E. Tory Higgins

Columbia Business School - Management

3022 Broadway

New York, NY 10027

United States

SCHOLARLY PAPERS

18

DOWNLOADS
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Top 19,072

in Total Papers Downloads

2,483

CITATIONS
Rank 9,684

SSRN RANKINGS

Top 9,684

in Total Papers Citations

86

Scholarly Papers (18)

1.

Promotion and Prevention in Consumer Decision Making: State of the Art and Theoretical Propositions

INSIDE CONSUMPTION: FRONTIERS OF RESEARCH ON CONSUMER MOTIVES, GOALS, AND DESIRES, S. Ratneshwar, David Glen Mick, eds., Routledge
Number of pages: 61 Posted: 02 Aug 2004
Michel Tuan Pham and E. Tory Higgins
Columbia University - Columbia Business School and Columbia Business School - Management
Downloads 1,310 (14,256)

Abstract:

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Judgment, decision making, motivation, self-regulation, consumer behavior, regulatory focus theory

2.

Engaging the Consumer: The Science and Art of the Value Creation Process

Journal of Consumer Psychology, Vol. 19, No. 2, pp. 100-114, 2009, Columbia Business School Research Paper
Number of pages: 49 Posted: 30 Oct 2011
E. Tory Higgins and Abigail A. Scholer
Columbia Business School - Management and Independent
Downloads 592 (44,344)

Abstract:

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3.

How Regulatory Fit Affects Value in Consumer Choices and Opinions

Avnet, Tamar and E. Tory Higgins (2006). “How Regulatory Fit Impacts Value in Consumer Choices and Opinions”, Journal of Marketing Research, Vol. 43, (1) Feb., 1-10.
Number of pages: 19 Posted: 16 Aug 2012
Tamar Avnet and E. Tory Higgins
Yeshiva University - Syms School of Business and Columbia Business School - Management
Downloads 170 (174,718)
Citation 1

Abstract:

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Fit, value

4.

Role of Status in Strategic Choices and Outcomes in Negotiations

IACM 23rd Annual Conference Paper
Number of pages: 5 Posted: 21 May 2010
Poonam Arora, Kirstin C. Appelt and E. Tory Higgins
Columbia University, University of British Columbia (UBC) - Sauder School of Business and Columbia Business School - Management
Downloads 89 (283,931)

Abstract:

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5.

On 'Feeling Right' in Cultural Contexts: How Person-Culture Match Affects Self-Esteem and Subjective Well-Being

Psychological Science, Vol. 21, No. 11, pp. 1563-1569, 2010 , Columbia Business School Research Paper
Number of pages: 8 Posted: 30 Oct 2011
National University of Singapore (NUS), University of Maryland, University of Maryland - Department of Psychology, University of Illinois at Urbana-Champaign, Sapienza University of Rome, Columbia Business School - Management and affiliation not provided to SSRN
Downloads 68 (332,443)
Citation 1

Abstract:

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6.

Locomotion, Assessment, and Regulatory Fit: Value Transfer from 'How' to 'What'

Journal of Experimental Social Psychology, Vol. 39 (5), 525-530, 2003
Number of pages: 22 Posted: 16 Aug 2012
Tamar Avnet and E. Tory Higgins
Yeshiva University - Syms School of Business and Columbia Business School - Management
Downloads 62 (348,709)
Citation 3

Abstract:

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Regulation Mode, Assessment, Locomotion, Value-from-fit, Outcome Value

7.

My Way: Strategic Preferences Vary by Negotiator Role and Regulatory Focus

IACM 23rd Annual Conference Paper
Number of pages: 23 Posted: 19 May 2010
Kirstin C. Appelt and E. Tory Higgins
University of British Columbia (UBC) - Sauder School of Business and Columbia Business School - Management
Downloads 58 (360,340)

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8.

Shared Reality Effects on Memory: Communicating to Fulfill Epistemic Needs

Social Cognition, Vol. 28, No. 3, pp. 353-378, June 2010, Columbia Business School Research Paper
Number of pages: 27 Posted: 30 Oct 2011
Columbia Business School - Management, affiliation not provided to SSRN, affiliation not provided to SSRN and University of Muenster
Downloads 53 (376,049)

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9.

Role Effects in Coordination: Collaborators and Competitors Vary in Focal Point Choice and Outcomes Obtained in Coordination

Intl. Association for Conflict Management, IACM 25th Annual Conference
Number of pages: 42 Posted: 19 Jun 2012 Last Revised: 23 Jul 2012
Poonam Arora, David Krantz and E. Tory Higgins
Manhattan College, Columbia University and Columbia Business School - Management
Downloads 34 (446,303)

Abstract:

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10.

