Too Much of a Good Thing? Trade-offs in Promotion and Prevention Focus

The Oxford Handbook of Human Motivation

Volumn , Issue , 2012, Pages

  Scholer, Abigail A ^a   Tory Higgins, E ^b  

^a UNIVERSITY OF WATERLOO   (Canada)

^b Och Spine at New York Presbyterian Hospitals   (United States)

Author keywords

Commitment; Emotion; Motivation; Performance; Regulatory focus; Self regulation

Indexed keywords

EID: 84923607873     PISSN: None     EISSN: None     Source Type: Book    
DOI: 10.1093/oxfordhb/9780195399820.013.0005     Document Type: Chapter

References (122)

1. Aaker, J. L., & Lee, A. Y. (2001). 'I' seek pleasures and 'we' avoid pains: The role of self-regulatory goals in information processing and persuasion. Journal of Consumer Research, 28, 33-49. doi:10.1086/321946
2. Beck, A. T., Rush, J., Shaw, B., & Emery, G. (1979). Cognitive therapy of depression. New York: The Guilford Press.
3. Bohns, V. K., Lucas, G. M., Molden, D. C., Finkel, E. J., Coolsen, M. K., Kumashiro, M., ... Higgins, E.T. (2011). When opposites fit: Increased relationship well-being from partner complementarity in regulatory focus. Manuscript in preparation.
4. Boldero, J. M., Moretti, M. M., Bell, R. C., & Francis, J. J. (2005). Self-discrepancies and negative affect: A primer on when to look for specificity, and how to find it. Australian Journal of Psychology, 57, 139-147. doi:10.1080/00049530500048730
5. Bowlby, J. (1969). Attachment and loss. Vol. 1: Attachment.. New York: Basic Books.
6. Bowlby, J. (1973). Attachment and loss. Vol. 2: Separation: Anxiety and anger. New York: Basic Books.
7. Brendl, C. M., & Higgins, E. T. (1996). Principles of judging valence: What makes events positive or negative? Advances in Experimental Social Psychology, 28, 95-160. doi:10.1016/S0065-2601(08)60237-3.
8. Brickman, P. (1987). Commitment, conflict, and caring. Englewood Cliffs, NJ: Prentice-Hall.
9. Brockner, J. (2010). A contemporary look at organizational justice: Multiplying insult times injury. New York:Routledge.
10. Brockner, J., & Higgins, E. T. (2001). Regulatory focus theory: Implications for the study of emotions at work. Organizational Behavior and Human Decision Processes, 86, 35-66. doi:10.1006/obhd.2001.2972.
11. Chernev, A. (2004). Goal orientation and consumer preference for the status quo. Journal of Consumer Research, 31, 557-565. doi:10.1086/425090.
12. Choi, Y., & Mai-Dalton, R. R. (1999). The model of followers' responses to self-sacrificial leadership: An empirical test. The Leadership Quarterly, 10, 397-421. doi:10.1016/S1048-9843(99)00025-9.
13. Cornette, M. M., Strauman, T. J., Abramson, L. Y., & Busch, A. M. (2009). Self-discrepancy and suicidal ideation. Cognition and Emotion, 23, 504-527. doi:10.1080/02699930802012005.
14. Cropanzano, R., Paddock, L., Rupp, D. E., Bagger, J., & Baldwin, A. (2008). How regulatory focus impacts the process-by-outcome interaction for perceived fairness and emotions. Organizational Behavior and Human Decision Processes, 105, 36-51.
15. Crowe, E., & Higgins, E. T. (1997). Regulatory focus and strategic inclinations: Promotion and prevention in decision-making. Organizational Behavior and Human Decision Processes, 69, 117-132. doi:10.1006/obhd.1996.2675.
16. Cunningham, W. A., Raye, C. L., & Johnson, M. K. (2005). Neural correlates of evaluation associated with promotion and prevention regulatory focus. Cognitive, Affective and Behavioral Neuroscience, 5, 202-211. doi:10.3758/CABN.5.2.202.
17. Eddington, K. M., Dolcos, F., McLean, A. N., Krishnan, K. R., Cabeza, R., & Strauman, T. J. (2009). Neural correlates of idiographic goal priming in depression: Goal-specific dysfunctions in the orbitofrontal cortex. Social Cognitive and Affective Neuroscience, 4, 238-246. doi:10.1093/scan/nsp016.
