Abstract

Drawing from regulatory fit theory and the literature on persuasion, the current study is the first to explore whether the fit between explanation framing and applicants’ regulatory foci could enhance applicant reaction. We hypothesized that a positively framed explanation fits with applicants’ promotion foci and that a negatively framed explanation fits with applicants’ prevention foci. Three studies were conducted in which participants with different regulatory foci rated their perceived procedural fairness and organizational attractiveness after reading differently framed recruitment advertisements, rejection letters, and job offer letters. The results supported our hypothesis by showing significant interactions between explanation framing and participants’ regulatory foci on procedural fairness and organizational attractiveness perception in the contexts of recruitment advertising and rejection letters. In these contexts, compared with receiving a negatively framed explanation, promotion-focused recipients reported higher levels of perceived fairness and organizational attractiveness after receiving a positively framed explanation, and promotion-focused recipients’ fairness and attractiveness perceptions were higher than prevention-focused recipients’, after receiving a positively framed explanation. Moreover, perceived procedural fairness mediated the relationship between regulatory fit and perceived organizational attractiveness. However, regulatory fit effects were not found in the context of job offer letters.

摘要

基于监管适应理论和说服力文献，本研究是第一个探讨解释框架与申请人监管重点之间的契合度是否可以增强申请人反应的研究。我们假设正面说明与申请人的晋升重点相吻合，负面说明与申请人的预防重点相吻合。进行了三项研究，其中具有不同监管重点的参与者在阅读框架不同的招聘广告，拒绝信和工作邀请信后，对他们认为的程序公平性和组织吸引力进行了评估。结果显示，在招聘广告和拒绝书的背景下，解释框架与参与者对程序公平性和组织吸引力知觉的监管重点之间的显着相互作用，从而支持了我们的假设。在这种情况下，与接受否定框架的解释相比，以推广为重点的接受者在接受肯定的框架解释后报告了更高的感知公平性和组织吸引力，而以推广为重点的接受者的公平性和吸引力感知要高于预防为主的接受者。 ，在收到肯定的解释后。而且，感知的程序公平性介导了监管适应与感知的组织吸引力之间的关系。然而，