E. Tory Higgins
- Professor of Business
- Management Division
- Contact
- Office: 342 Kravis
- Phone: (212) 8541297
- E-mail: [email protected]
- Links
- Curriculum Vitae
Professor Higgins, the Stanley Schachter Professor of Psychology and Professor of Business is an expert on motivation and decision making. He is a Fellow of the American Academy of Arts & Sciences. He is the author of Beyond Pleasure and Pain: How Motivation Works (Oxford) and co-author of Focus: Use Different Ways of Seeing the World for Success and Influence (Penguin). He teaches an Executive MBA course on negotiation, and is the Director of the Motivation Science Center. Higgins has received the Donald T. Campbell Award for Outstanding Contributions to Social Psychology (Society for Personality and Social Psychology), the Thomas M. Ostrom Award in Social Cognition, the Distinguished Lifetime Career Award (International Society for Self & Identity), and the Distinguished Scientist Award (Society of Experimental Social Psychology). In 2000, he was the recipient of both the William James Fellow Award for Distinguished Achievements in Psychological Science (Association of Psychological Science) and the Award for Distinguished Scientific Contributions (American Psychological Association). He has served as an advisor and consultant to many governmental and academic organizations. In 2000, he was chosen to present Columbia's University Lecture. In 2004, he was the recipient of the Presidential Teaching Award.
- Education
-
BA, Joint Honors (Sociology; Anthropology), McGill University, 1967; MA with Distinction, London School of Economics, 1968; PhD (Psychology), Columbia University, 1973
- Joined CBS
- 2002
All Activities
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Journal Article
.
“The Loss of Loss Aversion: Paying Attention to Reference Points.”
Journal of Consumer Psychology
vol.
28
,
(January 01, 2018):
523
-532
.
- Type
-
Journal Article
Higgins, E. Tory and A.W. Kruglanski
.
“Special Issue: Interdisciplinary Research in Motivation Science.”
Motivational Science
vol.
3
,
(September 01, 2017):
175
-317
.
- Type
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Journal Article
.
“Regulatory mode and willingness to increase retirement savings contributions.”
Journal of Applied Social Psychology
vol.
47
,
(August 01, 2017):
436
-445
.
- Type
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Journal Article
.
“How the "Truth" Self Relates to Altruism: When Your Problem Is Mine.”
Social Cognition
vol.
35
,
(April 01, 2017):
204
-266
.
- Type
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Journal Article
.
“Who do we think of as good judges? Those who agree with about us .”
Journal of Experimental Social Psychology
vol.
69
,
(March 01, 2017):
121
-129
.
- Type
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Journal Article
.
“A multilevel analysis of person-group regulatory-mode complementarity: The moderating role of group-task interdependence.”
Group Dynamics: Theory, Research, and Practice
vol.
21
,
(January 01, 2017):
108
-120
.
- Type
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Journal Article
.
“Shared reality makes life meaningful: Are we really going in the right direction?”
Motivation Science
vol.
3
,
(January 01, 2017):
260
-274
.
- Type
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Journal Article
.
“Shared Reality in Intergroup Communication: Increasing the Epistemic Authority of an Out-Group Audience.”
Journal of Experimental Psychology: General
vol.
146
,
(January 01, 2017):
806
-825
.
- Type
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Journal Article
Cornwell, J.F.M. and E. Tory Higgins
.
“Management and regulatory focus: Three new domains of application.”
Rutgers Business Review
vol.
2
,
(January 01, 2017):
142
-149
.
- Type
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Journal Article
Echterhoff, G. and E. Tory Higgins
.
“Creating shared reality in interpersonal and intergroup communication: The role of epistemic processes and their interplay.”
European Review of Social Psychology
vol.
28
,
(January 01, 2017):
175
-226
.
- Type
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Journal Article
.
“Different strokes for different folks: Effects of regulatory mode complementarity and task complexity on performance.”
Personality and Individual Differences
vol.
89
,
(January 01, 2016):
134
-142
.
- Type
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Journal Article
.
“Motivational modes and learning in Parkinson's disease.”
Social cognitive and affective neuroscience
vol.
10
,
(August 01, 2015):
1066
-1073
.
