Effect of leaders' regulatory-fit messages on followers' motivation

Yoichiro Hayashi, Hiroyuki Sasaki

研究成果: Article査読

抄録

The regulatory fit between regulatory focus and framing of leaders' messages to motivate their followers was examined in this study. Toward this end, an exploratory survey was conducted to develop messages germane to regulatory focus. These messages were employed in the following two experimental studies. Study 1 tested the regulatory-fit hypotheses from the perspective of leaders, who selected positively or negatively framed messages for promotion- and prevention-focused scenarios. The results revealed that leaders were more likely to choose positively framed messages when conveying promotion-focused messages and negatively framed messages when conveying prevention-focused messages. While leaders high in promotion focus and transformational leadership tended to choose positive framing, those high in prevention and authoritarian leadership were inclined to prefer negative framing. The effect of regulatory fit from followers' perspective was examined in Study 2 to determine whether regulatory-fit messages increased followers' motivation. The results revealed that participants in the regulatory-fit condition exhibited higher motivation only in the promotion and positive-framing condition. The implications of the findings for regulatory-fit theory and leadership research are discussed.

本文言語English
ページ(範囲)496-510
ページ数15
ジャーナルJournal of Applied Social Psychology
52
7
DOI
出版ステータスPublished - 2022 7月
外部発表はい

ASJC Scopus subject areas

  • 社会心理学

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