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  1. Directory
  2. Faculty
  3. E. Tory Higgins

E. Tory Higgins

Professor of Business
Management Division
E. Tory Higgins
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

  • Research
  • Teaching
  • Awards and Honors
  • Press
  • CaseWorks
  • Journal articles
  • Working papers
  • Articles
  • Books
  • Chapters
Journal Article
Higgins, E. Tory, D. Kanze, L. Huang, and Conley M.A.
. “The Loss of Loss Aversion: Paying Attention to Reference Points.”
Journal of Consumer Psychology
vol.
28
, (January 01, 2018):
523
-
532
.
Explore Further about The Loss of Loss Aversion: Paying Attention to Reference Points
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
.
Explore Further about Special Issue: Interdisciplinary Research in Motivation Science
Journal Article
Kim, H., S. Shin, C.J. Heath, Q. Zhang, and E. Tory Higgins
. “Regulatory mode and willingness to increase retirement savings contributions.”
Journal of Applied Social Psychology
vol.
47
, (August 01, 2017):
436
-
445
.
Explore Further about Regulatory mode and willingness to increase retirement savings contributions
Journal Article
Cornwell, J.F., B. Franks, and E. Tory Higgins
. “How the "Truth" Self Relates to Altruism: When Your Problem Is Mine.”
Social Cognition
vol.
35
, (April 01, 2017):
204
-
266
.
Explore Further about How the "Truth" Self Relates to Altruism: When Your Problem Is Mine
Download PDF on How the "Truth" Self Relates to Altruism: When Your Problem Is Mine
Journal Article
Chun, J.S., Daniel Ames , J.N. Uribe, and E. Tory Higgins
. “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
.
Explore Further about Who do we think of as good judges? Those who agree with about us
Journal Article
Chernikova, M., C. Lo Destro, A. Pierro, E. Tory Higgins , and A.W. Kruglanski
. “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
.
Explore Further about A multilevel analysis of person-group regulatory-mode complementarity: The moderating role of group-task interdependence
Journal Article
Cornwell, J.F.M., B. Franks, and E. Tory Higgins
. “Shared reality makes life meaningful: Are we really going in the right direction?”
Motivation Science
vol.
3
, (January 01, 2017):
260
-
274
.
Explore Further about Shared reality makes life meaningful: Are we <em>really</em> going in the right direction?
Journal Article
Echterhoff, G., R. Kopietz, and E. Tory Higgins
. “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
.
Explore Further about Shared Reality in Intergroup Communication: Increasing the Epistemic Authority of an Out-Group Audience
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
.
Explore Further about Management and regulatory focus: Three new domains of application
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
.
Explore Further about Creating shared reality in interpersonal and intergroup communication: The role of epistemic processes and their interplay
Journal Article
Chernikova, M., C. Lo Destro, R. Mauro, Antonio Pierro, Arie Kruglanski, and E. Tory Higgins
. “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
.
Explore Further about Different strokes for different folks: Effects of regulatory mode complementarity and task complexity on performance
Journal Article
Foerde, K., E. Braun, E. Tory Higgins , and D. Shohamy
. “Motivational modes and learning in Parkinson's disease.”
Social cognitive and affective neuroscience
vol.
10
, (August 01, 2015):
1066
-
1073
.
Explore Further about Motivational modes and learning in Parkinson&#39;s disease
Journal Article
Zou, C., Paul Ingram , and E. Tory Higgins
. “Social Networks and Life Satisfaction: The Interplay of Network Density and Regulatory Focus.”
Motivation and Emotion
vol.
39
, (January 01, 2015):
693
-
713
.
Explore Further about Social Networks and Life Satisfaction: The Interplay of Network Density and Regulatory Focus
Download PDF on Social Networks and Life Satisfaction: The Interplay of Network Density and Regulatory Focus
Journal Article
Strauman, Timothy, Y. Socolar, L. Kwapil, J. Cornwell, B. Franks, S. Sehnert, and E. Tory Higgins
. “Microinterventions targeting regulatory focus and regulatory fit selectively reduce dysphoric and anxious mood.”
Behavior Research and Therapy
vol.
72
, (January 01, 2015):
18
-
29
.
Explore Further about Microinterventions targeting regulatory focus and regulatory fit selectively reduce dysphoric and anxious mood
Journal Article
Pierro, Antonio, Mauro Giacomantonio, Lucia Mannetti, E. Tory Higgins , and Arie Kruglanski
. “Leaders as planners and movers: Supervisors' regulatory modes and subordinates' performance.”
Journal of Applied Social Psychology
vol.
42
, (January 01, 2012):
2564
-
2582
.
