How Self-Regulation Creates Distinct Values: The Case of Promotion and Prevention Decision Making

By E. Tory Higgins. 2002

585 citations recorded by the source corpus.

Subfields: Applied Psychology, Cognitive Neuroscience, General Decision Sciences

View Paper: https://www.semanticscholar.org/paper/66bf282a281d2b87ca5c02cba4e4159eb54e4ea2

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Citations in the corpus

Goal Fulfillment and Goal Targets in Sequential Choice (2005, unknown): “More recently, Higgins and his colleagues have proposed the notion of regulatory focus that might shed light on shifts in preferences following positive or negative outcomes (Higgins 1998, 2002).”
The Role of Anticipated Emotions in the Endowment Effect (2005, result): “Some support for our hypothesis was obtained by Liberman and her colleagues (Liberman, Idson, Camacho, & Higgins, 1999; see also Higgins, 2002), who manipulated regulatory focus and measured willingness to trade.”
Walking with the scarecrow: The information-processing approach to decision research. (2008, background): “Voluntary attention describes devoting attention to information that individuals perceive is relevant to current goals, e.g., prevention of harm (Higgins, 2002).”
Self‐regulation and decision heuristics in entrepreneurial opportunity evaluation and exploitation (2007, background): “Various studies show the significance of regulatory focus for decision-making (Higgins, 2002; Liberman et al., 2005; Zhou and Pham, 2004).”
The Role of Regulatory Focus in the Experience and Self-Control of Desire for Temptations (2006, background): “This difference is evident in greater persistence in goal pursuit by promotion focused individuals (Roney, Higgins, & Shah, 1995), greater ability to bounce back and perform after a failure experience rather than quitting (Crowe & Higgins, 1997), greater capacity to change plans and use alternative ”
How Regulatory Fit Affects Value in Consumer Choices and Opinions (2006, unknown): “Aaker and Lee (2001) find that people are more persuaded by prevention-framed messages or promotion-framed messages, depending on which features are more relevant to their momentary prevention or promotion orientation (see also Safer 1998, as described in Higgins 2002).”
Leadership style and regulatory mode: Value from fit? (2006, background): “Based on regulatory Wt theory ( Higgins, 2000, 2002 ), we hypothesize that transformational leadership will be more eVective in increasing motivation and eliciting positive evaluations from people with more of a locomotion mode (those who focus on movement from one state to another) rather than peop”
The value of distrust (2008, background): “In particular, it has been shown that the prevalence of a negativity bias is influenced by the nature of the judgment (Skowronski & Carlston, 1989), the motivational state of the individual (Higgins, 2002), and the object being evaluated (Ganzach & Czaczkes, 1995; Moon & Conlon, 2002).”
Shopping Orientation and Mindsets: How Motivation Influences Consumer Information Processing During Shopping (2013, background): “Finally, demonstrating such a mindset fit contributes to the literature on regulatory fit: Higgins et al. (2003) speculated about fit effects between motivational orientations and mindsets, but this type of fit effect has never been tested.”
An Assessment of Chronic Regulatory Focus Measures (2010, background): “Furthermore, Higgins (2002) posits that promotion and prevention concerns are not the endpoints of a unidimensional, bipolar construct; rather, the promotion or prevention system may be chronically more accessible than the other system for a person, but both systems also coexist independently.”
To Be or Not Be? The Influence of Dissociative Reference Groups on Consumer Preferences (2006, background): “…groups may be more effective than other types of reference groups in influencing prevention-focused behaviors (i.e., those that focus on the avoidance of negative outcomes; Higgins, 2002), because dissociative reference groups involve a desire to avoid being associated with an undesired group.”