IDEAS home Printed from https://ideas.repec.org/a/gam/jsusta/v16y2024i15p6388-d1443078.html
   My bibliography  Save this article

Regulatory Fit to Enhance User Engagement with an App Promoting Healthy and Sustainable Eating. An Experimental Study to Match Regulatory Concern and Anticipated Emotions

Author

Listed:
  • Valentina Carfora

    (Department of International Humanistic and Social Sciences, Università degli Studi Internazionali di Roma, 00147 Roma, Italy)

  • Simone Festa

    (Department of International Humanistic and Social Sciences, Università degli Studi Internazionali di Roma, 00147 Roma, Italy)

  • Sara Pompili

    (Department of International Humanistic and Social Sciences, Università degli Studi Internazionali di Roma, 00147 Roma, Italy)

  • Italo Azzena

    (Department of International Humanistic and Social Sciences, Università degli Studi Internazionali di Roma, 00147 Roma, Italy)

  • Margherita Guidetti

    (Department of Communication and Economics, Università di Modena e Reggio Emilia, 42121 Reggio Emilia, Italy)

  • Giulia Scaglioni

    (Department of Communication and Economics, Università di Modena e Reggio Emilia, 42121 Reggio Emilia, Italy)

  • Luciana Carraro

    (Department of Developmental and Social Psychology, Università di Padova, 35122 Padova, Italy)

  • Michela Lenzi

    (Department of Developmental and Social Psychology, Università di Padova, 35122 Padova, Italy)

  • Andrea Scatolon

    (Department of Developmental and Social Psychology, Università di Padova, 35122 Padova, Italy)

  • Nicoletta Cavazza

    (Department of Communication and Economics, Università di Modena e Reggio Emilia, 42121 Reggio Emilia, Italy)

  • Patrizia Catellani

    (Department of Psychology, Università Cattolica del Sacro Cuore di Milano, 20123 Milano, Italy)

Abstract

Mobile apps can effectively promote healthy and sustainable eating, but their success depends on initial user engagement. This study aimed to increase initial user engagement by tailoring app descriptions to users’ regulatory focus (prevention versus promotion). Four conditions were created by combining two types of messages: regulatory concern (safety versus growth) and anticipated emotion (positive versus negative). The safety message emphasized the protection of health and the environment, while the growth message emphasized the improvement of well-being and environmental conservation. The message with the positive anticipated emotion described satisfaction with using the app, while the message with the negative anticipated emotion described dissatisfaction with not using the app. Participants’ attitudes, desires, and intentions, as well as downloads of the app were measured to assess the effectiveness of the message. Promotion-focused individuals showed greater desire and were more likely to download the app when the message matched their focus (growth + positive anticipated emotions) than when it did not (safety + negative anticipated emotions). Conversely, prevention-focused individuals did not show increased engagement with regulatory congruent messages. These results suggest that tailoring app descriptions to users’ regulatory focus may increase initial engagement among promotion-focused individuals. Further research is needed to investigate methods to increase engagement among prevention-focused individuals.

Suggested Citation

  • Valentina Carfora & Simone Festa & Sara Pompili & Italo Azzena & Margherita Guidetti & Giulia Scaglioni & Luciana Carraro & Michela Lenzi & Andrea Scatolon & Nicoletta Cavazza & Patrizia Catellani, 2024. "Regulatory Fit to Enhance User Engagement with an App Promoting Healthy and Sustainable Eating. An Experimental Study to Match Regulatory Concern and Anticipated Emotions," Sustainability, MDPI, vol. 16(15), pages 1-20, July.
    • Handle: RePEc:gam:jsusta:v:16:y:2024:i:15:p:6388-:d:1443078
    as