18. Finkel, E. J., Molden, D. C., Johnson, S. E., & Eastwick, P. W. (2009). Regulatory focus and romantic alternatives. In J. P. Forgas, R. F. Baumeister, & D. M. Tice (Eds.), Psychology of self-regulation: Cognitive, affective, and motivational processes. The Sydney symposium of social psychology (pp. 319-335). New York: Psychology Press.
19. Florack, A., Ineichen, S., & Bieri, R. (2009). The impact of regulatory focus on the effects of two-sided advertising. Social Cognition, 27, 37-56. doi:10.1521/soco.2009.27.1.37.
20. Foster, G. D., Wadden, T. A., Vogt, R. A., & Brewer, G. (1997). What is a reasonable weight loss? Patients' expectations and evaluations of obesity treatment outcomes. Journal of Consulting and Clinical Psychology, 65, 79-85. doi:10.1037/0022-006X.65.1.79.
21. Förster, J., Grant, H., Idson, L. C., & Higgins, E. T. (2001). Success/failure feedback, expectancies, and approach/avoidance motivation: How regulatory focus moderates classic relations. Journal of Experimental Social Psychology, 37, 253-260. doi:10.1006/jesp.2000.1455.
22. Förster, J., & Higgins, E. T. (2005). How global versus local perception fits regulatory focus. Psychological Science, 16, 631-636. doi:10.1111/j.1467-9280.2005.01586.x.
23. Förster, J., Higgins, E. T., & Bianco, A. T. (2003). Speed/accuracy decisions in task performance: Built-in trade-off or separate strategic concerns? Organizational Behavior and Human Decision Processes, 90, 148-164. doi:10.1016/S0749-5978(02)00509-5.
24. Freitas, A., Liberman, N., & Higgins, E. (2002). Regulatory fit and resisting temptation during goal pursuit. Journal of Experimental Social Psychology, 38, 291-298.
25. Freitas, A., Liberman, N., Salovey, P., & Higgins, E. (2002). When to begin? Regulatory focus and initiating goal pursuit. Personality and Social Psychology Bulletin, 28, 121-130.
26. Friedman, R. S., Fishbach, A., Förster, J., & Werth, L. (2003). Attentional priming effects on creativity. Creativity Research Journal, 15, 277-286. doi:10.1207/S15326934CRJ152&3_18.
27. Friedman, R. S., & Förster, J. (2001). The effects of promotion and prevention cues on creativity. Journal of Personality and Social Psychology, 81, 1001-1013. doi:10.1037/0022-3514.81.6.1001.
28. Fuglestad, P. T., Rothman, A. J., & Jeffery, R. W. (2008). Getting there and hanging on: The effect of regulatory focus on performance in smoking and weight loss interventions. Health Psychology, 27, S260-S270. doi:10.1037/0278-6133.27.3.
29. Fulmer, C., Gelfand, M., Kruglanski, A., Kim-Prieto, C., Diener, E., Pierro, A., & Higgins, E.T. (2010). On "feeling right" in cultural contexts: How person-culture match affects self-esteem and subjective well-being. Psychological Science, 21(11), 1563-1569.
30. Galinsky, A. D., Leonardelli, G. J., Okhuysen, G. A., & Mussweiler, T. (2005). Regulatory focus at the bargaining table: Promoting distributive and integrative success. Personality and Social Psychology Bulletin, 31, 1087-1098. doi:10.1177/0146167205276429.
31. Gollwitzer, P. M., Heckhausen, H., & Steller, B. (1990). Deliberative and implemental mind-sets: Cognitive tuning toward congruous thoughts and information. Journal of Personality and Social Psychology, 59, 1119-1127.
32. Grant, H., & Higgins, E. T. (2003). Optimism, promotion pride, and prevention pride as predictors of quality of life. Personality and Social Psychology Bulletin, 29, 1521-1532. doi:10.1177/0146167203256919.
33. Hassenzahl, M., Schöbel, M., & Trautmann, T. (2008). How motivational orientation influences the evaluation and choice of hedonic and pragmatic interactive products: The role of regulatory focus. Interacting with Computers, 20, 473-479. doi:10.1016/j.intcom.2008.05.001.
