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Securing foundations and advancing frontiers: Prevention and promotion effects on judgment & decision making

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  • Higgins, E. Tory
  • Cornwell, James F.M.

Abstract

Over the past two decades, research testing regulatory focus theory has made multiple contributions to understanding better many different psychological issues. In this article, we detail the foundations of regulatory focus theory, its wide-ranging impact, and its implications in particular for understanding the motivational underpinnings of judgment and decision making. We then explore new developments regarding the interactions between regulatory focus and the psychological experience of being above or below the status quo, and note how this research helps to further distinguish regulatory focus from more general models of approach-avoidance. We then close with a discussion of new research on the relation among regulatory focus, politics, and culture, and between regulatory focus and ethics—both of which may be of special interest to organizational psychologists and decision scientists.

Suggested Citation

  • Higgins, E. Tory & Cornwell, James F.M., 2016. "Securing foundations and advancing frontiers: Prevention and promotion effects on judgment & decision making," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 56-67.
    • Handle: RePEc:eee:jobhdp:v:136:y:2016:i:c:p:56-67
    DOI: 10.1016/j.obhdp.2016.04.005
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    References listed on IDEAS

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    1. Lee, Angela Y. & Aaker, Jennifer L. & Gardner, Wendi L., 2000. "The Pleasures and Pains of Distinct Self-Construals: The Role of Interdependence in Regulatory Focus," Research Papers 1577r, Stanford University, Graduate School of Business.
    2. Pham, Michel Tuan & Avnet, Tamar, 2009. "Contingent reliance on the affect heuristic as a function of regulatory focus," Organizational Behavior and Human Decision Processes, Elsevier, vol. 108(2), pages 267-278, March.
    3. 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.
    4. Daniel Kahneman & Amos Tversky, 2013. "Prospect Theory: An Analysis of Decision Under Risk," World Scientific Book Chapters, in: Leonard C MacLean & William T Ziemba (ed.), HANDBOOK OF THE FUNDAMENTALS OF FINANCIAL DECISION MAKING Part I, chapter 6, pages 99-127, World Scientific Publishing Co. Pte. Ltd..
    5. Halamish, Vered & Liberman, Nira & Higgins, E. Tory & Idson, Lorraine Chen, 2008. "Regulatory focus effects on discounting over uncertainty for losses vs. gains," Journal of Economic Psychology, Elsevier, vol. 29(5), pages 654-666, November.
    6. Gino, Francesca & Margolis, Joshua D., 2011. "Bringing ethics into focus: How regulatory focus and risk preferences influence (Un)ethical behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 115(2), pages 145-156, July.
    7. Forster, Jens & Higgins, E. Tory & Bianco, Amy Taylor, 2003. "Speed/accuracy decisions in task performance: Built-in trade-off or separate strategic concerns?," Organizational Behavior and Human Decision Processes, Elsevier, vol. 90(1), pages 148-164, January.
    8. Brockner, Joel & Higgins, E. Tory, 2001. "Regulatory Focus Theory: Implications for the Study of Emotions at Work," Organizational Behavior and Human Decision Processes, Elsevier, vol. 86(1), pages 35-66, September.
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    Cited by:

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    2. Michail D. Kokkoris, 2018. "When the purpose lies within: Maximizers and satisfaction with autotelic choices," Marketing Letters, Springer, vol. 29(1), pages 73-85, March.
    3. Malmström, Malin & Voitkane, Aija & Johansson, Jeaneth & Wincent, Joakim, 2020. "What do they think and what do they say? Gender bias, entrepreneurial attitude in writing and venture capitalists’ funding decisions," Journal of Business Venturing Insights, Elsevier, vol. 13(C).
    4. Mateja Drnovšek & Sanda Franiæ & Alenka Slavec, 2018. "Exploring antecedents of business angels’ intention to invest," Zbornik radova Ekonomskog fakulteta u Rijeci/Proceedings of Rijeka Faculty of Economics, University of Rijeka, Faculty of Economics and Business, vol. 36(2), pages 701-734.
    5. Xin Liu, 2019. "The Role of Enterprise Risk Management in Sustainable Decision-Making: A Cross-Cultural Comparison," Sustainability, MDPI, vol. 11(10), pages 1-15, May.

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