La mort est l’événement inévitable que la grande majorité des individus souhaite occulter, motivés par une volonté incontestable de continuer à vivre. Parce qu’elle est à la fois source de mystère, de fascination et d’angoisse, cette thématique a fait l’objet de beaucoup d’intérêt en psychologie grâce à la Terror Management Theory (ou théorie de la gestion de la terreur, TMT). Celle-ci permet de rendre compte de la façon dont la peur de la mort est fondamentalement ancrée dans la nature humaine, ainsi que les mécanismes de défense déployés en réponse aux rappels de la perspective de fin de vie suscités par la situation de saillance de mortalité. Ce travail doctoral souhaite compléter la littérature existante sur la TMT en étudiant notamment l’impact de la saillance de mortalité sur le cadrage situationnel, i.e. la mobilisation d’une stratégie d’approche versus d’évitement et les préférences produits promotion versus prévention. Dans cette perspective, une expérimentation a été menée auprès de 360 individus de deux tranches d’âge distinctes (40-59 ans et 60-79 ans). Les résultats obtenus confirment l’existence de deux processus indépendants (approche vs. évitement), de sorte que la manipulation de la saillance de mortalité suscite l’adoption d’une stratégie spécifique et des préférences produits distinctes. Ils montrent également le rôle modérateur fondamental de l’âge chronologique dans ce processus, qui peut s’expliquer notamment par le processus de vieillissement. / Death is the unescapable event that most of individuals want to hide motivated by a fundamental will to stay alive. Because it can be source of mystery, fascination and anxiety, this topic has been of specific interest in psychology thanks to the Terror Management Theory (TMT). This theory enables to understand how fear of death is fundamentally anchored in the human nature and the defense mechanisms that are used in response to death reminders that are aroused by the mortality salience situation. This doctoral research aims at filling the gap in the litterature on TMT while studying specifically the impact of mortality salience on situational regulatory focus, i.e. the adoption of an approach versus avoidance strategy and the preferences for promotion versus prevention products. In this perspective, an experimentation has been conducted among 360 individuals from two distinct age classes (40-59 and 60-79). The results confirm the existence of two independent processes (approach vs. avoidance), so that the mortality salience manipulation leads to the adoption of a specific strategy and distinct product preferences. They also show the main moderator role of chronological age in this process, that can be mainly explained by the aging process.

We investigated race and gender differences in regulatory focus, which distinguishes between two modes of motivational regulation: promotion and prevention focus. Item response theory was used to examine measurement equivalence/invariance and mean differences across groups were examined. Several items functioned differently across groups, but differences cancelled out at the test-level. Analyses using an undergraduate student sample (N = 1,845) revealed that females were significantly more promotion and prevention focused than males and African Americans were significantly more promotion and prevention focused than Caucasians. Interestingly, both gender and racial minority groups scored higher on regulatory focus indicators than the majority groups. Arguably, unlike minority group members, majority group members would have less of a necessity to prevent failure or to promote their own success. Implications for these motivation regulation differences can be applied to workforce settings in which managers seek to provide equal opportunities for both genders and racial groups.

Excerpt: The current study explores these variables simultaneously to illustrate how both leader and follower characteristics influence organizational citizenship behavior (OCB) and counterproductive work behavior (CWB).

The purpose of this study was to integrate research on Leader-Member Exchange (LMX) and organizational justice by proposing and evaluating plausible interactions between LMX and the various dimensions of organizational justice. In addition, this study contributes to the sparse literature on antecedents to LMX by including three previously unexamined antecedents, which consist of basic intra- and interpersonal motivations (i.e., attachment, identity, and regulatory focus), that are under-researched compared to personality and demographic variables. Data were collected from 150 supervisor-subordinate dyads. Results revealed several significant LMX by justice interactions and indicated that interdependent identity levels (relational and collective) and promotion regulatory focus are positively related to LMX quality. Implications and directions for future research are discussed.