34. Hendrix, K. S., & Hirt, E. R. (2009). Stressed out over possible failure: The role of regulatory fit on claimed selfhandicapping. Journal of Experimental Social Psychology, 45, 51-59. doi:10.1016/j.jesp.2008.08.016.
35. Henning, J. B., Stufft, C. J., Payne, S. C., Bergman, M. E., Mannan, M. S., & Keren, N. (2009). The influence of individual differences on organizational safety attitudes. Safety Science, 47, 337-345. doi:10.1016/j.ssci.2008.05.003.
36. Herzenstein, M., Posavac, S. S., & Brakus, J. J. (2007). Adoption of new and really new products: The effects of selfregulation systems and risk salience. Journal of Marketing Research, 44, 251-260. doi:10.1509/jmkr.44.2.251.
37. Higgins, E. T. (1987). Self-Discrepancy: A theory relating self and affect. Psychological Review, 94, 319-340.
38. Higgins, E. T. (1997). Beyond pleasure and pain. American Psychologist, 52, 1280-1300. doi:10.1037/0003-066X.52.12.1280.
39. Higgins, E. T. (1999). Persons or situations: Unique explanatory principles or variability in general principles? In D. Cervone & Y. Shoda (Eds.), The coherence of personality: Social-cognitive bases of consistency, variability, and organization (pp. 61-93). New York: Guilford Press.
40. Higgins, E. T. (2000). Making a good decision: Value from fit. American Psychologist, 55, 1217-1230.
41. Higgins, E. T. (2001). Promotion and prevention experiences: Relating emotions to nonemotional motivational states. In J. P. Forgas (Ed.), Handbook of affect and social cognition (pp. 186-211). London: Psychology Press.
42. Higgins, E. T. (2002). How self-regulation creates distinct values: The case of promotion and prevention decision making. Journal of Consumer Psychology, 12, 177-191. doi:10.1207/S15327663JCP1203_01.
43. Higgins, E. T. (2006). Value from hedonic experience and engagement. Psychological Review, 113, 439-460.
44. Higgins, E. T. (2008). Culture and personality: Variability across universal motives as the missing link. Social and Personality Psychology Compass, 2, 608-634. doi:10.1111/j.1751-9004.2007.00075.x.
45. Higgins, E. T. (2011). Beyond pleasure and pain: How motivation works. New York: Oxford University Press.
46. Higgins, E. T., Bond, R., Klein, R., & Strauman, T. (1986). Self-discrepancies and emotional vulnerability. How magnitude, accessibility, and type of discrepancy influence affect. Journal of Personality and Social Psychology, 51, 5-15.
47. Higgins, E. T., Friedman, R. S., Harlow, R. E., Idson, L. C., Ayduk, O. N., & Taylor, A. (2001). Achievement orientations from subjective histories of success: Promotion pride versus prevention pride. European Journal of Social Psychology, 31, 3-23. doi:10.1002/ejsp.27.
48. Higgins, E. T., Kruglanski, A. W., & Pierro, A. (2003). Regulatory mode: Locomotion and assessment as distinct orientations. Advances in Experimental Social Psychology, 35, 293-344. doi:10.1016/S0065-2601(03)01005-0.
49. Higgins, E. T., Roney, C., Crowe, E., & Hymes, C. (1994). Ideal versus ought predilections for approach and avoidance: Distinct self-regulatory systems. Journal of Personality and Social Psychology, 66, 276-286.
50. Higgins, E. T., Shah, J., & Friedman, R. (1997). Emotional responses to goal attainment: Strength of regulatory focus as moderator. Journal of Personality and Social Psychology, 72, 515-525. doi:10.1037/0022-3514.72.3.515.
51. Higgins, E. T., & Tykocinski, O. (1992). Self-discrepancies and biographical memory: Personality and cognition at the level of psychological situation. Personality and Social Psychology Bulletin, 18, 527-535. doi:10.1177/0146167292185002.
52. Hong, J., & Lee, A. Y. (2008). Be fit and be strong: Mastering self-regulation through regulatory fit. Journal of Consumer Research, 34, 682-695. doi:10.1086/521902.
