• 한국의류학회지
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• 제42권1호
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• pp.1-13
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• 2018

The influence of the emotion of envy as a variable in the brand attitude has increased. This study validates the influence of envy types, brand awareness, and regulatory focus chronic of consumers on favorability of luxury fashion brand. This study was designed with the mixed factorial design of 2 (envy types: benign vs malicious) ${\times}$ 2 (brand awareness types: high vs low) ${\times}$ 2 (regulatory focus chronic types: promotion focus vs prevention focus). The data for this research was collected from a questionnaire distributed to 302 subjects aged between 20 and 39 in the Seoul and Gyeonggi areas; consequently, a total of 275 data were analyzed. Data were analyzed with SPSS 23 program and three-way ANOVA, Simple interaction effects and simple main effects analysis were conducted. The results of this research were as follows. First, envy type and brand awareness showed significant interaction for the favorability of a luxury fashion brand. Second, envy type, brand awareness, and consumers' regulatory focus chronic showed significant interaction on the favorability of luxury fashion brand. Based on the findings, the characteristics of consumers' regulatory focus in brand attitude must be taken into consideration by luxury fashion brand marketers. The use of SNS strategies to induce emotions of benign envy through the comparisons to close acquaintances is recommended in order to raise brand preferability.

• 한국항공운항학회지
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• 제17권3호
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• pp.61-69
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• 2009

This research examined the influence of status and regulatory focus on go-around decision making. The result showed that there was no difference between captains and first offers on the go-around decision making about various landing situations. But there was significant relationships between regulatory focus and go-around decision making. Prevention focus was positively related with uncertain situation, and runway situation. Promotion focus has positive relationship with deficiency situation but has negartive relationship with runway situation.

• 한국경영과학회지
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• 제39권1호
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• pp.69-81
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• 2014

Financial products entail either gains or losses, and customers' psychological reaction to these gains and losses affect the selection of the financial products. This study explains the financial customers' behavior by introducing consumers' psychological variables such as regulatory focus and construal levels. According to the regulatory focus theory, there are two distinct motivational orientations called promotion focus and prevention focus. And, construal level theory proposes that people use more abstract and higher levels of construal to represent objects that are more distant on psychological distance. We have incorporated these two psychological variables into financial consumer behaviors. In the experiment 1, the results have showed that promotion focused customers prefer fund products to deposit products, whereas prevention focused customers have showed the opposite result. In the experiment 2, both regulatory focus and construal level were considered. Specifically, under the high level message, promotion focused customers have showed higher preference to fund products than the prevention focused customers, and no significant difference for the deposit products. On the contrary, given the low level message, prevention focused customers have showed higher preference to both fund and deposit products than the promotion focused customers. Therefore, it comes to the conclusion that it will be efficient for the financial companies to use high level messages for the promotion focused customers and low level messages for the prevention focused customers. Implications and limitations are discussed to establish more effective marketing strategies based on the results of this study.

• The Journal of Asian Finance, Economics and Business
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• 제9권1호
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• pp.387-397
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• 2022

The purpose of this study is to examine the effects of emotional arousals of guilt versus shame on health message compliance. The study also investigates the moderation impact of two individual factors that have not been studied much in health communications, including regulatory focus and self-construal. This study employs a 2 (guilt versus shame appeals/arousals) between-subjects experiment and a survey to test the conceptual model. The context of the study is binge drinking, and the survey respondents (n = 330) are male university students in Ho Chi Minh City, Vietnam. The results confirm the positive effects of guilt and shame arousals on health message compliance. In addition, the results show moderating effects of the two individual characteristics of regulatory focus and self-construal on the relationships between guilt/shame arousals and health message compliance. The findings of this study have not only theoretical implications but also practical implications in the field of health communications. The insights could help health marketers, policymakers, and health promotion agencies to effectively develop health communications campaigns with more appealing message content (guilt versus shame) and relevant media selection (regulatory focus and self-construal).