- Type
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Journal Article
.
“Social Networks and Life Satisfaction: The Interplay of Network Density and Regulatory Focus.”
Motivation and Emotion
vol.
39
,
(January 01, 2015):
693
-713
.
- Type
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Journal Article
.
“Microinterventions targeting regulatory focus and regulatory fit selectively reduce dysphoric and anxious mood.”
Behavior Research and Therapy
vol.
72
,
(January 01, 2015):
18
-29
.
- Type
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Journal Article
.
“Leaders as planners and movers: Supervisors' regulatory modes and subordinates' performance.”
Journal of Applied Social Psychology
vol.
42
,
(January 01, 2012):
2564
-2582
.
- Type
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Journal Article
.
“Regulatory focus and anxiety: A self-regulatory model of GAD-Depression comorbidity.”
Personality and Individual Differences
vol.
50
,
(May 01, 2011):
935
-943
.
- Type
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Journal Article
.
“Managing Others Like You Were Managed: How Prevention Focus Motivates Copying Interpersonal Norms.”
Journal of Personality and Social Psychology
vol.
100
,
(January 01, 2011):
647
-663
.
- Type
-
Journal Article
Bohns, Vanessa and E. Tory Higgins
.
“Liking the same things, but doing things differently: Outcome versus strategic compatibility in partner preferences for joint tasks.”
Social Cognition
vol.
29
,
(January 01, 2011):
497
-527
.
- Type
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Journal Article
Fulmer, C. Ashley, Michele Gelfand, Arie Kruglanski, Chu Kim-Prieto, Ed Diener, Antonio Pierro, and E. Tory Higgins
.
“On "feeling right" in cultural contexts: How person-culture match affects self-esteem and subjective well-being.”
Psychological Science
vol.
21
,
(November 01, 2010):
1563
-1569
.
- Type
-
Journal Article
Appelt, Kirstin and E. Tory Higgins
.
“My way: How strategic preferences vary by negotiator role and regulatory focus.”
Journal of Experimental Social Psychology
vol.
46
,
(November 01, 2010):
1138
-1142
.
- Type
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Journal Article
Eitam, Baruch and E. Tory Higgins
.
“Motivation in Mental Accessibility: Relevance of a Representation (ROAR) as a New Framework.”
Social and Personality Psychology Compass
vol.
4
,
(October 01, 2010):
951
-967
.
- Type
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Journal Article
.
“The ecology of automaticity: How situational contingencies shape action semantics and social behavior.”
Psychological Science
vol.
21
,
(September 15, 2010):
1311
-1317
.
- Type
-
Journal Article
.
“When risk seeking becomes a motivational necessity.”
Journal of Personality and Social Science
vol.
99
,
(August 01, 2010):
215
-31
.
- Type
-
Journal Article
.
“Shared reality effects on memory: Communicating to fulfill epistemic needs.”
Social Cognition
vol.
28
,
(June 14, 2010):
353
-378
.
- Type
-
Journal Article
.
“Feeling right or being right: When strong assessment yields strong correction.”
Motivation and Emotion
vol.
34
,
(June 04, 2010):
316
-324
.
- Type
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Journal Article
Boldero, Jennifer and E. Tory Higgins
.
“Regulatory focus and political decision making: When people favor reform over the status quo.”
Political Psychology
vol.
32
,
(May 27, 2010):
399
-418
.
- Type
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Journal Article
.
“Tailoring visual images to fit: Value creation in persuasive messages.”
European Journal of Social Psychology
vol.
40
,
(March 01, 2010):
206
-215
.
- Type
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Journal Article
.
“Increasing or decreasing interest in activities: The role of regulatory fit.”
Journal of Personality and Social Psychology
vol.
98
,
(January 01, 2010):
559
-572
.
- Type
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Journal Article
Higgins, E. Tory and Abigail Scholer
.
“Engaging the Consumer: The Science and Art of the Value Creation Process.”
Journal of Consumer Psychology
vol.
19
,
(April 01, 2009):
100
-114
.
- Type
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Journal Article
.
“Value From Hedonic Experience and Engagement.”
Psychological Review
vol.
