The effect of regulatory orientation and decision strategy on brand judgments

Journal of Consumer Research

Volumn 35, Issue 6, 2009, Pages 1026-1038

  Wan, E W ^a   Hong, Jiewen ^b   Sternthal, Brian ^c  

^a UNIVERSITY OF HONG KONG   (Hong Kong)

^b HONG KONG UNIVERSITY OF SCIENCE AND TECHNOLOGY   (Hong Kong)

^c NORTHWESTERN UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 67649202518     PISSN: 00935301     EISSN: None     Source Type: Journal    
DOI: 10.1086/593949     Document Type: Article

References (29)

1. Aaker, Jennifer L. and Angela Y. Lee (2001), "'I' Seek Pleasures and 'We' Avoid Pains: The Role of Self-Regulatory Goals in Information Processing and Persuasion," Journal of Consumer Research, 28 (June), 33-49.
2. Avnet, Tamar and E. Tory Higgins (2003), "Locomotion, Assessment, and Regulatory Fit: Value Transfer from 'How' to 'What,'" Journal of Experimental Social Psychology, 39 (September), 525-30.
3. Baron, Reuben M. and David A. Kenny (1986), "The Moderator- Mediator Variable Distinction in Social Psychological Research: Conceptual, Strategic, and Statistical Considerations," Journal of Personality and Social Psychology, 51 (December), 1173-82.
4. Bettman, James R., Mary F. Luce, and John W. Payne (1998), "Constructive Consumer Choice Processes," Journal of Consumer Research, 25 (December), 187-217.
5. Broder, Arndt and Stephanie Schiffer (2003), "Take the Best versus Simultaneous Feature Matching: Probabilistic Inferences from Memory and Effects of Representation Format," Journal of Experimental Psychology: General, 132, 277-93.
6. Carlson, Kurt A., Margaret G. Meloy, and J. Edward Russo (2006), "Leader-Driven Primacy: Using Attribute Order to Affect Consumer Choice," Journal of Consumer Research, 32 (March), 513-18.
7. Carver, Charles S. and Michael F. Scheier (1998), On the Self-Regulation of Behavior, New York: Cambridge University Press.
8. Cesario, Joseph, Heidi Grant, and E. Tory Higgins (2004), "Regulatory Fit and Persuasion: Transfer from 'Feeling Right,'" Journal of Personality and Social Psychology, 86 (3), 388-404.
9. Coupey, Eloise (1994), "Restructuring: Constructive Processing of Information Displays in Consumer Choice," Journal of Con- sumer Research, 21 (June), 83-99.
10. Crowe, Ellen and E. Tory Higgins (1997), "Regulatory Focus and Strategic Inclinations: Promotion and Prevention in Decision Making," Organizational Behavior and Human Decision Processes, 69 (February), 117-32.
11. Forster, Jens, E. Tory Higgins, and Amy T. Bianco (2003), "Speed/Accuracy Decisions in Task Performance: Built-in Trade-Off or Separate Strategic Concerns?" Organizational Behavior and Human Decision Processes, 90 (1), 148-64.
12. Friedman, Ronald S. and Jens Förster (2001), "The Effects of Promotion and Prevention Cues on Creativity," Journal of Personality and Social Psychology, 81 (December), 1001-13.
13. Gilbert, Daniel T. and J. Gregory Hixon (1991), "The Trouble with Thinking: Activation and Application of Stereo typic Beliefs, "Journal of Personality and Social Psychology, 60 (April), 509-17.
14. Heine, Steven J., Darrin R. Lehman, Hazel R. Markus, and Shinobu Kitayama (1999), "Is There a Universal Need for Positive Self-Regard?" Psychological Review, 106 (4), 766-94.
15. Higgins, E. Tory (1997), "Beyond Pleasure and Pain," American Psychologist, 52 (December), 1280-1300.
16. - (2000), "Making a Good Decision: Value from Fit," American Psychologist, 55 (November), 1217-30.
17. Higgins, E. Tory, Lorraine C. Idson, Antonio L. Freitas, Scott Spiegel, and Daniel C. Molden (2003), "Transfer of Value from Fit," Journal of Personality and Social Psychology,84 (December), 1140-53.
18. Kahneman, Daniel and Shane Frederick (2002), "Representativeness Revisited: Attribute Substitution in Intuitive Judgment," in Heuristics and Biases: The Psychology of Intuitive Judgment, ed. Thomas Gilovich, Dale Griffin, and Daniel Kahneman, New York: Cambridge University Press, 49-81.
19. Lee, Angela Y. and Jennifer L. Aaker (2004), "Bringing the Frame into Focus: The Influence of Regulatory Fit on Processing Fluency and Persuasion," Journal of Personality and Social Psychology, 86 (February), 205-18.
20. Lee, Angela Y. and Aparna Labroo (2004), "Effects of Conceptual and Perceptual Fluency on Affective Judgment," Journal of Marketing Research, 41 (May), 151-65.
21. Liberman, Nira, Lorraine Chen Idson, Christopher J. Camacho, and E. Tory Higgins (1999), "Promotion and Prevention Choices between Stability and Change," Journal of Person- ality and Social Psychology, 77 (December), 1135-45.
22. Payne, John, James R. Bettman, and Eric J. Johnson (1988), "Adaptive Strategy Selection in Decision Making," Journal of Ex- perimental Psychology, 14 (3), 534-52.
23. - (1993), The Adaptive Decision Maker, New York: Cambridge University Press.
24. Schwarz, Norbert (2004), "Meta-cognitive Experiences in Consumer Judgments and Decision Making," Journal of Consumer Psychology, 14 (4), 332-48.
25. Sengupta, Jaideep and Rongrong Zhou (2007), "Understanding Impulsives' Choice Behaviors: The Motivational Influences of Regulatory Focus," Journal of Marketing Research,44 (May), 297-308.
26. Sloman, Steven A. (1996), "The Empirical Case for Two Systems of Reasoning," Psychological Bulletin, 119 (1), 3-22.
27. Sobel, Michael E. (1982), "Asymptotic Confidence Intervals for Indirect Effects in Structural Equation Models," in Sociological Methodology, ed. Samuel Leinhardt, San Francisco: Jossey-Bass, 290-312.
28. Tybout, Alice M., Brian Sternthal, Prashant Malaviya, Georgios Bakamitsos, and Se-Bum Park (2005), "Information Accessibility as a Moderator of Judgments: The Role of Content versus Retrieval Ease," Journal of Consumer Research,32 (June), 76-85.
29. Wanke, Michaela, Gerd Bohner, and Andreas Jurkowitsch (1997), "There Are Many Reasons to Drive a BMW: Does Imagined Ease of Argument Generation Influence Attitudes?" Journal of Consumer Research, 24 (September), 170-77.