Приложение

Приложение

Aaker, J. L. & Lee, A. Y. (2001). I seek pleasures and we avoid pains: The role of self-regulatory goals in information processing and persuasion. Journal of Consumer Research, 28, 33–49.

Avnet, T. and Higgins, E. T. (2003). “Locomotion, Assessment, and Regulatory Fit: Value Transfer from “How” to “What”,”Journal of Experimental Social Psychology, 39 (September), 525–530.

Avnet, T., Laufer, D. & Higgins, E. T. (2012). Are all experiences of fit created equal? Two paths to persuasion. Manuscript submitted for publication. Columbia University.

Berscheid, E. & Graziano, W. (1979). The initiation of social relationships and interpersonal attraction. In R. L. Burgess & T. L. Huston (Eds.), Social exchange in developing relationships (pp. 31–60). New York: Academic Press.

Bohns, V. K., Lucas, G. M., Molden, D. C., Finkel, E. J., Coolsen, M. K., Kumashiro, M., Rusbult, C. E. & Higgins, E. T. (2012). Opposites fit: Regulatory focus complementarity and relationship well-being, Social Cognition (in press).

Boldero, J. & Higgins, E. (2011). Regulatory focus and political decision making: When people favor reform over the status quo. Political Psychology, 32, 399–418.

Brebels, Li., De Cremer, D. & Sedikides, C. (2008). Retaliation as a response to procedural unfairness: A self-regulatory approach. Journal of Personality and Social Psychology, 95, 1511–1525.

Brockner, J., Higgins, E. T. & Low, M. (2003). Regulator focus theory and the entrepreneurial process. Journal of Business Venturing, 5230, 1–18.

Brodscholl, J. C., Kober, H. & Higgins, E. T. (2007). Strategies of self-regulation in goal attainment versus goal maintenance. European Journal of Social Psychology.

Cesario, J. & Higgins, E. T. (2008). Making message recipients “feel right”: How nonverbal cues can increase persuasion. Psychological Science, 19, 415–420.

Cesario, J., Grant, H. & Higgins, E. T. (2004). Regulatory fit and persuasion: Transfer from “feeling right”. Journal of Personality and Social Psychology, 86, 338–404.

Daryanto, A., de Ruyter, K. & Wetzels, M. (2010). Getting a discount or sharing the cost: the influence of regulatory fit on consumer response to service pricing schemes. Journal of Service Research, 13, 153–167.

Described in Higgins, E. T. (2002). How self-regulation creates distinct values: The case of promotion and prevention decision making. Journal of Consumer Psychology, 12, 177–191.

Dolinski, D. & Drogosz, M. (2011) Regulatory fit and voting. Journal of Applied Social Psychology, 41, 2673–2688.

Downey, G., Freitas, A. L., Michaelis, B. & Khouri, H. (1998). The self-fulfilling prophecy in close relationships: Rejection sensistivity and rejection by romantic partners. Journal of Personality and Social Psychology, 75, 545–560.

Faddegon, K., Scheepers, D. & Ellemers, N. (2008). If we have the will, there will be a way: Regulatory focus as a group identity. European Journal of Social Psychology, 38, 880–895.

Finegold, D., Mohrman, S. & Spreitzer, G. M. (2002). Age effects on the predictors of technical workers’ commitment and willingness to turnover. Journal of Organizational Behavior, 23, 655–674.

Finkel, E., J., Eastwick, P. W. & Matthews, J. (2007). Speed-dating as an invaluable tool for studying romantic attraction: A methodological primer. Personal Relationships, 14, 149–166.

Florack, A. & Scarabis, M. (2006). How advertising claims affect brand preferences and category — brand associations: The role of regulatory fit. Psychology and Marketing, 23, 741–755.

Florack, A., Scarabis, M. & Gosejohann, S. (2005). Regulatory focus and consumer information processing. In F. R. Kardes, P. M. Herr and J. Nantel (Eds.), Applying social cognition to consumer-focused strategy (pp. 235–263). Mahwah, NJ: Lawrence Erlbaum Associates.

F?rster, J. & Higgins, E. T. (2005). How global versus local perception fits regulatory focus. Psychological Science, 16, 631–636.

F?rster, J., Grant, H., Idson, L. C. & Higgins, E. T. (2001). Success / failure feedback, expectancies, and approach / avoidance motivation: How regulatory focus moderates classic relations. Journal of Experimental Social Psychology, 37, 253–260.

F?rster, J., Higgins, E. T. & Werth, L. (2004). How threat from stereotype disconfirmation triggers self-defense. Social Cognition, 22, 54–74.

