The interaction of payoff structure and regulatory focus in classification.

This report brings together research on motivation and learning by exploring how fit of regulatory focus affects people's ability to acquire new categories. Perceptual categories were learned by people with a promotion focus (a situationally determined sensitivity to gains) or a prevention focus (a sensitivity to losses). Classification performance was closest to optimal (as determined by models fit to individual subjects' data) when the regulatory focus matched the structure of the payoffs for the categories. Promotion-focus subjects performed best when the payoffs consisted of all gains. Prevention-focus subjects performed best when the payoffs consisted of all losses.