Expectancy x value effects: regulatory focus as determinant of magnitude and direction.
The authors propose that a promotion focus involves construal of achievement goals as aspirations whose attainment brings accomplishment. Commitment to these accomplishment goals is characterized by attempts to attain the highest expected utility. In contrast, a prevention focus involves construal of achievement goals as responsibilities whose attainment brings security. Commitment to these security goals is characterized by doing what is necessary. The different nature of commitment to accomplishment goals versus security goals is predicted to influence the interactive effect of goal expectancy and goal value on goal commitment, as evident in both task performance and decision making. Four studies found that the classic positive interactive effect of expectancy and value on goal commitment increases with a promotion focus and decreases with a prevention focus.
Shah
J
J
Department of Psychology, Columbia University, New York, New York 10027, USA. jshah@bss3.umd.edu
Higgins
E T
ET
D003657:Decision Making; D005260:Female; D006040:Goals; D006801:Humans; D008297:Male; D012044:Regression Analysis