Freitas, A. L., Liberman, N. & Higgins, E. T. (2002). Regulatory fit and resisting temptation during goal pursuit. Journal of Experimental Social Psychology, 38, 291–298.

Freund, A. M. (2006). Age-differential motivational consequences of optimization versus compensation focus in younger and older adults. Psychology & Aging, 21, 240–252.

Friedman, R. S. & F?rster, J. (2001). The effects of promotion and prevention cues on creativity.Journal of Personality and Social Psychology, 81, 1001–1013.

Fuglestad, P., Rothman, A. J. & Jeffery, R. W. (2008). Getting there and hanging on: The effect of regulatory focus on performance in smoking and weight loss interventions. Health Psychology, 27, 260–270.

Grant, H., Higgins, E. T. (2003). Optimism, promotion pride, and prevention pride as predictors of quality of life. Personality and Social Psychology Bulletin, 29, 1521–1532.

Hamstra, M., Van Yperen, N., Wisse, B. & Sassenberg, K. (2011). Transformational-transactional leadership styles and followers’ regulatory focus. Journal of Personnel Psychology, 10, 182–186.

Harter, S. (1986). Cognitive-developmental processes in the integration of concepts about emotions and the self. Social Cognition, 4, 119–151.

Herman, A. & Reiter-Palmon, R. (2011). The effect of regulatory focus on idea generation and idea evaluation. Psychology of Aesthetics, Creativity, and the Arts, 5, 13–20.

Herzenstein, M., Posavac, S. & Brakus, J. (2007). Adoption of new and really new products: The effects of self-regulation systems and risk salience. Journal of Marketing Research, 19, 251–260.

Higgins, E. T. & Tykocinski, O. (1992). Self-discrepancies and biographical memory: Personality and cognition at the level of psychological situation. Journal of Personality and Social Psychology Bulletin, 18, 527–535.

Higgins, E. T. (1989). Continuities and discontinuities in self-regulatory and self-evaluative processes: A developmental theory relating self and affect. Journal of Personality, 57, 407–444.

Higgins, E. T. (1991). Development of self-regulatory and self-evaluative processes: Costs, benefits, and tradeoffs. In M. R. Gunnar and L. A. Sroufe (Eds.), Self-processes and development: The Minnesota symposia on child psychology, Volume 23 (pp. 125–165). Hillsdale, N.J.: Erlbaum.

Higgins, E. T. (2000). Making a good decision: Value from fit. American Psychologist, 55, 1217–130.

Higgins, E. T. (2006). Value from hedonic experience and engagement. Psychological Review, 113(3), 439–460.

Higgins, E. T., Idson, L. C., Freitas, A. L., Spiegel, S. & Molden, D. C. (2003). Transfer of value from fit. Journal of Personality and Social Psychology, 84, 1140–1153.

Higgins, E.T. (2012). Beyond Pleasure and Pain. London: Oxford University Press.

Holler, M., Hoelzl, E., Kirchler, E., Leder, S. & Mannetti, L. (2008). Framing of information on the use of public finances, regulatory fit of recipients and tax compliance. Journal of Economic Psychology, 29, 597–611.

Hong, J. & Lee, A. Y. (2010). Be fit and be strong: Mastering self-regulation with regulatory fit. Journal of Consumer Research.

Keller, J. (2008). On the development of regulatory focus: The role of parenting styles. European Journal of Social Psychology, 38, 354–364.

Kirmani, A., Zhu, R. (2007). Vigilant against manipulation: The effect of regulatory focus on the use of persuasion knowledge. Journal of Marketing Research, 19, 688–701.

Latimer, A. E., Rivers, S. E., Rench, T. A., Katulak, N. A., Hicks, A., Hodorowski, J. K., Salovey, P. (2008). A field experiment testing the utility of regulatory fit messages for promoting physical activity. Journal of Experimental Social Psychology, 44, 826–832.

Latinos still the largest, fastest-growing minority. Los Angeles Times, May 1, 2008.

Lee, A. Y. & Aaker, J. L. (2004). Bringing the frame into focus: The influence of regulatory fit on processing fluency and persuasion. Journal of Personality and Social Psychology, 86, 205–218.

Lee, A., Keller, P. & Sternthal, B. (2009). Value from regulatory construal fit: The persuasive impact of fit between consumer goals and message concreteness. Journal of Consumer Research, 36, 735–747.

Leonardelli, Geoffrey J. Lakin, Jessica L. Arkin, Robert M. Regulatory focus, regulatory fit, and the search and consideration of choice alternatives. Journal of Experimental Social Psychology. Vol.43(6), Nov 2007, pp. 1002–1009.

