Managing Others Like You Were Managed : Prevention Focus Motivates Copying Interpersonal Norms
In 5 studies, we investigated the relation between regulatory focus and the tendency to copy a role model's managing behavior after one experiences this behavior as its recipient and later takes on the same managing role. Because enacting role-related behaviors fulfills interpersonal norms that fit prevention concerns, we predicted a stronger tendency to copy among individuals with a stronger prevention focus on duties and obligations (“oughts”) but not among those with a stronger promotion focus on aspirations and advancements (ideals). We also predicted that individuals with a stronger prevention focus would tend to copy a managing behavior regardless of their earlier hedonic experience with this behavior as its recipient. These predictions were first supported in 2 experimental studies, where a stronger prevention focus was measured as a chronic disposition (Study 1) and experimentally induced as a temporary state (Study 2). Further, we tested the mechanism underlying the relation between stronger prevention and stronger copying and found that concerns about the normativeness, but not the effectiveness, of a managing behavior motivated copying for individuals with a strong prevention focus (Studies 3 and 4). We generalized these experimental results to the field by surveying a sample of superior-subordinate dyads in real world organizations (Study 5). Across all studies, we found that individuals with a stronger prevention focus tend to copy more a role model's managing behavior - independent of their hedonic satisfaction with the behavior as its recipient and their perception of its effectiveness
Year of publication: |
2011
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Authors: | Zhang, Shu |
Other Persons: | Higgins, E. Tory (contributor) ; Chen, Guoquan (contributor) |
Publisher: |
[2011]: [S.l.] : SSRN |
Description of contents: | Abstract [papers.ssrn.com] |
Saved in:
Extent: | 1 Online-Ressource |
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Type of publication: | Book / Working Paper |
Language: | English |
Notes: | In: Journal of Personality and Social Psychology, Zhang, S., Higgins, E. T., & Chen, G., eds., Vol. 100, pp. 647-663, 2011 Nach Informationen von SSRN wurde die ursprüngliche Fassung des Dokuments November 4, 2011 erstellt Volltext nicht verfügbar |
Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10013118802
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