53. Idson, L.C., & Higgins, E.T. (2000). How current feedback and chronic effectiveness influence motivation:Everything to gain versus everything to lose. European Journal of Social Psychology, 30, 583-592.
54. Idson, L. C., Liberman, N., & Higgins, E. T. (2000). Distinguishing gains from nonlosses and losses from nongains: A regulatory focus perspective on hedonic intensity. Journal of Experimental Social Psychology, 36, 252-274. doi:10.1006/jesp.1999.1402.
55. Idson, L., Liberman, N., & Higgins, E.T. (2004). Imagining how you'd feel: The role of motivational experiences from regulatory fit. Personality and Social Psychology Bulletin, 30, 926-937.
56. Jain, S. P., Lindsey, C., Agrawal, N., & Maheswaran, D. (2007). For better of for worse? Valenced comparative frames and regulatory focus. Journal of Consumer Research, 34, 57-65. doi:10.1086/513046.
57. John, O. P., & Srivastava, S. (1999). The Big Five Trait taxonomy: History, measurement, and theoretical perspectives. In L. A. Pervin & O. P. John (Eds.), Handbook of personality: Theory and research (2nd ed., pp. 102-138). New York: Guilford Press.
58. Jones, N. P., Papadakis, A. A., Hogan, C. M., & Strauman, T. J. (2009). Over and over again: Rumination, reflection, and promotion goal failure and their interactive effects on depressive symptoms. Behaviour Research and Therapy, 47, 254-259. doi:10.1016/j.brat.2008.12.007.
59. Keller, J. (2008). On the development of regulatory focus: The role of parenting styles. European Journal of Social Psychology, 38, 354-364. doi:10.1002/ejsp.460.
60. Klenk, M., Strauman, T., & Higgins, E. T. (2011). Regulatory focus and anxiety: A self-regulatory model of GADDepression comorbidity. Personality and Individual Differences, 50, 935-943.
61. Kruglanski, A., Higgins, E.T., Pierro, A., Thompson, E., Atash, M., Shah, J., & Spiegel, S. (2000). To "do the right thing" or to "just do it": Locomotion and assessment as distinct self-regulatory imperatives. Journal of Personality and Social Psychology, 79, 793-815.
62. Lam, T. W., & Chiu, C. (2002). The motivational function of regulatory focus in creativity. Journal of Creative Behavior, 36, 138-150.
63. de Lange, M. A., & van Knippenberg, A. (2009). To err is human: How regulatory focus and action orientation predict performance following errors. Journal of Experimental Social Psychology, 45, 1192-1199. doi:10.1016/j.jesp.2009.07.009.
64. Langens, T. A. (2007). Regulatory focus and illusions of control. Personality and Social Psychology Bulletin, 33, 226-237. doi:10.1177/0146167206293494.
65. Lee, A. Y., Aaker, J. L., & Gardner, W. L. (2000). The pleasures and pains of distinct self-construals: The role of interdependence in regulatory focus. Journal of Personality and Social Psychology, 78, 1122-1134. doi:10.1037/0022-3514.78.6.1122.
66. Leikas, S., Lönnqvist, J., Verkasalo, M., & Lindeman, M. (2009). Regulatory focus systems and personal values. European Journal of Social Psychology, 39, 415-429. doi:10.1002/ejsp.547.
67. Leone, L., Perugini, M., & Bagozzi, R. P. (2005). Emotions and decision making: Regulatory focus moderates the influence of anticipated emotions on action evaluations. Cognition and Emotion, 19, 1175-1198. doi:10.1080/02699930500203203.
68. Levine, J. M., Higgins, E. T., & Choi, H. (2000). Development of strategic norms in groups. Organizational Behavior and Human Decision Processes, 82, 88-101. doi:10.1006/obhd.2000.2889.
69. Liberman, N., Idson, L. C., Camacho, C. J., & Higgins, E. T. (1999). Promotion and prevention choices between stability and change. Journal of Personality and Social Psychology, 77, 1135-1145. doi:10.1037/0022-3514.77.6.1135.
70. Liberman, N., Molden, D. C., Idson, L. C., & Higgins, E. T. (2001). Promotion and prevention focus on alternative hypotheses: Implications for attributional functions. Journal of Personality and Social Psychology, 80, 5-18. doi:10.1037/0022-3514.80.1.5.