Leung, C. M. & Lam, S. F. (2003). The effects of regulatory focus on teachers’ classroom management strategies and emotional consequences. Contemporary Educational Psychology, 28, 114–125.

Levine, J. M., Higgins, E. T. & Choi, H-S. (2000). Development of strategic norms in groups. Organizational Behavior and Human Decision Processes, 82, 88–101.

Li, A., Evans, J., Christian, M., Gillilian, S., Kausel, E. & Stein, J. (2011). The effects of managerial regulatory fit priming on reactions to explanations. Organizational Behavior and Human Decision Processes, 115, 268–282.

Liberman, N., Idson, L. C., Camacho, C. J. & Higgins, E. T. (1999). Promotion and prevention choices between stability and change. Journal of Personality and Social Psyhology, 77, 1135–1145.

Liu, H. (2011). Impact of regulatory focus on ambiguity aversion. Journal of Behavioral Decision Making. 24, 412–430.

Lockwood, P., Jordan, C. H. & Kunda, Z. (2002). Motivation by positive or negative role models: Regulatory focus determines who will best inspire us. Journal of Personality and Social Psychology, 83, 854–864.

Lucas, G. M. & Molden, D. C. (2011). Motivating political preferences: Concerns with рromotion and prevention as predictors of public policy attitudes. Motivation and Emotion, 35, 151–164.

Manian, N. Strauman, T. & Denney, N. (1998) Temperament, recalled parenting styles, and self-regulation: Testing the developmental postulates of self-discrepancy theory. Journal of Personality and Social Psychology, 75, 1321–1332.

Manian, N., Papadakis, A. A., Strauman, T. J. & Essex, M. J. (2006). The development of children’s ideal and ought self-guides: Parenting, temperament, and individual differences in guide strength. Journal of Personality, 74, 1619–1645.

Molden, D. C. & Finkel, E. J. (2010). Motivations for promotion and prevention and the role of trust and commitment in interpersonal forgiveness. Journal of Experimental Social Psychology, 46, 255–268.

Molden, D. C., Lucas, G. M., Finkel, E. J., Kumashiro, M. & Rusbult, C. E. (2009). Perceived support for promotion-focused and prevention-focused goals: Associations with well-being in unmarried and married couples. Psychological Science, 20, 787–793.

Molden, D. C., Olson, L. D. & Lucas, G. L. (2012). Motivating the development and restoration of trust. Manuscript submitted for publication, Northwestern University, Evanston, IL.

Molden, D., C. Finkel, E. J., Johnson, S. E. & Eastwick, P. (2012b). Promotion- or prevention-focused attention to and pursuit of potential romantic partners. Manuscript in preparation, Northwestern University, Evanston, IL.

Mourali, M. & Pons, F. (2009). Regulatory fit from attribute-based versus alternative-based processing in decision making. Journal of Consumer Psychology, 19, 643–651.

Norem, J. & Chang, E. (2002) The positive psychology of negative thinking. Journal of Clinical Psychology, Vol. 58(9), 993–1001 (2002).

Oct 19, 2010 BP Links Safety To Pay In Fourth Quarter, Wall Street Journal.

Oyserman, D., Uskul, А., Yoder, N., Nesse, R., Williams, D. (2007). Unfair treatment and self-regulatory focus. Journal of Experimental Social Psychology, 43, 505–512.

Paine, J. W. (2009). Follower engagement, commitment, and favor toward change: Examining the role of regulatory fit. Unpublished doctoral dissertation, Columbia University. Aaker and Lee (2001).

Pennington, Ginger L. and Neal J. Roese (2003). “Regulatory Focus and Temporal Perspective”, Journal of Experimental Social Psychology, 39(6), 563–576.

Pew Research Center 2006, Attitudes toward Immigration: In Black and White.

Pham, M. & Avnet, T. (2004). Ideals and oughts and the reliance on affect versus substance in persuasion. Journal of Consumer Research, 30, 503–518.

Phills, C., Santelli, A., Kawakami, K., Struthers, C. & Higgins, E. T. (2011). Redcing implicit prejudice: Matching approach / avoidance strategies to contextual valence and regulatory focus. Journal of Experimental Social Psychology, 47, 968–973.

Plessner, H., Unkelbach, C., Memmert, D., Baltes, A. & Kolb, A. (2009). Regulatory fit as a determinant of sport performance: How to succeed in a soccer penalty-shooting. Psychology of Sport and Exercise, 10, 108–115.

