As pessoas costumam fazer rotineiramente associações entre o afeto com as posições verticais, nas quais os objetos que estão no alto, muitas vezes, são considerados bons e o que estão em baixo são considerados ruins. O uso da metáfora, geralmente inconsciente, pode afetar a motivação do indivíduo para fazer avaliações dos preços dos produtos. O foco regulatório motivacional do indivíduo pode apresentar características que contribuam para restaurar a motivação, porque está dividido em um foco em promoção, que visa aproveitar oportunidades e se aproximar de ganhos e em um foco em prevenção que busca manter a vigilância para evitar resultados negativos e se afastar de perdas. O principal objetivo desta pesquisa foi analisar os efeitos da metáfora da verticalidade sobre a forma que os indivíduos efetuam as avaliações de preços, tendo o foco regulatório como moderador dessa relação. Foram elaboradas sete hipóteses, testadas com o uso de experimentos. A amostra total dos experimentos, contendo um estudo piloto e três estudos que avaliaram o modelo teórico proposto, foi de 522 participantes. Os dados foram analisados por meio da ANOVA twoway e da macro PROCESS de Hayes (Modelo 8, 2013). Os resultados mostram que o grupo de tratamento com os indivíduos que se consideram fisicamente alto e com foco em prevenção fizeram avaliações dentro do proposto para este estudo, quando comparados aos indivíduos que se consideram fisicamente baixo e foco em promoção. O primeiro grupo de tratamento mencionado atribuiu os menores preços aos produtos, exigiu descontos maiores para se deslocarem para outra loja em busca de um produto, consideraram o preço praticado por uma empresa mais injusto e, por fim, tiveram o melhor desempenho na avaliação de preço para conseguir um bom negócio. A principal contribuição desta tese é de que os indivíduos estão expostos diariamente a mudanças na autoestima por causa de simulações mentais da verticalidade, em que o corpo influencia os pensamentos desses indivíduos para tomada de decisão em relação a preços, e que o foco regulatório é capaz de atenuar tais efeitos. / People routinely make associations between affection and vertical positions, in which objects that is in up positiion are often considered good and those that is in down position are considered bad. The use of the metaphor, usually unconscious, can affect the individual\'s motivation to make product price assessments. The motivational regulatory focus of the individual can present characteristics that contribute to restore motivation, because it is divided into a focus on promotion, which seeks to seize opportunities and approach gains and a focus on prevention that seeks to maintain vigilance to avoid negative results and to avoid losses. The main goal of this research was to analyze the effects of the metaphor of verticality on the form that the individuals make the price evaluations, having the regulatory focus as moderator of this relation. Seven hypotheses were elaborated, tested with the use of experiments. The total sample of the experiments, containing a pilot study and three studies that evaluated the proposed theoretical model, was 522 participants. The data were analyzed through two way ANOVA and Hayes macro PROCESS (Model 8, 2013). The results show that the treatment group with those individuals who consider themselves to be physically high and focused on prevention made evaluations within the proposed for this study when compared to individuals who consider themselves physically low and focused on promotion. The first treatment group mentioned attributed the lowest prices to the products, demanded larger discounts to move to another store in search of a product, considered the most unfair price practiced by the company and, lastly, had the best performance in price evaluation to get a good deal. The main contribution of this thesis is that individuals are exposed daily to changes in self-esteem because of mental simulations of verticality, in which the body influences the thoughts of these individuals for decision-making in relation to prices, and that the regulatory focus is capable to mitigate such effects.

For chronic dieters, modern food environments make it very difficult to always behave inline with health goals. Approximately 45 million Americans report never fully being off a diet because they fail to reach their weight loss goals. These individuals are colloquially known as chronic dieters but in the food behavior and literature, these people are known as Restrained Eaters. Restrained Eaters are known for the vacillation between food restraint and disinhibition. Past research has demonstrated that one way to keep Restrained Eaters from reach disinhibition is to prevent or weaken their involuntary physical and cognitive responses to external food cues. In a series of three lab studies, this dissertation tests two novel approaches to influencing the behavior of Restrained Eaters when faced with a hedonic food item. The focus of Study 1 is on using Query Theory to test whether there is an effect of endowment on decision and whether thoughts predict decision. We found a significant effect of endowment on the decision of Restrained and Unrestrained Eaters. Study 2 also uses Query Theory but reverse the natural order in which participants generated thoughts and whether that had an effect on decision. In Study 2, we found changing the natural order of thoughts can reverse the effect of endowment. Studies 3 and 4 reanalyze the data from Studies 1 and 2 using Regulatory Focus Theory. In this reanalysis, we found thoughts coded using regulatory focus also predicted behavior. We use the results from this reanalysis to justify Study 5, which is a test of regulatory focus inductions on decision. We found no significant effect of regulatory focus inductions on the decision of Restrained or Unrestrained Eaters. This research aims to develop interventions that will help Restrained Eaters make decisions that are not overshadowed by external cues or instant gratification, giving them a better chance to reach a sought out goal.