71. Lockwood, P., Jordan, C. H., & Kunda, Z. (2002). Motivation by positive or negative role models: Regulatory focus determines who will best inspire us. Journal of Personality and Social Psychology, 83, 854-864. doi:10.1037/0022-3514.83.4.854.
72. Maddox, W. T., Filoteo, J. V., Glass, B. D., & Markman, A. B. (2010). Regulatory match effects on a Modified Wisconsin Card Sort Task. Journal of the International Neuropsychological Society, 16, 352-359. doi:10.1017/S1355617709991408.
73. Manian, N., Papadakis, A. A., Strauman, T. J., & Essex, M. J. (2006). The development of children's ideal and ought self-guides: Parenting, temperament, and individual differences in guide strength. Journal of Personality, 74, 1619-1645. doi:10.1111/j.1467-6494.2006.00422.x.
74. Manian, N., Strauman, T. J., & Denney, N. (1998). Temperament, recalled parenting styles, and self-regulation:Testing the developmental postulates of self-discrepancy theory. Journal of Personality and Social Psychology, 75, 1321-1332.
75. Markman, K. D., McMullen, M. N., Elizaga, R. A., & Mizoguchi, N. (2006). Counterfactual thinking and regulatory fit. Judgment and Decision Making, 1, 98-107.
76. Mauro, R., Pierro, A., Mannetti, L., Higgins, E. T., & Kruglanski, A. W. (2009). The perfect mix: Regulatory complementarity and the speed-accuracy balance in group performance. Psychological Science, 20, 681-685. doi:10.1111/j.1467-9280.2009.02363.x.
77. Miele, D. B., Molden, D. C., & Gardner, W. L. (2009). Motivated comprehension regulation: Vigilant versus eager metacognitive control. Memory and Cognition, 37, 779-795. doi:10.3758/MC.37.6.779.
78. Miller, A. K., & Markman, K. D. (2007). Depression, regulatory focus, and motivation. Personality and Individual Differences, 43, 427-436. doi:10.1016/j.paid.2006.12.006.
79. Molden, D., & Higgins, E. (2004). Categorization under uncertainty: Resolving vagueness and ambiguity with eager versus vigilant strategies. Social Cognition, 22, 248-277.
80. Molden, D., & Higgins, E. (2008). How preferences for eager versus vigilant judgment strategies affect self-serving conclusions. Journal of Experimental Social Psychology, 44, 1219-1228.
81. Molden, D. C., & Higgins, E. T. (2005). Motivated thinking. In K. Holyoak and B. Morrison (Eds.), Handbook of thinking and reasoning (pp. 295-320). New York: Cambridge University Press.
82. Molden, D. C., Lucas, G. M., Gardner, W. L., Dean, K., & Knowles, M. L. (2009). Motivations for prevention or promotion following social exclusion: Being rejected versus being ignored. Journal of Personality and Social Psychology, 96, 415-431. doi:10.1037/a0012958.
83. Mowrer, O. (1960). Learning theory and behavior. New York: Wiley.
84. Ouschan, L., Boldero, J. M., Kashima, Y., Wakimoto, R., & Kashima, E. S. (2007). Regulatory Focus Strategies Scale:A measure of individual differences in the endorsement of regulatory strategies. Asian Journal of Social Psychology, 10, 243-457. doi:10.1111/j.1467-839X.2007.00233.x.
85. Papadakis, A. A., Prince, R. P., Jones, N. P., & Strauman, T. J. (2006). Self-regulation, rumination, and vulnerability to depression in adolescent girls. Development and Psychopathology, 18, 815-829. doi:10.1017/S0954579406060408.
86. Pham, M. T., & Avnet, T. (2009). Contingent reliance on the affect heuristic as a function of regulatory focus. Organizational Behavior and Human Decision Processes, 108, 267-278. doi:10.1016/j.obhdp.2008.10.001.
87. Poels, K., & Dewitte, S. (2008). Hope and self-regulatory goals applied to an advertising context: Promoting prevention stimulates goal-directed behavior. Journal of Business Research, 61, 1030-1040. doi:10.1016/j.jbusres.2007.09.019.
