Promotion and Prevention Experiences: Relating Emotions to Nonemotional Motivational States

By E. Tory Higgins. 2001

172 citations recorded by the source corpus.

View Paper: https://www.semanticscholar.org/paper/fc872290ddf111b3f826941a7ff076bb2cca8e97

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Citations in the corpus

“Yes, but this Other One Looks Better/Works Better”: How do Consumers Respond to Trade-offs Between Sustainability and Other Valued Attributes? (2015, background): “’ As such, the choice of utilitarian attributes has been shown to be a consequence of prevention-oriented emotions, such as confidence (Chitturi et al. 2007; Higgins 2001; Luchs et al. 2012), whereas compromising utilitarian attributes is associated with distress (Luchs et al.”
Ideal Affect: Cultural Causes and Behavioral Consequences (2007, unknown): “Similarly, in theories of self-regulation (Carver & Scheier, 1990a, 1990b; Higgins, 1987, 1997, 2001; Higgins, Grant, & Shah, 1999), affective states occur when individuals are moving toward their goals faster or slower than expected or when individuals succeed or fail at meeting their goals.”
Value from hedonic experience and engagement. (2006, methodology): “When people feel discouraged (having had a promotion failure) they experience a reduction in eagerness, whereas when people feel relaxed (having had a prevention success ) they experience a reduction in vigilance (Higgins, 2001; Idson et al., 2000).”
Feeling and Doing: Affective Influences on Interpersonal Behavior (2002, background): “These accounts also seem broadly consistent with evolutionary theories that emphasize the adaptive significance of positive and negative affect triggering different promotion-oriented or prevention-oriented processing styles (Frijda, 1986; Higgins, 2001).”
Regulatory Focus Theory: Implications for the Study of Emotions at Work (2001, background): “Elsewhere, Higgins (2001) has further delineated the factors mediating the effects of regulatory focus and self-regulatory effectiveness on emotions.”
Emotions by Design: A Consumer Perspective (2009, methodology): “…findings about customer emotions show that the results are significant and in the right direction; hedonic cell phones are better at fulfilling promotionfocused emotional goals, and utilitarian cell phones are better at fulfilling prevention-focused emotional goals (Chernev, 2004; Higgins, 2001).”
Regulatory focus and work-related outcomes: a review and meta-analysis. (2012, background): “Self-regulation is crucial for adaptive functioning, because people need to regulate their cognition and behavior during goal pursuit (Baumeister, Heatherton, & Tice, 1993; Carver & Scheier, 1998; Higgins, 2001).”
Socioemotional selectivity theory, aging, and health: the increasingly delicate balance between regulating emotions and making tough choices. (2004, background): “…are primarily concerned with distinctions between the specific types of goals that instigate someone's actions (e.g., prevention vs. promotion, Higgins, 2001; approach vs. avoidance, Elliot, & Harackiewicz, 1996), SST is more concerned with how individual differences in time perspective…”
Product Choice and the Importance of Aesthetic Design Given the Emotion-laden Trade-off between Sustainability and Functional Performance (2012, background): “This prediction is based on regulatory focus theory (Higgins, 2001) that suggests that not fulfilling prevention (versus promotion) focused goals, such as functional performance, leads to “agitation emotions” such as distress.”
How Self-Regulation Creates Distinct Values: The Case of Promotion and Prevention Decision Making (2002, methodology): “Recent studies by Shah and Higgins (2001) provided a test of this prediction.”