Explore Further about Leaders as planners and movers: Supervisors&#39; regulatory modes and subordinates&#39; performance
Journal Article
Klenk, Megan, Timothy Strauman, and E. Tory Higgins
. “Regulatory focus and anxiety: A self-regulatory model of GAD-Depression comorbidity.”
Personality and Individual Differences
vol.
50
, (May 01, 2011):
935
-
943
.
Explore Further about Regulatory focus and anxiety: A self-regulatory model of GAD-Depression comorbidity
Journal Article
Zhang, Shu, E. Tory Higgins , and Guoquan Chen
. “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
.
Explore Further about Managing Others Like You Were Managed: How Prevention Focus Motivates Copying Interpersonal Norms
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
.
Explore Further about Liking the same things, but doing things differently: Outcome versus strategic compatibility in partner preferences for joint tasks
Download PDF on Liking the same things, but doing things differently: Outcome versus strategic compatibility in partner preferences for joint tasks
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
.
Explore Further about On &#34;feeling right&#34; in cultural contexts: How person-culture match affects self-esteem and subjective well-being
Download PDF on On &#34;feeling right&#34; in cultural contexts: How person-culture match affects self-esteem and subjective well-being
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
.
Explore Further about My way: How strategic preferences vary by negotiator role and regulatory focus
Download PDF on My way: How strategic preferences vary by negotiator role and regulatory focus
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
.
Explore Further about Motivation in Mental Accessibility: Relevance of a Representation (ROAR) as a New Framework
Download PDF on Motivation in Mental Accessibility: Relevance of a Representation (ROAR) as a New Framework
Journal Article
Cesario, Joseph, Jason Plaks, Nao Hagiwara, Carlos Navarrete, and E. Tory Higgins
. “The ecology of automaticity: How situational contingencies shape action semantics and social behavior.”
Psychological Science
vol.
21
, (September 15, 2010):
1311
-
1317
.
Explore Further about The ecology of automaticity: How situational contingencies shape action semantics and social behavior
Download PDF on The ecology of automaticity: How situational contingencies shape action semantics and social behavior
Journal Article
Scholer, Abigail, Xi Zou, Kentaro Fujita, Steven J. Stroessner, and E. Tory Higgins
. “When risk seeking becomes a motivational necessity.”
Journal of Personality and Social Science
vol.
99
, (August 01, 2010):
215
-
31
.
Explore Further about When risk seeking becomes a motivational necessity
Journal Article
Kopietz, Renee, Jens Hellman, E. Tory Higgins , and Gerald Echterhoff
. “Shared reality effects on memory: Communicating to fulfill epistemic needs.”
Social Cognition
vol.
28
, (June 14, 2010):
353
-
378
.
Explore Further about Shared reality effects on memory: Communicating to fulfill epistemic needs
Download PDF on Shared reality effects on memory: Communicating to fulfill epistemic needs
Journal Article
Appelt, Kirstin, Xi Zou, and E. Tory Higgins
. “Feeling right or being right: When strong assessment yields strong correction.”
Motivation and Emotion
vol.
34
, (June 04, 2010):
316
-
324
.
Explore Further about Feeling right or being right: When strong assessment yields strong correction
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
.
Explore Further about Regulatory focus and political decision making: When people favor reform over the status quo
Download PDF on Regulatory focus and political decision making: When people favor reform over the status quo
Journal Article
Mannetti, Lucia, Mauro Giacomantonio, E. Tory Higgins , Antonio Pierro, and Arie Kruglanski
. “Tailoring visual images to fit: Value creation in persuasive messages.”
European Journal of Social Psychology
vol.
40
, (March 01, 2010):
206
-
215
.
Explore Further about Tailoring visual images to fit: Value creation in persuasive messages
Download PDF on Tailoring visual images to fit: Value creation in persuasive messages
Journal Article
Higgins, E. Tory, Joseph Cesario, Nao Hagiwara, Scott Spiegel, and Thane Pittman
. “Increasing or decreasing interest in activities: The role of regulatory fit.”
Journal of Personality and Social Psychology
vol.
98
, (January 01, 2010):
559
-
572
.
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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
.
Explore Further about Engaging the Consumer: The Science and Art of the Value Creation Process
Download PDF on Engaging the Consumer: The Science and Art of the Value Creation Process
Journal Article