113
,
(January 01, 2006):
439
-460
.
- Type
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Journal Article
.
“Regulatory Focus Theory and the Entrepreneurial Process.”
Journal of Business Venturing
vol.
19
,
(January 01, 2004):
203
-20
.
- Type
-
Journal Article
.
“Categorization Under Uncertainty: Resolving Vagueness and Ambiguity with Eager Versus Vigilant Strategies.”
Social Cognition
vol.
25
,
(January 01, 2004):
248
-77
.
- Type
-
Journal Article
.
“Transfer of Value from Fit.”
Journal of Personality and Social Psychology
vol.
84
,
(June 01, 2003):
1140
-53
.
- Type
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Journal Article
.
“Regulatory Focus and the Probability Estimates of Conjunctive and Disjunctive Events.”
Organizational Behavior and Human Decision Processes
vol.
87
,
(January 01, 2002):
5
-24
.
- Type
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Journal Article
.
“Success/Failure Feedback, Expectancies, and Approach/Avoidance Motivation: How Regulatory Focus Moderates Classic Relations.”
Journal of Experimental Social Psychology
vol.
37
,
(July 01, 2001):
253
-60
.
- Type
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Journal Article
.
“Promotion and Prevention Focus on Alternative Hypotheses: Implications for Attributional Functions.”
Journal of Personality and Social Psychology
vol.
80
,
(March 01, 2001):
5
-18
.
- Type
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Journal Article
.
“Making a Good Decision: Value from Fit.”
American Psychologist
vol.
55
,
(November 01, 2000):
1217
-30
.
- Type
-
Journal Article
.
“Distinguishing Gains from Nonlosses and Losses from Nongains: A Regulatory Focus Perspective on Hedonic Intensity.”
Journal of Experimental Social Psychology
vol.
36
,
(May 01, 2000):
252
-74
.
- Type
-
Journal Article
Crowe, Ellen and E. Tory Higgins
.
“Regulatory Focus and Strategic Inclinations: Promotion and Prevention in Decision-Making.”
Organizational Behavior and Human Decision Processes
vol.
69
,
(February 01, 1997):
117
-32
.
- Type
-
Journal Article
.
“Beyond Pleasure and Pain.”
American Psychologist
vol.
52
,
(January 01, 1997):
1280
-1300
.
- Type
-
Working Paper
.
It's Just Water? The Effect of Mindset and Shared Reality on the Physical, Psychological and Performance Effects of Water. January 01, 2013.
- Type
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Working Paper
.
Social Networks and Subjective Well-Being: The Effect of Regulatory Fit. December 01, 2010.
- Type
-
Newspaper/Magazine Article
Echterhoff, G. and E. Tory Higgins
.
“Special Issue: Shared Reality.”
Current Opinion in Psychology
.
Forthcoming.
- Type
-
Newspaper/Magazine Article
.
“Male and female entrepreneurs get asked different questions by VCs — and it affects how much funding they get.”
Harvard Business Review.
.
June 27, 2017.
- Type
-
Newspaper/Magazine Article
.
“Transforming Water: Social Influence Moderates Psychological, Physiological, and Functional Response to a Placebo Product.”
PLOS ONE
.
January 01, 2016.
- Type
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Book
Halvorson, Heidi Grant and E. Tory Higgins
.
Focus: Use Different Ways of Seeing the World for Success and Influence. New York
:
Hudson Street Press
,
2013.
- Type
-
Book
.
Beyond Pleasure and Pain: How Motivation Works.
New York
:
Oxford University Press
,
2012.
- Type
-
Book
.
Handbook of Theories of Social Psychology.
London
:
SAGE
,
2012.
- Type
-
Chapter
Cornwell, J.F.M. and E. Tory Higgins
.
“The Tripartite Motivational Human Essence.”
In The Oxford Handbook of the Human Essence
,
edited by M. Van Zomeren & J.F. Dovidio
,
71
-82
.
New York
:
Oxford University Press
,
2018.
- Type
-
Chapter
.
“Motivation Science in Social Psychology: A Tale of Two Histories.”
