The Effect of regulatory fit on performance: A lab experiment

Abstract

This study examines the effect of a fit between regulatory focus and goal orientation on performance in a cognitive task. According to regulatory fit theory, a fit between regulatory focus and goal orientation can have positive effects on performance. However, previous studies in this area have produced conflicting results regarding the effect of regulatory fit on performance. This study is quantitative and uses a lab experiment to address these conflicting results. In total, 53 individuals participated in a 2x2 factorial design with two variables: regulatory focus (2 levels: promotion, prevention) and goal orientation (two levels: eagerness, vigilant). Research hypotheses were tested using a two-way analysis of variance. Results showed that regulatory fit harms performance. This result is consistent with previous studies which examined the effect of regulatory fit on performance in cognitive tasks such as brain storming task and reducing decision making biases such as escalation of commitment and sunk cost fallacy.

Keywords

• regulatory focus
• promotion focus
• prevention focus
• regulatory fit
• performance