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Hope and self-regulatory goals applied to an advertising context: Promoting prevention stimulates goal-directed behavior


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  • Poels, Karolien
  • Dewitte, Siegfried
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    Article provided by Elsevier in its journal Journal of Business Research.

    Volume (Year): 61 (2008)
    Issue (Month): 10 (October)
    Pages: 1030-1040

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    Handle: RePEc:eee:jbrese:v:61:y:2008:i:10:p:1030-1040

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    1. Bougie, J.R.G. & Pieters, R. & Zeelenberg, M., 2003. "Angry customers don't come back, they get back: The experience and behavioral implications of anger and dissatisfaction in services," Open Access publications from Tilburg University urn:nbn:nl:ui:12-123756, Tilburg University.
    2. Zeelenberg, M. & Pieters, R., 1999. "On service delivery that might have been: Behavioral responses to disappointment and regret," Open Access publications from Tilburg University urn:nbn:nl:ui:12-80654, Tilburg University.
    3. Pieters, R. & Baumgartner, H. & Allen, D., 1995. "A means-end chain approach to consumers' goal structures," Open Access publications from Tilburg University urn:nbn:nl:ui:12-378581, Tilburg University.
    4. Gustavo de Mello & Deborah J. MacInnis & David W. Stewart, 2007. "Threats to Hope: Effects on Reasoning about Product Information," Journal of Consumer Research, University of Chicago Press, vol. 34(2), pages 153-161, 06.
    5. Aaker, Jennifer L. & Lee, Angela Y., 2006. "Understanding Regulatory Fit," Research Papers 1910, Stanford University, Graduate School of Business.
    6. Pham, Michel Tuan & Avnet, Tamar, 2004. " Ideals and Oughts and the Reliance on Affect versus Substance in Persuasion," Journal of Consumer Research, University of Chicago Press, vol. 30(4), pages 503-18, March.
    7. Crowe, Ellen & Higgins, E. Tory, 1997. "Regulatory Focus and Strategic Inclinations: Promotion and Prevention in Decision-Making," Organizational Behavior and Human Decision Processes, Elsevier, vol. 69(2), pages 117-132, February.
    8. Maria J. Louro & Rik Pieters & Marcel Zeelenberg, 2005. "Negative Returns on Positive Emotions: The Influence of Pride and Self-Regulatory Goals on Repurchase Decisions," Journal of Consumer Research, University of Chicago Press, vol. 31(4), pages 833-840, 03.
    9. Louro, M.J.S. & Pieters, R. & Zeelenberg, M., 2005. "Negative returns on positive emotions: The influence of pride and self-regulatory goals on repurchase decisions," Open Access publications from Tilburg University urn:nbn:nl:ui:12-148718, Tilburg University.
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    Cited by:
    1. Chatterjee, Subimal & Malshe, Ashwin Vinod & Heath, Timothy B., 2010. "The effect of mixed versus blocked sequencing of promotion and prevention features on brand evaluation: The moderating role of regulatory focus," Journal of Business Research, Elsevier, vol. 63(12), pages 1290-1294, December.
    2. Bu, Kyunghee & Kim, Donghoon & Son, Jungmin, 2013. "Is the culture–emotion fit always important?," Journal of Business Research, Elsevier, vol. 66(8), pages 983-988.
    3. Ho, Shu-Hsun & Putthiwanit, Chutinon & Lin, Chia-Yin, 2011. "May I continue or should I stop? the effects of regulatory focus and message framings on video game players’ self-control," MPRA Paper 33544, University Library of Munich, Germany.


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