Submitted by admin tede (tede@pucgoias.edu.br) on 2018-12-07T17:58:42Z No. of bitstreams: 1 JOYCE VÂNIA RODRIGUES LOPES.pdf: 868625 bytes, checksum: 8658110fec755591ceb547f04870f62e (MD5) / Made available in DSpace on 2018-12-07T17:58:42Z (GMT). No. of bitstreams: 1 JOYCE VÂNIA RODRIGUES LOPES.pdf: 868625 bytes, checksum: 8658110fec755591ceb547f04870f62e (MD5) Previous issue date: 2018-03-22 / Creativity is an important personal resource that, together with organizational resources, can put companies in competitive advantages and stimulate growth and development, both individual and organizational. Creative performance in addition to positively correlating to the regulatory focus on promotion may be influenced by the individual's belief in his or her ability to produce creative results, conceptualized as creative self-efficacy. This dissertation aims to investigate the relationship between creativity, regulatory focus and creative selfefficacy in the Brazilian organizational context. Three studies were carried out - two theorists and one empirical one, the first one being a theoretical article that discusses the creativity and its theoretical aspects relevant to this study. The second is an article that seeks to analyze the state of the art of knowledge about creative self-efficacy. The third, in turn, is an empirical article, being a cross-sectional, quantitative, descriptive and correlational study that aims to analyze the existing relationships among the studied variables, namely creative self-efficacy, creativity and regulatory focus, as well as the power of mediation of creative self-efficacy in the relation between regulatory focus and creativity, thus testing the conceptual theoretical model. The data were collected as self-report, through the Creative Self-Efficacy Scale, Creativity Scale and Regulatory Focus Scale (only items related to the regulatory focus in promotion). The study was carried out with 125 workers with mean age of 35 years, 97 females and 28 males. For the data treatment, the statistical analysis programs SPSS 22.0, AMOS 22.0 and Process were used. The results allowed to conclude that the regulatory focus in promotion is positively correlated to creativity and creative self-efficacy, and that this is positively correlated to creativity. The test of the mediation model indicated that creative selfefficacy served as a mediator in the relationship between the regulatory focus on promotion and creativity, allowing a clearer verification of how creative self-efficacy, as a mediator variable, influences the relationship between regulatory focus in promotion and creativity. / A criatividade é um importante recurso pessoal que, aliado a recursos organizacionais, pode colocar as empresas em vantagens competitivas e estimular crescimento e desenvolvimento, tanto individual quanto organizacional. O desempenho criativo além de se correlacionar positivamente ao foco regulatório em promoção, pode ser influenciado pela crença do indivíduo em sua capacidade de produzir resultados criativos, conceituada como autoeficácia criativa. Esta dissertação tem como objetivo principal investigar as relações mantidas entre criatividade, foco regulatório e autoeficácia criativa, no contexto organizacional brasileiro. Foram realizados três estudos – dois teóricos e um empírico, sendo o primeiro um artigo teórico que discorre sobre a criatividade e seus aspectos teóricos relevantes a este estudo. Já o segundo se trata de um artigo que busca analisar o estado da arte do conhecimento sobre a autoeficácia criativa. O terceiro, por sua vez, é um artigo empírico, sendo um estudo de corte transversal, quantitativo, descritivo e correlacional, que visa analisar as relações existentes entre as variáveis estudadas, a saber autoeficácia criativa, criatividade e foco regulatório, bem como o poder de mediação da autoeficácia criativa na relação entre foco regulatório e criatividade, testando assim o modelo teórico conceitual. Os dados foram coletados na forma de autorrelato, por meio da Escala de Autoeficácia Criativa, Escala de Criatividade e Escala do Foco Regulatório (apenas itens relacionados ao foco regulatório em promoção). O estudo foi desenvolvido com 125 trabalhadores com idade média de 35 anos, sendo 97 do sexo feminino e 28 do sexo masculino. Para o tratamento de dados, foram utilizados os programas de análise estatística SPSS 22.0, AMOS 22.0 e Process. Os resultados permitiram concluir que o foco regulatório em promoção está positivamente correlacionado à criatividade e à autoeficácia criativa, e que esta está correlacionada positivamente à criatividade. O teste do modelo de mediação indicou que a autoeficácia criativa atuou como mediadora na relação entre foco regulatório em promoção e criatividade, permitindo verificar com mais clareza de que forma a autoeficácia criativa, na condição de variável mediadora, influencia a relação entre foco regulatório em promoção e criatividade.

