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Power and Regulatory Focus: An Integrated Framework

Fetterman, Joshua Davis (2013) Power and Regulatory Focus: An Integrated Framework. Doctoral Dissertation, University of Pittsburgh. (Unpublished)

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Research indicates that power elicits promotion focus, a motivational tendency towards attaining desired end states, but not prevention focus, a motivational tendency towards avoiding undesired end states (Higgins, 1997; Willis, 2009). Little research has examined the mechanisms behind this relationship. Power also elicits success expectancies (Anderson & Galinsky, 2006) and success expectancies can intensify a promotion focus (van-Dijk & Kluger, 2004). This suggests a mediational role for success expectations in the relationship between power and promotion focus. Five studies tested this prediction. The first study measured power and motivational tendencies. The three following studies manipulated power and then measured success expectancies and motivational tendencies. The final study measured power, success expectancies, and motivational tendencies. Evidence for the relationship between power and promotion focus, and for the mediating role of success expectancies, was obtained only when power was measured. The results indicate that relative levels of prevention and promotion may be more important in the relationship between power and motivation than their absolute levels, and that promotion and prevention focus may have distinct aspects (i.e., they may not be unitary phenomena) that are affected differently by feelings of power. Results also suggest an explanation for the greater goal focus of powerful individuals.


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Item Type: University of Pittsburgh ETD
Status: Unpublished
CreatorsEmailPitt UsernameORCID
Fetterman, Joshua Davisjdf22@pitt.eduJDF22
ETD Committee:
TitleMemberEmail AddressPitt UsernameORCID
Committee ChairMoreland, Richard L.cslewis@pitt.eduCSLEWIS
Committee MemberLevine, John M.jml@pitt.eduJML
Committee MemberVotruba-Drzal, Elizabethevotruba@pitt.eduEVOTRUBA
Committee MemberWoolley, Anita
Date: 25 January 2013
Date Type: Publication
Defense Date: 17 August 2012
Approval Date: 25 January 2013
Submission Date: 11 November 2012
Access Restriction: No restriction; Release the ETD for access worldwide immediately.
Number of Pages: 121
Institution: University of Pittsburgh
Schools and Programs: Dietrich School of Arts and Sciences > Psychology
Degree: PhD - Doctor of Philosophy
Thesis Type: Doctoral Dissertation
Refereed: Yes
Uncontrolled Keywords: Power, Regulatory Focus, Confidence
Date Deposited: 25 Jan 2013 18:59
Last Modified: 15 Nov 2016 14:06


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