L’objectif de cette thèse est d’explorer les effets persuasifs de la formulation des communications de santé et les processus psychologiques qui les sous-tendent sur l’intention de suivre une recommandation de santé. Ainsi, nous nous proposons d’expliquer les raisons de l’influence persuasive de la présentation d’un individu modèle dans des campagnes de promotion de la santé. Nous avons mené 9 études expérimentales (1221 participants au total) dont les résultats mettent en exergue des schémas d’explication de l’impact de l’exposition à un individu modèle en tant que stratégie sociale de motivation. Nos données défendent la thèse selon laquelle les individus modèles positifs ou négatifs activent une orientation motivationnelle respectivement en promotion ou en prévention, qui fait varier l’effet du cadrage d’un message de santé : un modèle est plus motivant lorsqu’il est cohérent avec l’orientation motivationnelle cadrée dans un message. Un Autrui positif engendre une hausse de l’intention des individus à suivre une recommandation de santé dès lors qu’elle est préconisée avec un message cadré en promotion, se focalisant sur l’accomplissement. A contrario, un Autrui négatif engendre une hausse de l’intention des individus lorsque le comportement cible est recommandé avec un message cadré en prévention, se focalisant sur la protection. Nous définissons ce phénomène cohérence motivationnelle par individu modèle, et nous expliquons ses effets à l’aide de deux modèles causaux. Le premier modèle démontre que l’effet de la cohérence motivationnelle sur l’intention de suivre une recommandation de prévention (i.e. adopter une alimentation équilibrée) est médiatisé par les dimensions d’efficacité et d’auto-efficacité comportementale. Le deuxième modèle, expliquant l’effet de la cohérence motivationnelle sur l’intention de suivre une recommandation de dépistage (i.e. faire le test de dépistage du cholestérol), démontre que cet effet est médiatisé par les dimensions d’auto-efficacité comportementale et d’auto-efficacité de la gestion des conséquences. En se positionnant dans le cadre des recherches sur l’influence sociale et la persuasion, cette thèse apporte des réflexions théoriques concernant le rôle de l’exposition à un Autrui en tant que force motivationnelle, et ainsi la régulation sociale du fonctionnement cognitif amenant les personnes à s’engager dans des comportements d’amélioration de la santé. / The goal of the present research is to explore the persuasive effect of the framing of health communications on the intention to follow the promoted recommendation, and to understand the psychological processes underlying such effects. More precisely, we aim to explain the persuasive effect of presenting a role model in health-promotional campaigns. We carried out 9 experimental studies (for a total of 1221 participants), which led to an explanatory model of the impact of exposure to role models as a social source of motivation. Our findings show that positive or negative role models temporarily prime the individuals’ regulatory focus on respectively promotion or prevention, altering the effects of message framing: a role model is more motivating when it fits the regulatory framing of the message. A positive role model, which primes a promotion focus, increases individuals’ intention to engage in health behaviours when these are recommended by a promotion-framed message focusing on accomplishment. Correspondingly, a negative model, which primes a prevention focus, motivates individuals when the health behaviours are recommended in a prevention-framed message focusing on safety. We name this phenomenon regulatory fit by vicarious experience, and we explain its effects by validating two causal models. We show that the effect of regulatory fit by vicarious experience on the intention to engage in a preventive behaviour (i.e. a healthy diet) is mediated by the perceived response-efficacy and behavioural self-efficacy (first causal model). On the other hand, its effect on the intention to engage in a detection behaviour (i.e. a cholesterol screening) is mediated by the perceived behavioural self-efficacy and coping self-efficacy (second causal model). Rooted in the field of social influence and persuasion, the present research offers theoretical and innovative insights into the role of exposure to a role model as a motivational force, as well as the social regulation of the cognitive processes leading individuals to engage in health behaviours.

