“I” Seek Pleasures and “We” Avoid Pains: The Role of Self-Regulatory Goals in Information Processing and Persuasion

By Jennifer L. Aaker, Angela Y. Lee. 2001

1,280 citations recorded by the source corpus.

Subfields: Applied Psychology, Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/390a2b63548d53ddcf3e7d93d6b56e7c2b6537af

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Applied Psychology

1. Richard E. Petty
2. P. Briñol
3. Angela Y. Lee
4. D. Oyserman
5. Aparna A. Labroo
6. Jennifer L. Aaker
7. Sharon Ng
8. R. Wyer

In Social Psychology

1. K. White
2. D. Oyserman
3. E. Hardin
4. Aradhna Krishna
5. B. Loken
6. R. Wyer
7. Richard E. Petty
8. Jennifer J. Argo

In Sociology and Political Science

1. K. White
2. D. Oyserman
3. Richard E. Petty
4. P. Briñol
5. R. Wyer
6. Angela Y. Lee
7. Jennifer J. Argo
8. B. Loken

Citations in the corpus

• The What, How, Why, and Where of Self-Construal (2011, background): “Results showed that participants with high InterSC evaluated loss-framed information as more important than the gain-framed information, and participants with high IndSC evaluated gain-framed information as more important than the loss-framed information (also see Aaker & Lee, 2001).”
• Religiosity and consumer behavior: a summarizing review (2019, background): “(Aaker and Lee 2001; Ellison, Burr, and McCall 1997; Gelfand et al. 2011; Lee, Aaker, and Gardner 2000; Mandel 2003; Markus and Kitayama 1991; Mitchell 1999; Mooij and De Hofstede 2010; Oyserman, Coon, and Kemmelmeier 2002; Triandis 2004; Vandello and Cohen 1999) Religious group identity: “that…”
• Deviance Regulation: A Theory of Action and Identity (2003, background): “…socialized in the East appear more responsive than those socialized in the West to negatively framed persuasive communications, whereas those socialized in the West appear more responsive than those socialized in the East to positively framed communications (Aaker & Lee, 2001; Lee et al., 2000).”
• Functional food. Product development, marketing and consumer acceptance--a review. (2008, neutral): “This means that consumers prefer ‘‘improving’’ functional foods to others which decreasing the risk of diseases (Aaker & Lee, 2001; Menrad, 2003).”
• Cultural Differences in Consumer Impatience (2005, background): “Specifically, when the goal is congruent with the dominant self-view, people should perceive a message to be more persuasive (Aaker and Lee 2001) and therefore should become more eager to engage in immediate consumption (i.e., they will be more impatient).”
• A Review and Conceptual Framework for Understanding Personalized Matching Effects in Persuasion (2020, background): “For example, promotion (vs. prevention)-focused messages for independent (vs. interdependent) self-construal (Aaker & Lee, 2001; Lee et al., 2000; Sherman et al., 2011), individual (vs. collective)-focused appeals for independent (vs. interdependent) selfconstrual (Han & Shavitt, 1994; Zhang &…”
• A Generalizable Scale of Propensity to Plan: The Long and the Short of Planning for Time and for Money (2010, background): “Others compared an individual’s propensity for selfthoughts and other-related thoughts (Aaker and Lee 2001); actual, ideal, and ought self-concepts (Strauman and Higgins 1987); intensity of positive and negative emotion (Larsen and Diener 1987; Levav and McGraw 2009); and objective and subjective…”