88. Reznik, I., & Andersen, S. M. (2007). Agitation and despair in relation to parents: Activating emotional suffering in transference. European Journal of Personality, 21, 281-301. doi:10.1002/per.628.
89. Roese, N. J., Hur, T., & Pennington, G. L. (1999). Counterfactual thinking and regulatory focus: Implications for action versus inaction and sufficiency versus necessity. Journal of Personality and Social Psychology, 77, 1109-1120. doi:10.1037/0022-3514.77.6.1109.
90. Rothman, A. J. (2000). Toward a theory-based analysis of behavioral maintenance. Health Psychology, 19, 64-69.
91. Sassenberg, K., & Hansen, N. (2007). The impact of regulatory focus on affective responses to social discrimination. European Journal of Social Psychology, 37, 421-444. doi:10.1002/ejsp.358.
92. Scholer, A. A., & Higgins, E. T. (2008). Distinguishing levels of approach and avoidance: An analysis using regulatory focus theory. In A. J. Elliot (Ed.), Handbook of approach and avoidance motivation (pp. 489-503). New York: Psychology Press.
93. Scholer, A. A., Ozaki, Y., & Higgins, E. T. (2011). Inflating and deflating the self: Sustaining motivational concerns through self-evaluation. Under review.
94. Scholer, A. A., Stroessner, S. J., & Higgins, E. T. (2008). Responding to negativity: How a risky tactic can serve a vigilant strategy. Journal of Experimental Social Psychology, 44, 767-774.
95. Scholer, A. A., Zou, X., Fujita, K., Stroessner, S. J., & Higgins, E. T. (2010). When risk-seeking becomes a motivational necessity. Journal of Personality and Social Psychology, 99, 215-231.
96. Scott, L., & O'Hara, M. W. (1993). Self-discrepancies in clinically anxious and depressed university students. Journal of Abnormal Psychology, 102, 282-287. doi:10.1037/0021-843X.102.2.282.
97. Seibt, B., & Förster, J. (2004). Stereotype threat and performance: How self-stereotypes influence processing by inducing regulatory foci. Journal of Personality and Social Psychology, 87, 38-56. doi:10.1037/0022-3514.87.1.38.
98. Semin, G. R., Higgins, E.T., de Montes, L. G., Estourget, Y., & Valencia, J. F. (2005). Linguistic signatures of regulatory focus: How abstraction fits promotion more than prevention. Journal of Personality and Social Psychology, 89, 36-45. doi:10.1037/0022-3514.89.1.36.
99. Sengupta, J., & Zhou, R. (2007). Understanding impulsive eaters' choice behaviors: The motivational influences of regulatory focus. Journal of Marketing Research, 44, 297-308. doi:10.1509/jmkr.44.2.297.
100. Shah, J., Brazy, P., & Higgins, E. T. (2004). Promoting us or preventing them: Regulatory focus and manifestations of intergroup bias. Personality and Social Psychology Bulletin, 30, 433-446.
101. Shah, J. (2003). The motivational looking glass: How significant others implicitly affect goal appraisals. Journal of Personality and Social Psychology, 85, 424-439. doi:10.1037/0022-3514.85.3.424.
102. Shah, J., & Higgins, E. T. (1997). Expectancy × value effects: Regulatory focus as determinant of magnitude and direction. Journal of Personality and Social Psychology, 73, 447-458. doi:10.1037/0022-3514.73.3.447.
103. Shah, J., & Higgins, E. T. (2001). Regulatory concerns and appraisal efficiency: The general impact of promotion and prevention. Journal of Personality and Social Psychology, 80, 693-705. doi:10.1037/0022-3514.80.5.693.
104. Shah, J., Higgins, E. T., & Friedman, R. S. (1998). Performance incentives and means: How regulatory focus influences goal attainment. Journal of Personality and Social Psychology, 74, 285-293. doi:10.1037/0022-3514.74.2.285.
105. Shah, J. Y., Friedman, R., & Kruglanski, A. W. (2002). Forgetting all else: On the antecedents and consequences of goal shielding. Journal of Personality and Social Psychology, 83, 1261-1280. doi:10.1037/0022-3514.83.6.1261.
