-
1
-
-
0035540366
-
'I' seek pleasures and 'We' avoid pains: The role of self-regulatory goals in information processing and persuasion
-
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 (1), 33-49.
-
(2001)
Journal of Consumer Research
, vol.28
, Issue.1
, pp. 33-49
-
-
Aaker, J.L.1
Lee, A.Y.2
-
3
-
-
0141575316
-
Locomotion, assessment and regulatory fit: Value transfer from 'How' to 'What,'
-
September
-
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.
-
(2003)
Journal of Experimental Social Psychology
, vol.39
, pp. 525-530
-
-
Avnet, T.1
Higgins, E.T.2
-
4
-
-
33644669350
-
How regulatory fit affects value in consumer choices and opinions
-
- (2006), "How Regulatory Fit Affects Value in Consumer Choices and Opinions," Journal of Marketing Research, 43 (1), 1-10.
-
(2006)
Journal of Marketing Research
, vol.43
, Issue.1
, pp. 1-10
-
-
-
5
-
-
85047692055
-
Moral value transfer from regulatory fit: What feels right is right and what feels wrong is wrong
-
Camacho, Christopher J., E. Tory Higgins, and Lindsay Luger (2003), "Moral Value Transfer from Regulatory Fit: What Feels Right Is Right and What Feels Wrong Is Wrong," Journal of Personality and Social Psychology, 84 (3), 498-510.
-
(2003)
Journal of Personality and Social Psychology
, vol.84
, Issue.3
, pp. 498-510
-
-
Camacho, C.J.1
Tory, H.E.2
Luger, L.3
-
6
-
-
1642353343
-
Regulatory fit and persuasion: Transfer from 'feeling right,'
-
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.
-
(2004)
Journal of Personality and Social Psychology
, vol.86
, Issue.3
, pp. 388-404
-
-
Cesario, J.1
Grant, H.2
Higgins, E.T.3
-
7
-
-
12844270008
-
Goal orientation and consumer preference for the status quo
-
Chernev, Alexander (2004), "Goal Orientation and Consumer Preference for the Status Quo," Journal of Consumer Research, 31 (3), 557-65.
-
(2004)
Journal of Consumer Research
, vol.31
, Issue.3
, pp. 557-65
-
-
Chernev, A.1
-
8
-
-
0000702735
-
Regulatory focus and strategic inclinations: Promotion and prevention in decision-making
-
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 (2), 117-32.
-
(1997)
Organizational Behavior and Human Decision Processes
, vol.69
, Issue.2
, pp. 117-32
-
-
Crowe, E.1
Higgins, E.T.2
-
9
-
-
77951242596
-
Regulatory focus and reliance on implicit preferences in consumption contexts
-
Florack, Arnd, Malt Friese, and Martin Scarabis (2010), "Regulatory Focus and Reliance on Implicit Preferences in Consumption Contexts," Journal of Consumer Psychology, 20 (2), 193-204.
-
(2010)
Journal of Consumer Psychology
, vol.20
, Issue.2
, pp. 193-204
-
-
Florack, A.1
Friese, M.2
Scarabis, M.3
-
10
-
-
9744263956
-
How body feedback influences consumers' evaluation of products
-
Förster, Jens (2004), "How Body Feedback Influences Consumers' Evaluation of Products," Journal of Consumer Psychology, 14 (4), 416-26.
-
(2004)
Journal of Consumer Psychology
, vol.14
, Issue.4
, pp. 416-426
-
-
Förster, J.1
-
11
-
-
24644464356
-
How global versus local perception fits regulatory focus
-
Förster, Jens and E. Tory Higgins (2005), "How Global versus Local Perception Fits Regulatory Focus," Psychological Science, 16 (8), 631-36.
-
(2005)
Psychological Science
, vol.16
, Issue.8
, pp. 631-636
-
-
Förster, J.1
Higgins, E.T.2
-
12
-
-
0038057621
-
Speed/accuracy decisions in task performance: Built-in tradeoff or separate strategic concerns?
-
Förster, Jens, E. Tory Higgins, and Amy T. Bianco (2003), "Speed/Accuracy Decisions in Task Performance: Built-in Tradeoff or Separate Strategic Concerns?" Organizational Behavior and Human Decision Processes, 90 (1), 148-64.