Submitted by Nadir Basilio (nadirsb@uninove.br) on 2016-06-17T20:49:03Z No. of bitstreams: 1 Lia Moretti e Silva.pdf: 1526544 bytes, checksum: 6127463235ea61c39bf1ab5eb60e1441 (MD5) / Made available in DSpace on 2016-06-17T20:49:03Z (GMT). No. of bitstreams: 1 Lia Moretti e Silva.pdf: 1526544 bytes, checksum: 6127463235ea61c39bf1ab5eb60e1441 (MD5) Previous issue date: 2015-11-03 / The main objective of this research was to assess the influence from regulatory focus consumers in omission negligence about dairy food product evaluating. In both cases, the omission negligence phenomenon and the individual regulatory focus, have influence in decision making process by consumers. To make this task, a causal quantitative study was conduct with two independent experiments how eleven hypotheses were tested. Participated in two experiments 713 respondents, 199 nutrition professionals and 514 students from two universities at Campo Grande city, in the Mato Grosso do Sul state (Brazil). The results of this research provide elements to understand as the individual`s expertise together with background cognition may cause some effects in evaluation process of dairy food product and therefore in omission negligence. Another outcome observed was the identification from the chromic individual regulatory focus influence at omission negligence phenomenon. Therefore, was observed that experts people, independent of chronic regulatory focus, recognizes the omission of information. About the non-experts people, with prevention chronic regulatory focus, also recognizes the omission of information. However, the non-experts respondents with promotional regulatory focus, neglect the omission of information. Moreover, was observed that when individual regulatory focus and the prime presented are consistent, both those expert people and non-expert people, recognizes the omission of information. At the same time, when there aren`t correlation between individual regulatory focus and the prime presented, the expert people did perform more moderate evaluations about the product, than compared the evaluations when individual regulatory focus and the prime presented are consistent. However, in both circumstance the expert people recognized the omission of the information. In contrast, the non-expert people, exposed to individual regulatory focus and non-consistent prime, neglect the omission of information. / O objetivo principal desta pesquisa é avaliar a influência do foco regulatório dos consumidores na negligência da omissão na avaliação dos alimentos lácteos. Tanto o fenômeno da negligência da omissão quanto o foco regulatório dos indivíduos exercem influência no processo decisório dos consumidores. Para tanto, foi desenvolvida uma pesquisa quantitativa causal constituída por dois experimentos independentes em que foram testadas onze hipóteses. Participaram dos dois experimentos 713 respondentes, sendo que 199 profissionais da área de nutrição e, 514 discentes de duas Instituições de Ensino Superior da cidade de Campo Grande/MS. Os resultados obtidos proporcionaram a verificação de que a expertise do indivíduo juntamente com a carga cognitiva causam efeitos na avaliação de alimentos lácteos e consequentemente na negligência da omissão. Outro resultado observado foi a identificação da influência do foco regulatório crônico dos indivíduos no fenômeno da negligência da omissão. Deste modo, observou-se que os indivíduos experts, independente do foco regulatório crônico, reconhecem a omissão da informação. Quanto aos indivíduos não experts, constatou-se que aqueles que possuíam foco crônico em prevenção, reconheceram a omissão da informação. Por sua vez, os participantes não experts com foco crônico em promoção, negligenciaram a omissão da informação. Ademais, averiguou-se que quando o foco regulatório do indivíduo e o prime apresentado são condizentes, tanto os indivíduos experts quanto os não experts, reconheceram a omissão da informação. Entretanto, quando não há correlação entre o foco regulatório e o prime apresentado, os indivíduos experts realizam avaliações mais moderadas do produto, do que quando comparadas às avaliações realizadas em que o foco regulatório e o prime são correspondentes. Contudo, em ambas as circunstâncias, os indivíduos experts reconheceram a omissão da informação. Diferentemente, os indivíduos não experts que perante foco regulatório e prime não relacionados, negligenciaram a omissão da informação.

