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The effect of regulatory focus on the shape of probability-weighting function: Evidence from a cross-modality matching method

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  • Kluger, Avraham N.
  • Stephan, Elena
  • Ganzach, Yoav
  • Hershkovitz, Meirav

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  • Kluger, Avraham N. & Stephan, Elena & Ganzach, Yoav & Hershkovitz, Meirav, 2004. "The effect of regulatory focus on the shape of probability-weighting function: Evidence from a cross-modality matching method," Organizational Behavior and Human Decision Processes, Elsevier, vol. 95(1), pages 20-39, September.
    • Handle: RePEc:eee:jobhdp:v:95:y:2004:i:1:p:20-39
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    1. Brockner, Joel & Paruchuri, Srikanth & Idson, Lorraine Chen & Higgins, E. Tory, 2002. "Regulatory Focus and the Probability Estimates of Conjunctive and Disjunctive Events," Organizational Behavior and Human Decision Processes, Elsevier, vol. 87(1), pages 5-24, January.
    2. Tversky, Amos & Kahneman, Daniel, 1992. "Advances in Prospect Theory: Cumulative Representation of Uncertainty," Journal of Risk and Uncertainty, Springer, vol. 5(4), pages 297-323, October.
    3. Windschitl, Paul D. & Young, Michael E., 2001. "The Influence of Alternative Outcomes on Gut-Level Perceptions of Certainty," Organizational Behavior and Human Decision Processes, Elsevier, vol. 85(1), pages 109-134, May.
    4. Amos Tversky & Daniel Kahneman, 1991. "Loss Aversion in Riskless Choice: A Reference-Dependent Model," The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 106(4), pages 1039-1061.
    5. Rettinger, David A. & Hastie, Reid, 2001. "Content Effects on Decision Making," Organizational Behavior and Human Decision Processes, Elsevier, vol. 85(2), pages 336-359, July.
    6. 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..
    7. Camerer, Colin F & Ho, Teck-Hua, 1994. "Violations of the Betweenness Axiom and Nonlinearity in Probability," Journal of Risk and Uncertainty, Springer, vol. 8(2), pages 167-196, March.
    8. Wang, X. T., 1996. "Framing Effects: Dynamics and Task Domains," Organizational Behavior and Human Decision Processes, Elsevier, vol. 68(2), pages 145-157, November.
    9. George Wu & Richard Gonzalez, 1996. "Curvature of the Probability Weighting Function," Management Science, INFORMS, vol. 42(12), pages 1676-1690, December.
    10. Payne, John W. & Bettman, James R. & Luce, Mary Frances, 1996. "When Time Is Money: Decision Behavior under Opportunity-Cost Time Pressure," Organizational Behavior and Human Decision Processes, Elsevier, vol. 66(2), pages 131-152, May.
    11. 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.
    12. Heath, Chip & Tversky, Amos, 1991. "Preference and Belief: Ambiguity and Competence in Choice under Uncertainty," Journal of Risk and Uncertainty, Springer, vol. 4(1), pages 5-28, January.
    13. Shapira, Zur, 1989. "Task choice and assigned goals as determinants of task motivation and performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 44(2), pages 141-165, October.
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    Cited by:

    1. Venus, Merlijn & Stam, Daan & van Knippenberg, Daan, 2013. "Leader emotion as a catalyst of effective leader communication of visions, value-laden messages, and goals," Organizational Behavior and Human Decision Processes, Elsevier, vol. 122(1), pages 53-68.
    2. Les Tien-Shang Lee, 2013. "The Antecedents and Mediators of New Product Development Success," Diversity, Technology, and Innovation for Operational Competitiveness: Proceedings of the 2013 International Conference on Technology Innovation and Industrial Management,, ToKnowPress.
    3. Nathalie Etchart-Vincent, 2009. "Probability weighting and the ‘level’ and ‘spacing’ of outcomes: An experimental study over losses," Journal of Risk and Uncertainty, Springer, vol. 39(1), pages 45-63, August.
    4. Anton Kühberger & Christian Wiener, 2012. "Explaining Risk Attitude in Framing Tasks by Regulatory Focus: A Verbal Protocol Analysis and a Simulation Using Fuzzy Logic," Decision Analysis, INFORMS, vol. 9(4), pages 359-372, December.
    5. Botzen, W.J. Wouter & de Boer, Joop & Terpstra, Teun, 2013. "Framing of risk and preferences for annual and multi-year flood insurance," Journal of Economic Psychology, Elsevier, vol. 39(C), pages 357-375.
    6. de Boer, Joop & Boersema, Jan J. & Aiking, Harry, 2009. "Consumers' motivational associations favoring free-range meat or less meat," Ecological Economics, Elsevier, vol. 68(3), pages 850-860, January.
    7. Giessner, Steffen R. & Stam, Daan & Kerschreiter, Rudolf & Verboon, Danny & Salama, Ibrahim, 2020. "Goal-setting reloaded: The influence of minimal and maximal goal standards on task satisfaction and goal striving after performance feedback," Organizational Behavior and Human Decision Processes, Elsevier, vol. 161(C), pages 228-241.
    8. Luo, Yong (Eddie) & Wong, Veronica & Chou, Ting-Jui, 2016. "The role of product newness in activating consumer regulatory goals," International Journal of Research in Marketing, Elsevier, vol. 33(3), pages 600-611.

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