• 한국산업정보학회논문지
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• 제25권6호
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• pp.85-94
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• 2020

급변하는 마케팅 환경에서 조직학습의 중요성이 증대되고 있다. 다양한 관리자들의 특성 중 조절초점이론과 기업의 상층부 이론을 결합하여 조절초점이 조직의 학습활동에의 세 가지 영역(학습활동의 넓이, 깊이, 속도)에 미치는 영향을 연구하였다. 수도권의 중소중견 기업의 중간관리자 이상의 간부들을 중심으로 설문을 진행하였다. 관리자의 촉진초점은 학습의 넓이와 깊이 그리고 속도에 모두 정의 영향을 미치는 것을 확인하였고, 특히, 학습의 넓이 예방초점보다 유의미하게 높은 수준의 영향을 미치는 것을 확인하였다.

• Asia Marketing Journal
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• 제15권4호
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• pp.51-60
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• 2014

Previous research on loyalty program has verified the factors that influence redemption behavior and the understanding of the mechanism of redemption behavior with academic and practical implications. However, these research has not proven boundary conditions in which the phenomena can be strengthened or weakened- that is, the moderating effect remains unclear. The inclusion of moderating variables can provide a more extensive understanding of the mechanism of this behavior from academic and managerial perspectives alike. Therefore, this current research proposes regulatory focus as a moderating variable, which has received scarce attention in the study of loyalty program behavior, especially individual characteristic variables that, in turn, affect the consumers' purchasing behavior in various ways. Previous research on consumer decision making investigates the differential role of regulatory focus as a series of stages. Regulatory focus theory posits that people depend on the two types of regulatory focus when pursuing goals: promotion focus vs. prevention focus. The former induces tendencies to recognize a goal as a hope and ideal, as something that satisfies the need for accomplishment, and to be sensitive to the presence of a positive outcome of the match and to match the pursuit of goals. On the other hand, the latter tends to regard a goal as the responsibility or obligation to achieve the goal, has a tendency to avoid failure to meet a target, and is sensitive to the presence of the negative consequences that do not reach the target. The following propositions are suggested: 1) The effect of higher accumulation effort level on delaying point redemption speed will be relatively more pronounced for customers with prevention focus. 2) The effect of higher accumulation effort level on large redemption unit size will be relatively more pronounced for customers with prevention focus. 3) The effect of higher accumulation effort level on hedonic redemption ratio will be relatively more pronounced for customers with promotion focus. Therefore, this research provides a moderating variable that has the potential to be used as a reference for market segmentation and affects the relationship between point accumulation effort and three sides of point redemption behavior. On this basis, the direction for the future research on this issue is recommended. Future research could verify these propositions conducting a survey of customers' propensity of regulatory focus in conjunction with the history of the loyalty program of data. This would provide a more realistic effect on the usage behavior of loyalty program consumers by providing useful implications for both marketing practitioners and researchers.

• Journal of the Korean Data Analysis Society
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• 제20권6호
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• pp.3169-3183
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• 2018

본 연구는 정서사건이론을 기반으로 조직 상황에서 직무사건이 직무열의에 영향을 미치는 과정에서 개인차 변수인 조절초점이 어떠한 영향을 미치는지 살펴보는 것을 목적으로 하였다. 이를 위해 금융권 종사자 232명을 대상으로 긍정사건, 긍정정서, 조절초점 및 직무열의에 대한 설문조사를 실시하였다. 연구 결과는 다음과 같다. 첫째, 주효과 검증에서 금융업 종사자들이 경험하는 긍정사건은 긍정정서를 높여 직무열의에 정적인 영향력을 미치는 것으로 나타났다. 둘째, 조절효과 검증에서 긍정정서가 직무열의에 미치는 영향은 조절초점의 수준에 따라 차별적인 영향력을 보였다. 즉, 향상초점 수준이 높을수록 긍정정서의 직무열의에 대한 효과는 강화되었고, 예방초점 수준이 높을수록 긍정정서의 직무열의에 대한 효과는 약화되는 것으로 확인되었다. 셋째, 조절된 매개 효과 검증에서는 향상초점이 아닌 예방초점에서만 조건적 간접효과가 발견되었다. 즉, 긍정사건이 긍정정서를 매개로 하여 직무열의에 미치는 간접효과의 크기는 예방초점이 높을 때 약화되는 것으로 나타났다. 마지막으로 이러한 결과를 바탕으로 연구의 의의와 제한점 및 추후 연구 이슈에 대해서 논의하였다.