    Download full text from publisher

    File URL: https://www.mdpi.com/2071-1050/16/15/6388/pdf
    Download Restriction: no
    File URL: https://www.mdpi.com/2071-1050/16/15/6388/
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Hsu, Chin-Lung & Lin, Judy Chuan-Chuan, 2016. "Effect of perceived value and social influences on mobile app stickiness and in-app purchase intention," Technological Forecasting and Social Change, Elsevier, vol. 108(C), pages 42-53.
    2. Jiewen Hong & Angela Y. Lee, 2008. "Be Fit and Be Strong: Mastering Self-Regulation through Regulatory Fit," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 34(5), pages 682-695, August.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Koo, Minkyung & Shavitt, Sharon & Lalwani, Ashok K. & Chinchanachokchai, Sydney, 2020. "Engaging in a culturally mismatched thinking style increases the preference for familiar consumer options for analytic but not holistic thinkers," International Journal of Research in Marketing, Elsevier, vol. 37(4), pages 837-852.
    2. David Silvera & FRANK R. KARDES & BRUCE E. PFEIFFER & ASHLEY R. ARSENA & R. JUSTIN GOSS, 2013. "Getting consumers to generate their own ad content: The impact of imagine instructions on persuasion," Working Papers 0202mkt, College of Business, University of Texas at San Antonio.
    3. Bhukya, Ramulu & Paul, Justin, 2023. "Social influence research in consumer behavior: What we learned and what we need to learn? – A hybrid systematic literature review," Journal of Business Research, Elsevier, vol. 162(C).
    4. Peng, Ann C. & Dunn, Jennifer & Conlon, Donald E., 2015. "When vigilance prevails: The effect of regulatory focus and accountability on integrative negotiation outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 126(C), pages 77-87.
    5. German Blanco & Rajeev K. Goel & Rati Ram, 2023. "What drives the production and diffusion of mobile apps? An international investigation," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 44(2), pages 828-838, March.
    6. Reema Nofal & Pelin Bayram & Okechukwu Lawrence Emeagwali & Lu’ay Al-Mu’ani, 2022. "The Effect of eWOM Source on Purchase Intention: The Moderation Role of Weak-Tie eWOM," Sustainability, MDPI, vol. 14(16), pages 1-20, August.
    7. Cheng, Yin-Hui & Yen, HsiuJu Rebecca & Chuang, Shih-Chieh & Chang, Chia-Jung, 2013. "Product option framing under the influence of a promotion versus prevention focus," Journal of Economic Psychology, Elsevier, vol. 39(C), pages 402-413.
    8. Huang, Duen-Huang & Chueh, Hao-En, 2022. "Behavioral intention to continuously use learning apps: A comparative study from Taiwan universities," Technological Forecasting and Social Change, Elsevier, vol. 177(C).
    9. Brusch, Ines & Rappel, Nina, 2020. "Exploring the acceptance of instant shopping – An empirical analysis of the determinants of user intention," Journal of Retailing and Consumer Services, Elsevier, vol. 54(C).
    10. Alnawas, Ibrahim & Al Khateeb, Amr & El Hedhli, Kamel, 2023. "The effects of app-related factors on app stickiness: The role of cognitive and emotional app relationship quality," Journal of Retailing and Consumer Services, Elsevier, vol. 75(C).
    11. Li, Andrew & Evans, Joel & Christian, Michael S. & Gilliland, Stephen W. & Kausel, Edgar E. & Stein, Jordan H., 2011. "The effects of managerial regulatory fit priming on reactions to explanations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 115(2), pages 268-282, July.
    12. Sharma, Purva & Srivastava, Ankur & Sharma, Veenu & Singh, Nidhi & Nijjer, Shivinder, 2024. "Understanding consumer repurchase intentions towards luxury retail brands: Evidence from an emerging market," Journal of Retailing and Consumer Services, Elsevier, vol. 76(C).
    13. Lu, Hsiao-Han & Chen, Ching-Fu & Tai, Yi-Wen, 2024. "Exploring the roles of vlogger characteristics and video attributes on followers’ value perceptions and behavioral intention," Journal of Retailing and Consumer Services, Elsevier, vol. 77(C).
    14. Dewitte, Siegfried, 2013. "From willpower breakdown to the breakdown of the willpower model – The symmetry of self-control and impulsive behavior," Journal of Economic Psychology, Elsevier, vol. 38(C), pages 16-25.
    15. Gabriel Giani Oentoro & Amelia Amelia & Ronald Ronald, 2022. "Analysis of The Effect of Convenience, Design, Trustworthiness, Price, & Various Food Choices on Customer Loyalty Through Perceived Value and Attitude Towards Food Delivery Apps On Grabfood Users In S," International Journal of Science and Business, IJSAB International, vol. 10(1), pages 58-73.
    16. Ewe, Soo Yeong & Lee, Christina Kwai Choi & Watabe, Motoki, 2020. "Prevention focus and prior investment failure in financial decision making," Journal of Behavioral and Experimental Finance, Elsevier, vol. 26(C).
    17. He, Jiaxun & Zhang, Shuang, 2022. "How digitalized interactive platforms create new value for customers by integrating B2B and B2C models? An empirical study in China," Journal of Business Research, Elsevier, vol. 142(C), pages 694-706.
    18. Miluska Murillo-Zegarra & Carla Ruiz-Mafe & Silvia Sanz-Blas, 2020. "The Effects of Mobile Advertising Alerts and Perceived Value on Continuance Intention for Branded Mobile Apps," Sustainability, MDPI, vol. 12(17), pages 1-20, August.
    19. Xian Gao & Choy-Leong Yee & Wei-Chong Choo, 2022. "How Attachment and Community Identification Affect User Stickiness in Social Commerce: A Consumer Engagement Experience Perspective," Sustainability, MDPI, vol. 14(20), pages 1-16, October.
    20. Shanmugavel, Nagarajan & Balakrishnan, Janarthanan, 2023. "Influence of pro-environmental behaviour towards behavioural intention of electric vehicles," Technological Forecasting and Social Change, Elsevier, vol. 187(C).

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:gam:jsusta:v:16:y:2024:i:15:p:6388-:d:1443078. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: MDPI Indexing Manager (email available below). General contact details of provider: https://www.mdpi.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.