Hybrid entrepreneurial is phenomenal but remains under-studied in the management literature. This paper investigated the joint influence of hybrid entrepreneurs’ trait regulatory focus and wage work to entrepreneurial work enrichment (WE enrichment) on their entrepreneurial engagement and the subsequent proficient, adaptive, and proactive performance in entrepreneurial work. I first interviewed 16 hybrid entrepreneurs to obtain the understanding of their reasons for being in hybrid entrepreneurship, their regulatory focus tendencies, and the resources they transfer from wage work to entrepreneurial work. To validate the measurement scales of promotion and prevention focus, I conducted a pilot study among 66 hybrid entrepreneurs. Then, I conducted a multi-source questionnaire survey among 329 hybrid entrepreneurs and their entrepreneurial partners in Ghana. The final sample included 272 completed and matched responses. I used structural equation modeling of Mplus 7.4 to test the hypothesized model. Results of the questionnaire survey provided strong support to my hypothesized model. Promotion focus and prevention focus had positive and negative relationships with these three types of entrepreneurial performance, respectively. I also found that the opposite relationships of promotion focus and prevention focus with these three types of entrepreneurial performance were mediated by entrepreneurial engagement. Furthermore, hybrid entrepreneurs work across the wage-work and entrepreneurial roles, and I found that WE enrichment played a moderating role. Specifically, WE enrichment strengthened the positive relationship between promotion focus and entrepreneurial engagement as well as the positive indirect relationships between promotion focus and the three types of entrepreneurial performance through entrepreneurial engagement. In contrast, WE enrichment weakened the negative relationship between prevention focus and entrepreneurial engagement as well as the negative indirect relationships between prevention focus and the three types of entrepreneurial performance through entrepreneurial engagement. This research sheds light on how personality traits and dual-work context affect hybrid entrepreneurs’ entrepreneurial processes and performance outcomes. Thus, I provide theoretical implications for the literature of hybrid entrepreneurial and dual work roles. Further, this research offers important practical implications for hybrid entrepreneurs and their entrepreneurial partners, as well as investors.

Theories of self-regulation have not adequately specified the psychological events and processes that cause an emotional response following acute failure to be prolonged and intensified. Research on repetitive thought suggests that engaging maladaptive rumination can prolong and intensify existing mood states. However, theories of rumination have not incorporated the implications of failing to attain different types of desired end states for rumination, that is failing to attain goals associated with nurturance and advancement (i.e., promotion goals) versus goals associated with safety and security (i.e., prevention goals). In this investigation, 78 graduate and professional students participated in a within-subjects experimental design testing the overall hypothesis that exposure to past failures to attain promotion and prevention goals will promote maladaptive rumination on dejection- and agitation-related emotions, respectively. Furthermore, under conditions of high negative affect engaging in maladaptive rumination will cause the specific type of negative affect experienced to be intensified and prolonged. Study findings did not result in clear support for the proposed model in the prevention condition. The prevention manipulation failed to induce agitation-related emotions associated with anxiety and instead appeared to induce emotions associated with anger. The prevention condition also did not result in unique changes in quiescence. However, as predicted decreases in quiescence uniquely predicted increased engagement in maladaptive rumination. In this condition, engagement in rumination did not interact with low levels of quiescence to prolong and further decrease quiescence. Stronger support was found for the proposed model in the promotion condition. Individuals with chronic promotion failure experienced significant increases in dejection following exposure to past promotion failures. The level of dejection experienced significantly predicted engaging in greater maladaptive rumination. Furthermore, engaging in maladaptive rumination in the presence of high levels of dejection intensified and prolonged of the experience of dejection-related emotions. Overall, the results suggest that self-regulatory cognition, the level of affect that results, and variability in the tendency to engage in maladaptive rumination all play a significant role in determining a person's cognitive and emotional experiences in the ongoing process of self-regulation. / Dissertation

