Be Fit and Be Strong: Mastering Self-Regulation through Regulatory Fit," Journal of Consumer Research, University of Chicago Press, vol. 34(5), pages 682-695, 08.
  7. Holler, Marianne & Hoelzl, Erik & Kirchler, Erich & Leder, Susanne & Mannetti, Lucia, 2008. "Framing of information on the use of public finances, regulatory fit of recipients and tax compliance," Journal of Economic Psychology, Elsevier, vol. 29(4), pages 597-611, August.
  8. Brockner, Joel & Higgins, E. Tory, 2001. "Regulatory Focus Theory: Implications for the Study of Emotions at Work," Organizational Behavior and Human Decision Processes, Elsevier, vol. 86(1), pages 35-66, September.
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