-
(2003)
Organizational Behavior and Human Decision Processes
, vol.90
, Issue.1
, pp. 148-164
-
-
Förster, J.1
Higgins, E.T.2
Bianco, A.T.3
-
13
-
-
0000622438
-
An evaluation cost model of consideration sets
-
Hauser, John R. and Birger Wernerfelt (1990), "An Evaluation Cost Model of Consideration Sets," Journal of Consumer Research, 16 (4), 393-408.
-
(1990)
Journal of Consumer Research
, vol.16
, Issue.4
, pp. 393-408
-
-
Hauser, J.R.1
Wernerfelt, B.2
-
14
-
-
68049099179
-
Testing the boundaries of the choice overload phenomenon: The effect of number of options and time pressure on decision difficulty and satisfaction
-
Haynes, Graeme A. (2009), "Testing the Boundaries of the Choice Overload Phenomenon: The Effect of Number of Options and Time Pressure on Decision Difficulty and Satisfaction," Psychology and Marketing, 26 (3), 204-12.
-
(2009)
Psychology and Marketing
, vol.26
, Issue.3
, pp. 204-212
-
-
Haynes, G.A.1
-
15
-
-
0031304419
-
Beyond pleasure and pain
-
Higgins, E. Tory (1997), "Beyond Pleasure and Pain," American Psychologist, 52 (12), 1280-1300.
-
(1997)
American Psychologist
, vol.52
, Issue.12
, pp. 1280-1300
-
-
Higgins, E.T.1
-
16
-
-
0034332318
-
Making a good decision: Value from fit
-
- (2000), "Making a Good Decision: Value from Fit," American Psychologist, 55 (11), 1217-30.
-
(2000)
American Psychologist
, vol.55
, Issue.11
, pp. 1217-1230
-
-
-
17
-
-
33746349543
-
Value from hedonic experience and engagement
-
- (2006), "Value from Hedonic Experience and Engagement," Psychological Review, 113 (3), 439-60.
-
(2006)
Psychological Review
, vol.113
, Issue.3
, pp. 439-460
-
-
-
18
-
-
0043209626
-
Transfer of value from fit
-
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 (6), 1140-53.
-
(2003)
Journal of Personality and Social Psychology
, vol.84
, Issue.6
, pp. 1140-1153
-
-
Higgins, E.T.1
Idson, L.C.2
Freitas, A.L.3
Spiegel, S.4
Molden, D.C.5
-
19
-
-
0028373490
-
Ideal versus ought predilections for approach and avoidance: Distinct self-regulatory systems
-
Higgins, E. Tory, Christopher J. Roney, Ellen Crowe, and Charles Hymes (1994), "Ideal versus Ought Predilections for Approach and Avoidance: Distinct Self-Regulatory Systems," Journal of Personality and Social Psychology, 66 (2), 276-86.
-
(1994)
Journal of Personality and Social Psychology
, vol.66
, Issue.2
, pp. 276-286
-
-
Higgins, E.T.1
Roney, C.J.2
Crowe, E.3
Hymes, C.4
-
20
-
-
65349138202
-
Engaging the consumer: The science and art of the value creation process
-
Higgins, E. Tory and Abigail A. Scholer (2009), "Engaging the Consumer: The Science and Art of the Value Creation Process," Journal of Consumer Psychology, 19 (2), 100-114.
-
(2009)
Journal of Consumer Psychology
, vol.19
, Issue.2
, pp. 100-114
-
-
Higgins, E.T.1
Scholer, A.A.2
-
21
-
-
0034571771
-
When choice is demotivating: Can one desire too much of a good thing?
-
Iyengar, Sheena S. and Mark R. Lepper (2000), "When Choice Is Demotivating: Can One Desire Too Much of a Good Thing?" Journal of Personality and Social Psychology, 79 (6), 995-1006.
-
(2000)
Journal of Personality and Social Psychology
, vol.79
, Issue.6
, pp. 995-1006
-
-
Iyengar, S..1
Lepper, M.R.2
-
22
-
-
2142754028
-
The influence of assortment structure on perceived variety and consumption quantities
-
Kahn, Barbara E. and Brian Wansink (2004), "The Influence of Assortment Structure on Perceived Variety and Consumption Quantities," Journal of Consumer Research, 30 (4), 519-33.