<p> Retirement is the quintessential transition from mid-life to late-life for many working Americans. However, questions about the positive and negative effects of retirement have sparked widely divergent empirical findings. Developmental theories of self-regulation may add to the understanding of the subtle differences and transitions within retirement. Retirement may be viewed as a transition in resources (e.g., psychological, social, and financial), so that individual mental health outcomes are linked to how well these resources are reallocated. According to goal disengagement perspectives, failure either in disengagement from past goals or reengagement in new goals can lead to decreased well-being and increased depression. Further, as individuals enter late-life, their focus may turn away from growth and achievement and more toward preventing losses and maintaining current resources. In the present study, it was hypothesized that when pre-retirement individuals were compared against early and late post-retirement individuals, engagement in developmentally relevant goals (e.g., self, family, and leisure) in retirees would be associated with better mental health outcomes while retirees who reported continued engagement in less developmentally accessible goals (i.e., occupational and financial) would report worse outcomes.</p><p>A total of 100 study participants (aged 50 to 84) were interviewed about their current goals and completed self-report measures of depression, well-being, social support, physical health, and regulatory focus. Interview data were coded for goal content as well as for regulatory focus. Findings did not support the hypotheses, as there were no significant differences among the 47 pre-retirement, 29 early post-retirement, and 24 late post-retirement participants in their goal content or regulatory focus. Goal content also was not associated differentially with depression or well-being among the three groups. However, the interview data did provide valuable information about the heterogeneous and fluid nature of retirement. Retirement, rather than a clear loss in certain resources (i.e., financial and occupational) and a clear gain in others (i.e., time and personal freedom), seemed to be a renegotiation of those resources. Furthermore, even pre-retirement participants named retirement goals, suggesting that, if a goal transition did occur, it may have been a more conscious, gradual process.</p> / Dissertation

<p>Theories of self-regulation address the continuous process in which individuals compare their behavior to salient goals or standards. Two well-known theories of self-regulation, self-discrepancy theory (SDT) and regulatory focus theory (RFT), each make distinctions regarding the types of standards and goals in reference to which individuals self-regulate. Authenticity--the idea of being one's true self--has the potential to influence the kinds of goals or standards that individuals come to possess and may have implications for understanding the outcomes of self-regulatory processes. This research links the construct of authenticity with SDT and RFT, emphasizing how individual differences in authenticity could influence the motivational and affective consequences of self-regulation predicted within each theory. Individual differences in authenticity were expected to influence the nature of the goals and standards that individuals hold, as well as the acute and chronic affective consequences of discrepancies between the actual self and the ideal and ought self-guides respectively. Specifically, individual differences in authenticity were expected to predict magnitude of actual:ideal and actual:ought self-discrepancy as well as the intensity of distress that individuals report (acutely as well as chronically) in association with self-discrepancies. More importantly, self-discrepancies were expected to be less prevalent among individuals high in authenticity, but more distressing among high-authenticity individuals than among individuals with lower levels of authenticity. The results of this research suggest that individual differences in authentic behavior do have a direct influence on both acute and chronic affect. Authenticity was found to interact with self-discrepancies in predicting chronic affect. Authenticity has a unique role in the process of self-regulation, distinct from the contributions of SDT and RFT.</p> / Dissertation

Organizational justice scholars have ignored the influence that the nature of a decision outcome has upon reactions to perceived injustice, yet research on loss aversion demonstrates that people react more strongly to situations that result in a loss than those that result in an anticipated gain failing to materialize (non-gain). Furthermore, research on regulatory focus has found that the nature of a decision outcome can itself elicit different emotions. Based on this, a cognitive appraisal model of the relationship between injustice and emotions is proposed that accounts for the effect of decision outcome. This model predicts that emotional reactions to injustice will differ according to the nature of the received decision outcome as well as the fairness of the procedure used to reach that outcome. Specifically, it is hypothesized that a loss decision outcome will elicit a prevention focus and lead to greater agitation-related emotions, whereas a non-gain decision outcome will elicit a promotion focus and result in greater dejection-related emotions. In addition, it is predicted that, in the presence of an unfair procedure, outward-focused, foci-related emotions will be reported and that perceptions of procedural injustice will be related to increased retaliation especially following a loss. To test these predictions, participants were asked to provide their reactions to vignettes describing aloss or non-gain reached via a fair or an unfair procedure. Although all hypotheses were not supported, it was found that decision outcome produced a significant main effect on emotions, such that participants reported higher levels of negative emotions after a loss and higher ratings of positive emotions after a non-gain. In addition, it was found that procedural injustice was related to higher levels of outward-focused, negative emotions and increased retaliation.