• 산경연구논집
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• 제10권5호
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• pp.49-58
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• 2019

Purpose - Consumer behaviors or decision-making process has been changing recently as the consumer environment, including mobile everyday life, has changed. In view of this changing consumer smart environment, this study aims to investigate structural relation about the influence omni-channel propensity and regulatory focus on consideration set formation. Research design, data, and methodology - In order to proceed with this study, we review previous studies and setting hypotheses. The hypothesis was verified through a survey that was conducted for university students with experience in purchasing in less than three months. With reference to previous studies, operational definition was made for the questionnaire design. From 2018 Nov. to 2019 Feb. Survey was conducted on the panel consumers who purchase item within that period. 315 collected survey data were used to verify hypotheses except the data that had incorrect values. This data were used for SPSS/AMOS for confirm hypothesis which developed by researcher. Results - The results of this study are as follows. First, Consumers were considering a more heterogeneous alternatives if they were more omni-channel propensity in the process of forming consideration set. Second, Consumers were more conscious of the price if they were more omni-channel propensity Third, Consumers were considering a more newness alternatives if they were more omni-channel propensity in the process of forming consideration set. Meanwhile, The results of the study on regulatory focus and consideration set relationships are as follows. Consumers were considering a more heterogeneous alternatives if they were more promotion focus tendency in the process of forming consideration set. Second, Prevention focus tendency were more conscious of the price in the process of considering alternatives. Third, Consumers were considering a more newness alternatives if they were more promotion focus tendency. Conclusions - Depending on the changing consumer environment, the omni-channel propensity was shown to influence the formation of the consideration set. Also, Regulatory focus of consumers significantly influence to formation of consideration set. this study also contributes to the development of the theory as well as the practical approach with understanding consumer decision process on smart(mobile) environment.

• 한국콘텐츠학회논문지
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• 제17권6호
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• pp.613-621
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• 2017

최근 디지털의 편의성과 아날로그 감성을 결합한 디지로그 제품이 점차 증가하고 있다. 그러나 디지로그 제품에 대한 연구는 미비한 실정이다. 이에 본 논문에서는 이미지 배치, 조절초점, 메시지 일치성이 디지로그 제품에 미치는 영향에 대해 살펴보았다. 결과를 요약하면 다음과 같다. 첫째, 광고태도에 있어 조절초점과 메시지지향성이 일치할 때 더 긍정적인 평가가 나왔다. 특히 디지로그 제품의 이미지를 왼쪽이 아닌 오른쪽에 배치할 때 그 효과가 더 크게 나타났다. 둘째, 제품평가에 있어 디지로그 제품이 가지고 있는 두가지 특징 즉 세련됨과 정겨움을 어떻게 평가할지에 대해 살펴보았다. 연구결과 세련됨에 대한 평가는 집단별로 차이가 나타나지 않았지만 정겨움이라는 측면에서는 과거와 관련된 왼쪽 이미지 배치시 조절초점과 메시지방향성과의 일치성 효과가 더 크게 나타났다. 마지막으로 구매의도의 경우 조절초점과 메시지지향성과의 일치효과는 오른쪽에 그림을 배치할 경우 더 강하게 나타났다.

• 지식경영연구
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• 제21권2호
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• pp.101-118
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• 2020

The usage of emoticons used in the online environment continues to increase, and also the market for emoticons is growing rapidly. Emoticons go beyond simply conveying the meaning of a message and play various roles such as smooth communication, pursuit of fun, and intimacy. In this study, we first identify the factors that motivate users to use emoticons in an online messenger service, and then determine whether the derived factors have a significant effect on emoticon usage. Furthermore, based on Regulatory Focus Theory, we will distinguish between the group of promotion focus and the group of prevention focus to see how the influence of motives on emoticon usage differs.