Higgins, E. Tory
. “Value From Hedonic Experience and Engagement.”
Psychological Review
vol.
113
, (January 01, 2006):
439
-
460
.
Explore Further about Value From Hedonic Experience <em>and</em> Engagement
Download PDF on Value From Hedonic Experience <em>and</em> Engagement
Journal Article
Brockner, Joel, E. Tory Higgins , and Murray Low
. “Regulatory Focus Theory and the Entrepreneurial Process.”
Journal of Business Venturing
vol.
19
, (January 01, 2004):
203
-
20
.
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Journal Article
Higgins, E. Tory
. “Categorization Under Uncertainty: Resolving Vagueness and Ambiguity with Eager Versus Vigilant Strategies.”
Social Cognition
vol.
25
, (January 01, 2004):
248
-
77
.
Explore Further about Categorization Under Uncertainty: Resolving Vagueness and Ambiguity with Eager Versus Vigilant Strategies
Download PDF on Categorization Under Uncertainty: Resolving Vagueness and Ambiguity with Eager Versus Vigilant Strategies
Journal Article
Higgins, E. Tory, Lorraine Idson, Antonio Freitas, Scott Spiegel, and Daniel Molden
. “Transfer of Value from Fit.”
Journal of Personality and Social Psychology
vol.
84
, (June 01, 2003):
1140
-
53
.
Explore Further about Transfer of Value from Fit
Download PDF on Transfer of Value from Fit
Journal Article
Brockner, Joel, Srikanth Paruchuri, Lorraine Idson, and E. Tory Higgins
. “Regulatory Focus and the Probability Estimates of Conjunctive and Disjunctive Events.”
Organizational Behavior and Human Decision Processes
vol.
87
, (January 01, 2002):
5
-
24
.
Explore Further about Regulatory Focus and the Probability Estimates of Conjunctive and Disjunctive Events
Download PDF on Regulatory Focus and the Probability Estimates of Conjunctive and Disjunctive Events
Journal Article
F&ouml;rster, Jens, Heidi Grant, Lorraine Idson, and E. Tory Higgins
. “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
.
Explore Further about Success/Failure Feedback, Expectancies, and Approach/Avoidance Motivation: How Regulatory Focus Moderates Classic Relations
Download PDF on Success/Failure Feedback, Expectancies, and Approach/Avoidance Motivation: How Regulatory Focus Moderates Classic Relations
Journal Article
Liberman, Nira, Daniel Molden, Lorraine Idson, and E. Tory Higgins
. “Promotion and Prevention Focus on Alternative Hypotheses: Implications for Attributional Functions.”
Journal of Personality and Social Psychology
vol.
80
, (March 01, 2001):
5
-
18
.
Explore Further about Promotion and Prevention Focus on Alternative Hypotheses: Implications for Attributional Functions
Download PDF on Promotion and Prevention Focus on Alternative Hypotheses: Implications for Attributional Functions
Journal Article
Higgins, E. Tory
. “Making a Good Decision: Value from Fit.”
American Psychologist
vol.
55
, (November 01, 2000):
1217
-
30
.
Explore Further about Making a Good Decision: Value from Fit
Journal Article
Idson, Lorraine, Nira Liberman, and E. Tory Higgins
. “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
.
Explore Further about Distinguishing Gains from Nonlosses and Losses from Nongains: A Regulatory Focus Perspective on Hedonic Intensity
Download PDF on Distinguishing Gains from Nonlosses and Losses from Nongains: A Regulatory Focus Perspective on Hedonic Intensity
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
.
Explore Further about Regulatory Focus and Strategic Inclinations: Promotion and Prevention in Decision-Making
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Journal Article
Higgins, E. Tory
. “Beyond Pleasure and Pain.”
American Psychologist
vol.
52
, (January 01, 1997):
1280
-
1300
.
Explore Further about Beyond Pleasure and Pain
Working Paper
Phillips, Damon and E. Tory Higgins
. It's Just Water? The Effect of Mindset and Shared Reality on the Physical, Psychological and Performance Effects of Water. January 01, 2013.
Explore Further about It's Just Water? The Effect of Mindset and Shared Reality on the Physical, Psychological and Performance Effects of Water
Working Paper
Zou, Xi, Paul Ingram , and E. Tory Higgins
. Social Networks and Subjective Well-Being: The Effect of Regulatory Fit. December 01, 2010.
Explore Further about Social Networks and Subjective Well-Being: The Effect of Regulatory Fit
Newspaper/Magazine Article
Echterhoff, G. and E. Tory Higgins
. “Special Issue: Shared Reality.”
Current Opinion in Psychology
. Forthcoming.
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Newspaper/Magazine Article
Kanze, D., L. Huang, M.A. Conley, and E. Tory Higgins
. “Male and female entrepreneurs get asked different questions by VCs — and it affects how much funding they get.”
Harvard Business Review.
. June 27, 2017.
