THE EFFECTS OF REGULATORY FOCUS & GUIDELINE ON TIPPING BEHAVIOR
This research explores the influence of regulatory focus (RF) orientations (promotion or prevention) on tipping behavior and negative WOM intention (NWI) in service failures. Three studies measuring chronic (Study 1) or manipulating (Studies 2 & 3) RF orientations present different effects on tip size and NWI. Study 1 shows that there is a negative correlation between prevention attitudes and tip sizes but this effect was not significant for promotion orientations. Furthermore, both orientations correlated positively with NWI. Study 2’s shows an effect mimicking Study 1’s results, although the results did not reach significance at p = .05. Study 3 included tipping guideline as a moderator. Results concluded with the same directional patterns observed in previous studies, although the presence of a gratuity guideline did not affect the relationship between RF orientations and tip size. The unexpected results and potential implications for practitioners and researchers are discussed.