Coaching as a growth- or security-oriented process-How regulatory fit increases coaching success

Area of Science:

• Psychology
• Organizational Behavior
• Behavioral Science

Background:

• Regulatory Focus Theory distinguishes between promotion (growth) and prevention (security) orientations.
• Coaching, typically growth-oriented, is presumed more effective for promotion-focused individuals.
• Regulatory Fit Theory posits that aligning an individual's focus with situational demands enhances outcomes.

Purpose of the Study:

• To investigate how regulatory fit influences coaching effectiveness for both promotion- and prevention-focused clients.
• To determine if tailoring coaching interventions to a client's regulatory focus can improve coaching success.
• To explore interpersonal fit between coach and client regulatory focus.

Main Methods:

• Multiple studies employed real coaching process analysis, vignette studies, and experimental manipulations of coaching interventions.
• Regulatory focus of clients and coaching interventions were assessed and manipulated.
• Interpersonal fit between coach and client regulatory focus was examined.

Main Results:

• Higher promotion focus correlated with greater coaching success (satisfaction, approach motivation).
• Experiencing a regulatory fit (client focus matching intervention focus) led to better coaching evaluations and success.
• Interpersonal fit between coach and client regulatory focus also positively impacted satisfaction, trust, goal attainment, and progress.

Conclusions:

• Coaching interventions can be adapted to benefit prevention-focused clients, not just promotion-focused ones, by leveraging regulatory fit.
• Regulatory fit effects, though small to medium, are demonstrable in coaching contexts.
• Tailoring coaching to individual regulatory focus is a viable strategy to increase coaching effectiveness and client outcomes.