-
(2004)
Journal of Consumer Research
, vol.30
, Issue.4
, pp. 519-533
-
-
Kahn, B.E.1
Wansink, B.2
-
23
-
-
36348932184
-
Vigilant against manipulation: The effect of regulatory focus on the use of persuasion knowledge
-
Kirmani, Amna and Rui Zhu (2007), "Vigilant against Manipulation: The Effect of Regulatory Focus on the Use of Persuasion Knowledge," Journal of Marketing Research, 44 (4), 688-701.
-
(2007)
Journal of Marketing Research
, vol.44
, Issue.4
, pp. 688-701
-
-
Kirmani, A.1
Zhu, R.2
-
24
-
-
84904776175
-
The persuasive power of regulatory fit
-
ed. Michaela Wänke, New York: Psychology Press
-
Lee, Angela Y. and E. Tory Higgins (2009), "The Persuasive Power of Regulatory Fit," in Frontiers of Social Psychology: Social Psychology of Consumer Behavior, ed. Michaela Wänke, New York: Psychology Press, 319-33.
-
(2009)
Frontiers of Social Psychology: Social Psychology of Consumer Behavior
, pp. 319-333
-
-
Lee, A.Y.1
Higgins, E.T.2
-
25
-
-
77950215825
-
Value from regulatory construal fit: The persuasive impact of fit between consumer goals and message concreteness
-
February
-
Lee, Angela Y., Punam A. Keller, and Brian Sternthal (2010), "Value from Regulatory Construal Fit: The Persuasive Impact of Fit between Consumer Goals and Message Concreteness," Journal of Consumer Research, 36 (February), 735-47.
-
(2010)
Journal of Consumer Research
, vol.36
, pp. 735-747
-
-
Lee, A.Y.1
Keller, P.A.2
Sternthal, B.3
-
26
-
-
0033253101
-
Promotion and prevention choices between stability and change
-
Liberman, Nira, Lorraine C. Idson, Christopher J. Camacho, and E. Tory Higgins (1999), "Promotion and Prevention Choices between Stability and Change," Journal of Personality and Social Psychology, 77 (6), 1135-45.
-
(1999)
Journal of Personality and Social Psychology
, vol.77
, Issue.6
, pp. 1135-1145
-
-
Liberman, N.1
Idson, L.C.2
Camacho, C.J.3
Higgins, E.T.4
-
27
-
-
85047685555
-
Promotion and prevention focus on alternative hypotheses: Implications for attributional functions
-
Liberman, Nira, Daniel C. Molden, Lorraine C. Idson, and E. Tory Higgins (2001), "Promotion and Prevention Focus on Alternative Hypotheses: Implications for Attributional Functions," Journal of Personality and Social Psychology, 80 (1), 5-18.
-
(2001)
Journal of Personality and Social Psychology
, vol.80
, Issue.1
, pp. 5-18
-
-
Liberman Nira1
Molden, D.C.2
Idson, L.C.3
Higgins, E.T.4
-
28
-
-
30544444946
-
Buyers versus sellers: How they differ in their responses to framed outcomes
-
Monga, Ashwani and Rui Zhu (2005), "Buyers versus Sellers: How They Differ in Their Responses to Framed Outcomes," Journal of Consumer Psychology, 15 (4), 325-33.
-
(2005)
Journal of Consumer Psychology
, vol.15
, Issue.4
, pp. 325-333
-
-
Monga, A.1
Zhu, R.2
-
29
-
-
2142712602
-
Ideals and oughts and the reliance on affect versus substance in persuasion
-
Pham, Michel Tuan and Tamar Avnet (2004), "Ideals and Oughts and the Reliance on Affect versus Substance in Persuasion," Journal of Consumer Research, 30 (4), 503-18.
-
(2004)
Journal of Consumer Research
, vol.30
, Issue.4
, pp. 503-518
-
-
Pham, M.T.1
Avnet, T.2
-
30
-
-
60949086630
-
Contingent reliance on the affect heuristic as a function of regulatory focus
-
- (2009a), "Contingent Reliance on the Affect Heuristic as a Function of Regulatory Focus," Organizational Behavior and Human Decision Processes, 108 (2), 267-78.
-
(2009)
Organizational Behavior and Human Decision Processes
, vol.108
, Issue.2
, pp. 267-278
-
-
-
31
-
-
67349226373
-
Rethinking regulatory engagement theory
-
- (2009b), "Rethinking Regulatory Engagement Theory," Journal of Consumer Psychology, 19 (2), 115-23.