Increasing or Decreasing Interest in Activities: The Role of Regulatory Fit

Journal of Personality and Social Psychology, Vol. 98, No. 4, pp. 559-572, April 2010, Columbia Business School Research Paper
Number of pages: 14 Posted: 30 Oct 2011
Columbia Business School - Management, Colby College - Department of Psychology, Michigan State University, affiliation not provided to SSRN and affiliation not provided to SSRN
Downloads 19 (524,459)
Citation 1

Abstract:

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11.

The Ecology of Automaticity: How Situational Contingencies Shape Action Semantics and Social Behavior

Psychological Science, Vol. 21, No. 9, pp. 1311-1317, June 2010, Columbia Business School Research Paper
Number of pages: 7 Posted: 30 Oct 2011
Michigan State University, University of Toronto, affiliation not provided to SSRN, affiliation not provided to SSRN and Columbia Business School - Management
Downloads 16 (541,825)

Abstract:

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12.

Management and Regulatory Focus: Three New Domains of Application

Rutgers Business Review, Vol. 2, No. 1, 2017
Number of pages: 8 Posted: 03 Aug 2017
James Cornwell and E. Tory Higgins
United States Military Academy, West Point and Columbia Business School - Management
Downloads 12 (565,995)

Abstract:

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Regulatory Focus, Leadership

13.

Managing Others Like You Were Managed: Prevention Focus Motivates Copying Interpersonal Norms

Journal of Personality and Social Psychology, Zhang, S., Higgins, E. T., & Chen, G., eds., Vol. 100, pp. 647-663, 2011
Posted: 06 Nov 2011
Shu Zhang, E. Tory Higgins and Guoquan Chen
Columbia University - Columbia Business School, Columbia Business School - Management and Tsinghua University - School of Economics & Management

Abstract:

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14.

My Way: How Strategic Preferences Vary by Negotiator Role and Regulatory Focus

Journal of Experimental Social Psychology, Vol. 46, No. 6, pp. 1138-1142, 2010
Posted: 09 Jun 2011
Kirstin C. Appelt and E. Tory Higgins
University of British Columbia (UBC) - Sauder School of Business and Columbia Business School - Management

Abstract:

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Strategy, Negotiator Role, Regulatory Focus, Regulatory Fit

15.

Feeling Right or Being Right: When Strong Assessment Yields Strong Correction

Motivation and Emotion, Vol. 34, No. 3, pp. 316-324, 2010
Posted: 09 Jun 2011
Kirstin C. Appelt, Xi (Canny) Zou and E. Tory Higgins
University of British Columbia (UBC) - Sauder School of Business, London Business School and Columbia Business School - Management

Abstract:

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Negotiation, Regulatory Fit, Assessment, Correction, Regulatory Focus, Negotiator Role, Regulatory Mode

16.

Regulatory Fit in Negotiation: Effects of 'Prevention-Buyer' and 'Promotion-Seller' Fit

Social Cognition, Vol. 27, No. 3, pp. 365-384, 2009
Posted: 09 Jun 2011
University of British Columbia (UBC) - Sauder School of Business, London Business School, Columbia University and Columbia Business School - Management

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Negotiation, Regulatory Fit, Regulatory Focus, Role, Frame, Demand, Impasse

17.

Liking the Same Things, But Doing Things Differently: Outcome Versus Strategic Compatibility in Partner Preferences for Joint Tasks

Bohns, V. K. & Higgins, E. T. (2011). Liking the same things, but doing things differently: Outcome versus strategic compatibility in partner preferences for joint tasks. Social Cognition, 29, 497-527.
Posted: 12 Feb 2011 Last Revised: 02 Feb 2016
Vanessa K. Bohns and E. Tory Higgins
Cornell University and Columbia Business School - Management

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Motives of the Human Animal: Comprehending, Managing, and Sharing Inner States

Annual Review of Psychology, Vol. 59, January 2008
Posted: 10 Jan 2008
E. Tory Higgins and Thane Pittman
Columbia Business School - Management and Colby College - Department of Psychology

Abstract:

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motivation, self-regulation, social consciousness, understanding, attribution, affective forecasting, self-presentation, impression management, communication, shared reality

Motives of the Human Animal: Comprehending, Managing, and Sharing Inner States

Annual Review of Psychology, Vol. 59, January 2008
Posted: 06 Jun 2008
E. Tory Higgins and Thane Pittman
Columbia Business School - Management and Colby College - Department of Psychology

Abstract:

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motivation, self-regulation, social consciousness, understanding, attribution, affective forecasting, self-presentation, impression management, communication, shared reality