Testing Regulatory Fit in the Context of Performance Feedback

Abstract

This study extended previous research by applying Higgins (2007) theory of Regulatory Fit to the context of performance feedback. Participants worked on an in-basket task in two 30 minute segments. Following the first 30 minutes segment, they were given recommendations for improving their performance framed in a manner that either did or did not fit their motivational orientation. Hypotheses predicted that compared to instances of non-fit, conditions of regulatory fit between recommendation frame (Eager vs. Vigilant) and motivational orientation (Promotion vs. Prevention) would have a significantly greater, positive impact on the following three outcomes: 1) Variety and Frequency of Feedback Use, 2) Feedback Recall, and 3) Attitudes Following Feedback. Overall results supported this assertion. Participants in condition of regulatory fit engaged in a significantly greater variety of behaviors and did so more frequently than those assigned to non-fit conditions. And while the effect of regulatory fit on feedback recall was not significant, it did approach significance (p = .07) and produced a pattern of results consistent with the predictions of regulatory fit. Counter to previous research, regulatory fit did not have significant impact on Attitudes Following Feedback in the current study. Implications and suggestions for future research are discussed.