-
(2009)
Journal of Consumer Psychology
, vol.19
, Issue.2
, pp. 115-123
-
-
-
32
-
-
84909128219
-
Promotion and prevention in consumer decision making: The state of the art and theoretical propositions
-
ed. S. Ratneshwar and David Glen Mick, New York: Routledge
-
Pham, Michel Tuan and E. Tory Higgins (2005), "Promotion and Prevention in Consumer Decision Making: The State of the Art and Theoretical Propositions," in Inside Consumption: Consumer Motives, Goals, and Desires, ed. S. Ratneshwar and David Glen Mick, New York: Routledge.
-
(2005)
Inside Consumption: Consumer Motives, Goals, and Desires
-
-
Pham, M.T.1
Higgins, E.T.2
-
33
-
-
68049089879
-
Satisfaction in choice as a function of the number of alternatives: When 'goods satiate,'
-
Reutskaja, Elena and Robin M. Hogarth (2009), "Satisfaction in Choice as a Function of the Number of Alternatives: When 'Goods Satiate,'" Psychology and Marketing, 26 (3), 197-203.
-
(2009)
Psychology and Marketing
, vol.26
, Issue.3
, pp. 197-203
-
-
Reutskaja, E.1
Hogarth, R.M.2
-
34
-
-
77957914548
-
Can there ever be too many options? A metaanalytical review of choice overload
-
(August), forthcoming
-
Scheibehenne, Benjamin, Rainer Greifeneder, and Peter M. Todd (2010), "Can There Ever Be Too Many Options? A Metaanalytical Review of Choice Overload," Journal of Consumer Research, 37 (August), forthcoming.
-
(2010)
Journal of Consumer Research
, vol.37
-
-
Scheibehenne, B.1
Greifeneder, R.2
Todd, P.M.3
-
35
-
-
23844553121
-
Linguistic signatures of regulatory focus: How abstraction fits promotion more than prevention
-
Semin, Gun R., E. Tory Higgins, Lorena G. de Montes, Yvette Estourget, and Jose F. Valencia (2005), "Linguistic Signatures of Regulatory Focus: How Abstraction Fits Promotion More than Prevention," Journal of Personality and Social Psychology, 89 (1), 36-45.
-
(2005)
Journal of Personality and Social Psychology
, vol.89
, Issue.1
, pp. 36-45
-
-
Semin, G.R.1
Higgins, E.T.2
De Montes, L.G.3
Estourget, Y.4
Valencia, J.F.5
-
36
-
-
34250200716
-
Understanding impulsive eaters' choice behaviors: The motivational influences of regulatory focus
-
Sengupta, Jaideep and Rongrong Zhou (2007), "Understanding Impulsive Eaters' Choice Behaviors: The Motivational Influences of Regulatory Focus," Journal of Marketing Research, 44 (2), 297-308.
-
(2007)
Journal of Marketing Research
, vol.44
, Issue.2
, pp. 297-308
-
-
Sengupta, J.1
Zhou, R.2
-
37
-
-
85047674211
-
Consideration set influences on consumer decision-making and choice: Issues, models, and suggestions
-
Shocker, Alan D., Moshe Ben-Akiva, and Bruno Boccara (1991), "Consideration Set Influences on Consumer Decision-Making and Choice: Issues, Models, and Suggestions," Marketing Let ters, 2 (3), 181-97.
-
(1991)
Marketing Let ters
, vol.2
, Issue.3
, pp. 181-197
-
-
Shocker, A.D.1
Moshe, B.-A.2
Boccara, B.3
-
38
-
-
68049091976
-
Testing the tyranny of too much choice against the allure of more choice
-
White, Chris M. and Ulrich Hoffrage (2009), "Testing the Tyranny of Too Much Choice against the Allure of More Choice," Psychology and Marketing, 26 (3), 280-98.
-
(2009)
Psychology and Marketing
, vol.26
, Issue.3
, pp. 280-298
-
-
White, C.M.1
Hoffrage, U.2
-
39
-
-
4043154934
-
Promotion and prevention across mental accounts: How financial products dictate consumers' investment goals
-
Zhou, Rongrong and Michel Tuan Pham (2004), "Promotion and Prevention across Mental Accounts: How Financial Products Dictate Consumers' Investment Goals," Journal of Consumer Research, 31 (2), 125-35.
-
(2004)
Journal of Consumer Research
, vol.31
, Issue.2
, pp. 125-135
-
-
Zhou, R.1
Pham, M.T.2
|