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As pessoas costumam fazer rotineiramente associações entre o afeto com as posições verticais, nas quais os objetos que estão no alto, muitas vezes, são considerados bons e o que estão em baixo são considerados ruins. O uso da metáfora, geralmente inconsciente, pode afetar a motivação do indivíduo para fazer avaliações dos preços dos produtos. O foco regulatório motivacional do indivíduo pode apresentar características que contribuam para restaurar a motivação, porque está dividido em um foco em promoção, que visa aproveitar oportunidades e se aproximar de ganhos e em um foco em prevenção que busca manter a vigilância para evitar resultados negativos e se afastar de perdas. O principal objetivo desta pesquisa foi analisar os efeitos da metáfora da verticalidade sobre a forma que os indivíduos efetuam as avaliações de preços, tendo o foco regulatório como moderador dessa relação. Foram elaboradas sete hipóteses, testadas com o uso de experimentos. A amostra total dos experimentos, contendo um estudo piloto e três estudos que avaliaram o modelo teórico proposto, foi de 522 participantes. Os dados foram analisados por meio da ANOVA twoway e da macro PROCESS de Hayes (Modelo 8, 2013). Os resultados mostram que o grupo de tratamento com os indivíduos que se consideram fisicamente alto e com foco em prevenção fizeram avaliações dentro do proposto para este estudo, quando comparados aos indivíduos que se consideram fisicamente baixo e foco em promoção. O primeiro grupo de tratamento mencionado atribuiu os menores preços aos produtos, exigiu descontos maiores para se deslocarem para outra loja em busca de um produto, consideraram o preço praticado por uma empresa mais injusto e, por fim, tiveram o melhor desempenho na avaliação de preço para conseguir um bom negócio. A principal contribuição desta tese é de que os indivíduos estão expostos diariamente a mudanças na autoestima por causa de simulações mentais da verticalidade, em que o corpo influencia os pensamentos desses indivíduos para tomada de decisão em relação a preços, e que o foco regulatório é capaz de atenuar tais efeitos. / People routinely make associations between affection and vertical positions, in which objects that is in up positiion are often considered good and those that is in down position are considered bad. The use of the metaphor, usually unconscious, can affect the individual\'s motivation to make product price assessments. The motivational regulatory focus of the individual can present characteristics that contribute to restore motivation, because it is divided into a focus on promotion, which seeks to seize opportunities and approach gains and a focus on prevention that seeks to maintain vigilance to avoid negative results and to avoid losses. The main goal of this research was to analyze the effects of the metaphor of verticality on the form that the individuals make the price evaluations, having the regulatory focus as moderator of this relation. Seven hypotheses were elaborated, tested with the use of experiments. The total sample of the experiments, containing a pilot study and three studies that evaluated the proposed theoretical model, was 522 participants. The data were analyzed through two way ANOVA and Hayes macro PROCESS (Model 8, 2013). The results show that the treatment group with those individuals who consider themselves to be physically high and focused on prevention made evaluations within the proposed for this study when compared to individuals who consider themselves physically low and focused on promotion. The first treatment group mentioned attributed the lowest prices to the products, demanded larger discounts to move to another store in search of a product, considered the most unfair price practiced by the company and, lastly, had the best performance in price evaluation to get a good deal. The main contribution of this thesis is that individuals are exposed daily to changes in self-esteem because of mental simulations of verticality, in which the body influences the thoughts of these individuals for decision-making in relation to prices, and that the regulatory focus is capable to mitigate such effects.