106. Stam, K. R., & Stanton, J. M. (2010). Events, emotions, and technology: Examining acceptance of workplace technology changes. Information Technology & People, 23, 23-53. doi:10.1108/09593841011022537.
107. Strauman, T. J. (1989). Self-discrepancies in clinical depression and social phobia: Cognitive structures that underlie emotional disorders? Journal of Abnormal Psychology, 98, 14-22. doi:10.1037/0021-843X.98.1.14.
108. Strauman, T. J. (2002). Self-regulation and depression. Self and Identity, 1, 151-157. doi:10.1080/152988602317319339.
109. Strauman, T. J., & Higgins, E. T. (1987). Automatic activation of self-discrepancies and emotional syndromes: When cognitive structures influence affect. Journal of Personality and Social Psychology, 53, 1004-1014.
110. Strauman, T. J., Kolden, G. G., Stromquist, V., Davis, N., Kwapil, L., Heerey, E., & Schneider, K. (2001). The effects of treatments for depression on perceived failure in self-regulation. Cognitive Therapy and Research, 25, 693-712. doi:10.1023/A:1012915205800.
111. Strauman, T. J., Vieth, A. Z., Merrill, K. A., Kolden, G. G., Woods, T. E., Klein, M. H., ... Kwapil, L. (2006). Self-system therapy as an intervention for self-regulatory dysfunction in depression: A randomized comparison with cognitive therapy. Journal of Consulting and Clinical Psychology, 74, 367-376. doi:10.1037/0022-006X.74.2.367.
112. Taylor, S. E., Lerner, J. S., Sherman, D. K., Sage, R. M., & McDowell, N. K. (2003). Are self-enhancing cognitions associated with healthy or unhealthy biological profiles? Journal of Personality and Social Psychology, 85, 605-615. doi:10.1037/0022-3514.85.4.605.
113. Uskul, A. K., Keller, J., & Oyserman, D. (2008). Regulatory fit and health behavior. Psychology and Health, 23, 327-346. doi:10.1080/14768320701360385.
114. Van-Dijk, D., & Kluger, A. N. (2004). Feedback sign effect on motivation: Is it moderated by regulatory focus? Applied Psychology: An International Review, 53, 113-135. doi:10.1111/j.1464-0597.2004.00163.x.
115. Van Noort, G., Kerkhof, P., & Fennis, B. M. (2008). The persuasiveness of online safety cues: The impact of prevention focus compatibility of web content on consumers' risk perceptions, attitudes, and intentions. Journal of Interactive Marketing, 22, 58-72. doi:10.1002/dir.20121.
116. Vaughn, L. A., Baumann, J., & Klemann, C. (2008). Openness to experience and regulatory focus: Evidence of motivation from fit. Journal of Research in Personality, 42, 886-894. doi:10.1016/j.jrp.2007.11.008.
117. Vieth, A. Z., Strauman, T. J., Kolden, G. G., Woods, T. E., Michels, J. L., & Klein, M. H. (2003). Self-System Therapy (SST): A theory-based psychotherapy for depression. Clinical Psychology: Science and Practice, 10, 245-268. doi:10.1093/clipsy/bpg023.
118. Wallace, C., & Chen, G. (2006). A multilevel integration of personality, climate, self-regulation, and performance. Personnel Psychology, 59, 529-557. doi:10.1111/j.1744-6570.2006.00046.x.
119. Wallace, J. C., Little, L. M., & Shull, A. (2008). The moderating effects of task complexity on the relationship between regulatory foci and safety and production performance. Journal of Occupational Health Psychology, 13, 95-104. doi:10.1037/1076-8998.13.2.95.
120. Wang, J., & Lee, A. Y. (2006). The role of regulatory focus in preference construction. Journal of Marketing Research, 43, 28-38. doi:10.1509/jmkr.43.1.28.
121. Zhang, Y., & Mittal, V. (2007). The attractiveness of enriched and impoverished options: Culture, self-construal, and regulatory focus. Personality and Social Psychology Bulletin, 33, 588-598. doi:10.1177/0146167206296954.
122. Zhu, R., & Meyers-Levy, J. (2007). Exploring the cognitive mechanism that underlies regulatory focus effects. Journal of Consumer Research, 34, 89-96. doi:10.1086/513049.