Effects of Regulatory Focus and Regulatory Fit on Reactions to Explanations
| Project/Area Number |
18K03023
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| Research Category |
Grant-in-Aid for Scientific Research (C)
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| Allocation Type | Multi-year Fund |
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| Section | 一般 |
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| Review Section |
Basic Section 10010:Social psychology-related
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| Research Institution | Tenri University |
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Principal Investigator |
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| Project Period (FY) |
2018-04-01 – 2023-03-31
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| Project Status |
Completed (Fiscal Year 2022)
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| Budget Amount *help |
¥3,380,000 (Direct Cost: ¥2,600,000、Indirect Cost: ¥780,000)
Fiscal Year 2021: ¥130,000 (Direct Cost: ¥100,000、Indirect Cost: ¥30,000)
Fiscal Year 2020: ¥1,170,000 (Direct Cost: ¥900,000、Indirect Cost: ¥270,000)
Fiscal Year 2019: ¥390,000 (Direct Cost: ¥300,000、Indirect Cost: ¥90,000)
Fiscal Year 2018: ¥1,690,000 (Direct Cost: ¥1,300,000、Indirect Cost: ¥390,000)
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| Keywords | 制御適合理論 / 説明 / フレーミング / 関与度 / 適合効果 / 日米比較 / 制御適合 / 説明効果 / 反事実思考 / 制御焦点 / プライミング |
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| Outline of Final Research Achievements |
When communicating inconvenient news to listeners, explanations (accounts) are more likely to be accepted when the listeners' regulatory focus and their preferred message frames match (promotion focus + gain frames or prevention focus + loss frames) than otherwise. This hypothesis was tested by a scenario experiment targeting working people in Japan and the United States. The results indicate when the negative impact of the inconvenient news on the other party is small, a clearer matching effect was observed than when the negative impact was large. It was also suggested that the matching effect produced by prevention focus + loss frames was more effective than promotion focus + gain frames for Japanese, and the opposite pattern was more effective for Americans.
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| Academic Significance and Societal Importance of the Research Achievements |
本研究の結果は、説得の領域で効果が認められている制御適合理論がネガティブな知らせを伝える場合にも有効であり、制御適合理論が説得のみならず説明というより広い分野に適用可能であることを示している。また、制御適合には文化的に選好される組み合わせを使うほうがより効果的である可能性を示したことから、例えば、組織のリーダーや管理者が部下や従業員に悪い知らせを伝えなければならない場合、対象者にふさわしいフレームを使った説明をしたほうが、聞き手に与える否定的なインパクトを緩和することができる可能性がある。
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Report
(6 results)
Research Products
(6 results)
