In this study, we explore the effectiveness of persuasive messages endorsing the adoption of a privacy protection technology (IoT Inspector) tailored to individuals' regulatory focus (promotion or prevention). We explore if and how regulatory fit (i.e., tuning the goal-pursuit mechanism to individuals' internal regulatory focus) can increase persuasion and adoption. We conducted a between-subject experiment (N = 236) presenting participants with the IoT Inspector in gain ("Privacy Enhancing Technology" -- PET) or loss ("Privacy Preserving Technology" -- PPT) framing. Results show that the effect of regulatory fit on adoption is mediated by trust and privacy calculus processes: prevention-focused users who read the PPT message trust the tool more. Furthermore, privacy calculus favors using the tool when promotion-focused individuals read the PET message. We discuss the contribution of understanding the cognitive mechanisms behind regulatory fit in privacy decision-making to support privacy protection.

翻译：本研究探讨了针对个体调节焦点（促进型或预防型）定制的说服性信息对隐私保护技术（IoT Inspector）采用效果的影响。我们考察了调节匹配（即调整目标追求机制以适配个体内在调节焦点）能否增强说服力与采用率。我们开展了一项受试者间实验（N=236），向参与者分别呈现以增益框架（"隐私增强技术"——PET）或损失框架（"隐私保护技术"——PPT）描述的IoT Inspector。结果表明，调节匹配对技术采用的影响由信任与隐私计算过程中介：阅读PPT信息的预防型用户对工具信任度更高；而阅读PET信息的促进型用户在隐私计算中更倾向于使用该工具。我们讨论了理解隐私决策中调节匹配认知机制对支持隐私保护的贡献。