Dans le domaine de l'Interaction Homme-Robot, et plus particulièrement dans le domaine de la robotique sociale, les robots compagnons font de plus en plus partie de notre vie quotidienne et ont un grand potentiel pour aider les gens dans leurs activités quotidiennes, speciallement dans le cas d'une interaction "one to one". Ce scénario où les robots partagent le même environnement avec les humains et interagissent avec eux peut être bénéfique mais il peut aussi présenter des effets négatifs, comme générer un stress sur les utilisateurs humains, c'est aussi le cas de l'effet de la facilitation sociale, abordé au début de ce travail.Avoir des robots qui nous aident dans nos activités quotidiennes conduit à la nécessité de les doter de capacités sociales afin d'adapter leur comportement à leurs utilisateurs, leur environnement et leurs tâches. Néanmoins, comment réaliser cette adaptation reste un défi.Afin de répondre à ces questions de recherche, "Comment atteindre l'apprentissage tout au long de la vie et l'adaptation pour l'interaction humaine-robot personnalisée?" et "Quel est le rôle de la personnalité, de la mémoire et de l'orientation réglementaire dans HRI?", nous proposons l'utilisation du modèle "Big 5 traits" de personnalité afin d'adapter le comportement du robot au profil des utilisateurs. De plus, notre système contient une implémentation du modèle OCC et une mémoire de type épisodique, afin de générer un comportement naturel, capable de se souvenir des événements passés et de se comporter en conséquence. Nous présentons plusieurs études expérimentales, où nous testons notre système, et où nous analysons le lien entre les traits de personnalité de l'utilisateur humain et le comportement du robot. La contrainte générée sur les utilisateurs a été mesurée en utilisant des capteurs externes tels qu'une caméra thermique et un capteur GSR. Notre système proposé s'est révélé efficace pour générer un comportement de robot adapté à la personnalité des utilisateurs. Nous avons trouvé quelques relations entre la personnalité, les préférences de l'utilisateur et la performance de la tâche, qui sont détaillées dans ce travail. Nos études ont montré que les personnes ayant un haut niveau de conscience ont une meilleure performance que les personnes peu consciencieuses. En outre, les personnes introverties étaient plus influencées pour effectuer une tâche que les personnes extraverties. En outre, nous avons observé une augmentation du stress de l'utilisateur, causée par un robot avec une voix semblable à une machine.En plus de s'adapter aux préférences des utilisateurs, nous voulions que notre système soit capable de générer des comportements de robot capables depersuader efficacement leurs utilisateurs d'accomplir les tâches qu'ils doivent accomplir (prendre des médicaments, appeler des membres de la famille, etc.). Pour cette raison, nous proposons l'utilisation de la théorie Regulatory Focus, qui se concentre sur les inclinations que les gens ont lorsqu'ils prennent des décisions, et comment augmenter la motivation des gens à atteindre un objectif. Nous avons mené plusieurs expériences afin de valider cette théorie dans le contexte de l'interaction homme-robot. Nos résultats montrent que les comportements de robot basés sur la théorie de la focalisation réglementaire, y compris les gestes corporels et la vitesse de la parole, sont efficaces pour persuader les utilisateurs d'accomplir une tâche. Nous avons également constaté une augmentation du stress chez les utilisateurs lorsque le robot ne correspondait pas à l'état réglementaire de l'utilisateur.Nous concluons que les sujets abordés dans cette thèse, à savoir: personnalité, mémoire et focus réglementaire, doivent être inclus dans la conception des comportements des robots, afin d'avoir des robots plus efficaces sur les tâches persuasives, et moins stressant pour leurs utilisateurs . / In the domain of Human-Robot Interaction, and more specifically in the social robotics field, companion robots are more and more part of our daily lives and they have a great potential for helping people in their daily activities, especially in tasks that need one-on-one interaction. This scenario where robots are sharing the same environment with the humans and interact with them can be beneficial but it can also present some negative effects like generating stress on the human users, this is also the case of the social facilitation effect, aborded at the beggining of this work.Having robots helping us with our daily activities leads to the need of endowing them with social capabilities in order to adapt their behavior to their users, environment, and tasks. Nevertheless, how to achieve this adaptation remains a challenge.In order to address these research questions, "How to achieve lifelong learning and adaptation for personalized Human-Robot Interaction?" and "What is the role of personality, memory, and regulatory focus in HRI?",we propose the use of the Big 5 personality traits model in order to adapt the robot's behavior to the profile of the users. Moreover, our system contains an implementation of the OCC Model, and an Episodic-like Memory, in order to generate a natural behavior, being capable of remembering past events and behaving accordingly. We present several experimental studies, where we test our system, and where we analyze the link between the human user's personality traits and robot's behavior. The generated stress on the users was measured by using external sensors such as a thermal camera and a GSR sensor. Our proposed system showed to be effective in generating a robot behavior adapted to users personality. We found some relations between personality, user preferences and task performance, which are detailed in this work. Our studies showed that people with high conscientiousness have greater task performance than people with low conscientiousness. Also, that introverted people were more influenced to perform a task than extroverted people. Also, we observed an increase on user stress, caused by a robot with a machine-like voice.Besides of adapting to the users preferences, we wanted our system to be able to generate robot behaviors capable ofpersuading effectively their users in achieving the tasks they need to do (i.e. taking medication, calling family members, etc). For this reason, we propose the use of the Regulatory Focus theory, which concentrate on the inclinations that people have when taking decisions, and how to increase the motivation on people to achieve an objective. We conducted several experiments in order to validate this theory in the context of human-robot interaction. Our results show that robot behaviors based on the Regulatory Focus Theory, including body gestures and speech speed, are effective in persuading users to accomplish a task. We also found an increase on user stress when the robot did not match the user Chronic Regulatory State.We conclude that the topics aborded on this thesis, that is to say: Personality, Memory and Regulatory Focus, have to be included in the design of robot behaviors, ir order to have more efficient robots on persuasive tasks, and less stressing to their users.

No description available.

The Health Regulatory Focus Scale (HRFS) is a short scale whichmeasures an individual’s prevention and promotion focus in a health-specific context. The main objective of this study was to examine the psychometric properties of the newly translated German version of the HRFS. Reliability and item characteristics were found to be satisfactory. Validity of both subscales toward other psychological constructs including behavioral approach and avoidance, core self-evaluations, optimism, pessimism, neuroticism, as well as severalmeasures of physical andmental health was shown. In addition, invariance of the measure across age and gender groups was shown. Exploratory as well as confirmatory factor analyses clearly indicated a two-factorial structure with a moderate correlation between the two latent constructs. Differences in health promotion and prevention focus between socio-demographic groups are discussed. The HRFS is found to be a valid and reliable instrument for the assessment of regulatory focus in health-related environments.

No description available.