In
Handbook of the History of Social Psychology
,
edited by A. W. Kruglanski and W. Stroebe
,
Philadelphia
:
Psychology Press
,
2011.
- Type
-
Chapter
.
“Accessibility theory.”
In
Handbook of theories of social psychology
,
edited by P. Van Lange, A. W. Kruglanski, and E. T. Higgins
,
75
-96
.
New York
:
SAGE
,
2011.
- Type
-
Chapter
.
“Regulatory focus theory.”
In
Handbook of theories of social psychology
,
edited by P. Van Lange, A. W. Kruglanski, and E. T. Higgins
,
483
-504
.
Thousand Oaks, CA
:
SAGE
,
2011.
- Type
-
Chapter
Scholer, Abigail and E. Tory Higgins
.
“Promotion and prevention systems: Regulatory focus dynamics within self-regulatory hierarchies.”
In Handbook of Self-Regulation: Research, Theory, and Applications
,
edited by K. D. Vohs and R. F. Baumeister
,
143
-161
.
New York
:
Guilford
,
2011.
- Type
-
Chapter
.
“Sharing inner states: A defining feature of human motivation.”
In
Grounding sociality: Neurons, minds, and culture
,
edited by G. R. Semin and G. Echterhoff
,
149
-174
.
New York New York
:
Psychology Press
,
2011.
- Type
-
Chapter
Echterhoff, Gerald and E. Tory Higgins
.
“How communication shapes memory: Shared reality and implications for culture.”
In Grounding sociality: Neurons, minds, and culture
,
edited by G. R. Semin & G. Echterhoff
,
115
-148
.
New York New York
:
Psychology Press
,
2010.
- Type
-
Chapter
Scholer, Abigail and E. Tory Higgins
.
“Conflict and control at different levels of self-regulation.”
In Self Control in Society, Mind, and Brain
,
edited by Ran Hassin, Kevin Ochsner, and Yaacov Trope
,
312
-335
.
New York
:
Oxford University Press
,
2010.
- Type
-
Chapter
.
“Modes of self-regulation: Assessment and locomotion as independent determinants in goal-pursuit.”
In
Handbook of Personality and Self-Regulation
,
edited by Rick H. Hoyle
,
374
-402
.
Boston
:
Blackwell
,
2010.
- Type
-
Chapter
Scholer, Abigail and E. Tory Higgins
.
“Regulatory focus in a demanding world.”
In Handbook of personality and self-regulation
,
edited by Rick H. Hoyle
,
291
-314
.
Malden, MA
:
Blackwell
,
2010.
- Type
-
Chapter
.
“Part IV: Psychology.”
In
Quantitative Models and Methods: A Tour of the Social Sciences
,
edited by Andrew Gelman and Jeronimo Cortina
,
271
-302
.
Cambridge
:
Cambridge University Press
,
2009.
- Type
-
Chapter
Scholer, Abigail and E. Tory Higgins
.
“Distinguishing levels of approach and avoidance: An analysis using regulatory focus theory.”
In Handbook of approach and avoidance motivation
,
edited by Andrew J. Elliot
,
489
-504
.
New York
:
Taylor & Francis Group
,
2008.
- Type
-
Chapter
Higgins, E. Tory and Scott Spiegel
.
“Promotion and prevention strategies for self-regulation: A motivated cognition perspective.”
In Handbook of Self-Regulation: Research, Theory, and Applications, 2nd ed.
,
edited by Roy F. Baumeister and Kathleen D. Vohs
,
New York
:
Guilford
,
2007.
- Type
-
Chapter
.
“Promotion and Prevention in Consumer Decision-Making: The State of the Art and Theoretical Propositions.”
In
Inside Consumption: Consumer Motives, Goals, and Desires
,
edited by S. Ratneshwar and David Glen Mick
,
8
-43
.
Abingdon, Oxon
:
Routledge
,
2005.
- Type
-
Chapter
.
“Promotion and Prevention: Regulatory Focus as a Motivational Principle.”
In
Advances in Experimental Social Psychology, Volume 30
,
edited by M. P. Zanna
,
1
-47
.
New York
:
Academic Press
,
1998.
This faculty member has no associated courses currently. Please check back next semester.
- Type
- In the Media