조절초점과 기대수익-위험 정보 구성이 금융투자상품의 선택에 미치는 영향 = The Influence of Regulatory Focus and the Configuration of Return-Risk Information on Consumer Choice of Financial Investment Products

다국어 초록 (Multilingual Abstract)

Consumer judgment and decision making in the financial markets are important but underresearched topics in marketing. When evaluating or choosing financial products, expected rate of return and risk are important judgment and choice criteria in financial consumers` decision making. In finance (investment) literatures, it is generally assumed that there is a trade-off relationship between the expected rate of return and risk. In addition, risk and preference are also assumed to have a negative relationship. In the world of mean-variance criterion, it is generally suggested that consumers choose the financial product with a lower level of risk if the alternatives have the same expected rate of return. Traditionally, the word ``risk`` has negative connotations such as peril, hazard or injury. Therefore, some researchers have proposed that, because of the negative implications of the word, the risk of financial products is considered as a below target return or the chances of achieving a return below the mean, even though the risk of financial products is generally measured as a deviation from the mean and reflects the chances of a return both above and below the mean. According to previous studies on perception of financial risk, however, risk not only has a negative downside potential, but also a positive upside potential. Considering that risk perception of a financial investment has both negative and positive features and that the objectives of financial investments are maximization of profits and minimization of losses, whether financial consumers have a promotion-focused orientation (vs. a prevention-focused orientation) is likely to have an influence on their perception and evaluation of return-risk information and distinctively impact their choices of financial investment products. Promotionfocused consumers orient themselves toward ideal goals, focus on the presence of positive outcomes, aim at their maximal goal, and think probabilities disjunctive. Prevention-focused consumers orient themselves toward ought goals, focus on the absence of negative outcomes, aim at their minimal goal, and think probabilities conjunctive. Therefore, promotion-focused consumers focus on the positive features of risk, i.e., upside potential, but prevention-focused consumers focus on the negative features of risk, i.e., downside potential. This study investigates how regulatory focus influences consumer choice of financial investment products. Building on regulatory focus theory and decision making under risk, this study examines how consumers evaluate investment products when exposed to the information regarding the products` expected rate of returns and risk. In our experiments, we manipulated regulatory focus with situational priming and participants were exposed to different sets of risk-return information. We treated risk as a dispersion of expected return and presented risk as a range, i.e., upper limit and lower limit. The major findings are as follows: First, in contrast to the principle proposed by the mean-variance criterion, although more than half of the participants chose financial investment products compatible with normative investment theory, a substantial number of participants (approximately 40%) in our experiment chose a riskier alternative when presented with equivalent-expected-return alternatives, while very few participants (approximately 6%) chose a lower expected return alternative when presented with equivalent risk alternatives. In addition, the riskier alternative was more frequently chosen by the promotion-focused participants than the prevention-focused participants. Second, compared with the condition of ``unequivalent expected returns and equivalent risk``, i) a substantial number of participants chose the riskier alternative in the ``equivalent-expectedreturn alternatives`` condition when both expected return and risk were presented in the gain domain, and ii) substantial-but-lesser number of participants chose the riskier alternative in the ``equivalent- expected-return alternatives`` condition when the return and risk were presented in the gain domain but the lower limit of the riskier alternative fell in the loss domain, i.e., gain-loss mixed configuration of risk. And in these cases, the riskier alternative was also more frequently chosen by the promotion-focused participants than the prevention-focused participants. Third, in the ``equivalent expected return and unequivalent risk alternatives`` condition, participants were less likely to choose the riskier alternative when the return and risk of the less risky alternative were presented in the gain domain but the lower limit of the riskier alternative fell in the loss domain than when both the return and risk information fell in the gain domain. We explore theoretical implications of our findings in the framework of prospect theory and theories of finance (investment). Theoretical contributions of the current study are as follows: First, increased risk-seeking behavior was observed when return-risk information was configured in the gain (or expected gain) domain but was reduced when the return-risk information was configured in the gain-loss domain. Regulatory focus also influenced this phenomenon. The risk-seeking behavior in our experimental participants was somewhat different from the results expected according to prospect theory. Second, even in the equivalent expected return condition, a substantial number of participants chose the riskier alternative contrary to the expectations based on normative investment theory (mean-variance criterion). Regulatory focus also influenced this phenomenon. Third, we demonstrate that regulatory focus is an important precedent in determining the evaluation and choice of financial products, which in our experiment depended on return-risk information configuration. We also describe the practical implications of the study with regard to market segmentation, financial policy, and financial education. As further research, we suggest an international comparisons of financial consumers` risk-return perception, evaluation and choice based on risk-return information.

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