Promotion and Prevention: Regulatory Focus As A Motivational Principle

The hedonic principle that people approach pleasure and avoid pain has been the basic motivational principle throughout the history of psychology. This principle underlies motivational models across all levels of analysis in psychology from the biological to social. However, it is noted that the hedonic principle is very basic and is limited as an explanatory variable. Almost any area of motivation can be discussed in terms of the hedonic principle. This chapter describes two different ways in which the hedonic principle operates—namely, one with a promotion focus and other with a prevention focus. These different ways of regulating pleasure and pain, called “regulatory focus,” have a major impact on people's feelings, thoughts, and actions that is independent of the hedonic principle per se. The chapter also presents some background information about another regulatory variable, called the “regulatory reference.” A self-regulatory system with a positive reference value essentially has a desired end state as the reference point.