Regulatory focus and reliance on implicit preferences in consumption contexts

The present research tested the assumption that implicit preferences fit the eagerness of a promotion focus, but not the need for safe judgments and decisions of a prevention focus. In three studies, we assessed individual differences in implicit preferences for consumer goods and investigated their influence on self-regulatory behavior. In line with expectations, implicit preferences predicted choice intentions (Study I), single and repeated choices between consumer goods (Study 2), and the amount of product consumption (Study 3) better for individuals in a promotion focus than in a prevention focus. The results were found with two different measures of implicit preferences. (C) 2010 Society for Consumer Psychology. Published by Elsevier Inc. All rights reserved.