Explore Further about Male and female entrepreneurs get asked different questions by VCs &mdash; and it affects how much funding they get
Newspaper/Magazine Article
Crum, A.J., D.J. Phillips, J.P. Goyer, Modupe Akinola , and E. Tory Higgins
. “Transforming Water: Social Influence Moderates Psychological, Physiological, and Functional Response to a Placebo Product.”
PLOS ONE
. January 01, 2016.
Explore Further about Transforming Water: Social Influence Moderates Psychological, Physiological, and Functional Response to a Placebo Product
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.
Explore Further about Focus: Use Different Ways of Seeing the World for Success and Influence
Book
Higgins, E. Tory
. Beyond Pleasure and Pain: How Motivation Works. 
New York
:
Oxford University Press
, 2012.
Explore Further about Beyond Pleasure and Pain: How Motivation Works
Book
Higgins, E. Tory, Paul A. M. Van Lange, and Arie Kruglanski
. Handbook of Theories of Social Psychology. 
London
:
SAGE
, 2012.
Explore Further about Handbook of Theories of Social Psychology
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.
Explore Further about The Tripartite Motivational Human Essence
Chapter
Higgins, E. Tory
. “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.
Explore Further about Motivation Science in Social Psychology: A Tale of Two Histories
Chapter
Higgins, E. Tory
. “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.
Explore Further about Accessibility theory
Chapter
Higgins, E. Tory
. “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.
Explore Further about Regulatory focus theory
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.
Explore Further about Promotion and prevention systems: Regulatory focus dynamics within self-regulatory hierarchies
Chapter
Higgins, E. Tory
. “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.
Explore Further about Sharing inner states: A defining feature of <em>human</em> motivation
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.
Explore Further about How communication shapes memory: Shared reality and implications for culture
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.
Explore Further about Conflict and control at different levels of self-regulation
Chapter
Kruglanski, Arie, Edward Orehek, E. Tory Higgins , Antonio Pierro, and Edith Shalev
. “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.
Explore Further about Modes of self-regulation: Assessment and locomotion as independent determinants in goal-pursuit
Download PDF on Modes of self-regulation: Assessment and locomotion as independent determinants in goal-pursuit
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.
Explore Further about Regulatory focus in a demanding world
Chapter
Higgins, E. Tory, Elke Weber, and Heidi Grant
. “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.
Explore Further about Part IV: Psychology
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.
Explore Further about Distinguishing levels of approach and avoidance: An analysis using regulatory focus theory
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.
Explore Further about Promotion and prevention strategies for self-regulation: A motivated cognition perspective
Download PDF on Promotion and prevention strategies for self-regulation: A motivated cognition perspective
Chapter
Pham, Michel Tuan and E. Tory Higgins
. “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.
Explore Further about Promotion and Prevention in Consumer Decision-Making: The State of the Art and Theoretical Propositions
Download PDF on Promotion and Prevention in Consumer Decision-Making: The State of the Art and Theoretical Propositions
Chapter
Higgins, E. Tory
. “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.
Explore Further about Promotion and Prevention: Regulatory Focus as a Motivational Principle
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  • Courses
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B8564: Motivation Science
View Course on Motivation Science
  • Awards & Honors
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In the Media

Nobody Respects Clemson, According to Clemson

The Wall Street Journal
In the Media

Mission Statements That Put Action Over Thought Lead to Discrimination Complaints, Study Finds

Fortune
In the Media

Do Women Entrepreneurs Get Less VC Funding? Wharton and Columbia Researchers Find a Large Gender Gap

MetroMBA
In the Media

Are Female Founders Prone to Failure? Study Shows ‘Implicit’ Stereotype Fuels Funding Gap

The Wall Street Journal
Article

Professor Tory Higgins Wins Presidential Teaching Award

Read More about Professor Tory Higgins Wins Presidential Teaching Award
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