R. (1985). Intellectual development: Birth to adulthood. New York: Academic Press.

Rietzschel, E. (2011) Collective regulatory focus predicts specific aspects of team innovation. Group Processes Intergroup Relations, 14, 337–345.

Righetti, F., Rusbult, C. E. & Finkenauer, C. (2010). Regulatory focus and the Michelangelo phenomenon: How close partners promote one another’s ideal selves. Journal of Experimental Social Psychology, 46, 972–985.

Rusbult, C. E. & Van Lange, P. A. M. (2003). Interdependence, interaction, and relationships. Annual Review of Psychology, 54, 351–375.

Rusetski, A. & Lim, L. (2001). Not complacent but scared: Another look at the causes of strategic inertia among successful firms from a regulatory focus perspective. Journal of Strategic Marketing. 19(6), 501–516.

Sackett, A. M. & Armor, D. A. (2012). Reasoned optimism: The “intuitive functionalist” account of personal predictions. Manuscript under review.

Santelli, A. G., Struthers, C. W. & Eaton, J. (2009). Fit to forgive: Exploring the interaction between regulatory focus, repentance, and forgiveness. Journal of Personality and Social Psychology, 96, 381–394.

Scheier, M. F. & Carver, C. S. (1992). Effects of optimism on psychological and physical well-being: Theoretical overview and empirical update. Cognitive Therapy & Research, 16(2), 210–228.

Schokker, M., Keers, J., Bouma, J., Links, T.,Sanderman, R.,Wolffenbuttel, B., Hagedoorn, M. (2010). The impact of social comparison information on motivation in patients with diabetes as a function of regulatory focus and self-efficacy. Health Psychology, 29, 438–445.

Scholer, A. A., Zou, X., Fujita, K., Stroessner, S. J., Higgins, E. T. (2010). When risk-seeking becomes a motivational necessity. Journal of Personality and Social Psychology, 99, 215–231.

Semin, G. R. & Fiedler, K. (1991). The linguistic category model, its bases, applications and range. In W. Stroebe & M. Hewstone (Eds.), European review of social psychology (Vol. 2, pp. 1–50). Chichester, England: Wiley.

Semin, G. R., Higgins, E. T., DeMontes, L. G., Estourget, Y. & Valencia, J. F. (2005). Linguistic signatures of regulatory focus: How abstraction fits promotion more than prevention. Journal of Personality and Social Psychology, 89, 36–45.

Shah, J. (2003). The motivational looking glass: How significant others implicitly affect goal appraisals. Journal of Personality and Social Psychology, 85, 424–439.

Shah, J. Y., Brazy, P. C. & Higgins, E. T. (2004). Promoting us or preventing them: Regultory focus and manifestations of intergroup bias. Personality and Social Psychoogy Bulletin, 30, 433–446.

Spiegel, S., Grant, H. & Higgins, E. T. (2004). How regulatory fit enhances motivational strength during goal pursuit. European Journal of Social Psychology, 39, 39–54.

Sung & Choi, 2011.

Unkelbach, C., Plessner, H. & Memmert, D. (2009). “Fit” in sports: Self-regulation and athletic performances. In J. Forgas, R. Baumeister & D. Tice (Eds.), The Psychology of Self-Regulation (pp. 93–105). New York: Psychology Press.

Unpublished Motivation Science Center survey.

Uskul, A., Sherman, D. & Fitzgibbon, J. (2008). The cultural congruency effect: Culture, regulatory focus, and the effectiveness of gain- vs. loss-framed health messages. Journal of Experimental Social Psychology, 45, 535–541.

Van Dijk, D. & Kluger, A. N. (2004). Feedback sign effect on motivation: Is it moderated by regulatory focus? Applied Psychology: An International Review, 53, 113–135.

Van Hook, E. & Higgins, E. T. (1988). Self-related problems beyond the self-concept: The motivational consequences of discrepant self-guides Journal qf Personality and Social Psychology, 55, 625–633.

Van Stekelenburg, J. & Klandermans, B. (2003). Regulatory focus meten met behulp van spreekwoorden [Using proverbs to measure regulatory focus]. Groningen, The Netherlands: Jaarboek Sociale Psychologie.

Vaughn, L., Harkness, A. & Clark, E. (2010). The effect of incidental experiences of regulatory fit on trust. Personal Relationships, 17, 57–69.

Wallace, J., Little, L., Hill, A. & Ridge, J. (2010). CEO regulatory foci, environmental dynamism, and small firm performance. Journal of Small Business Management, 48, 580–604.

Wang, J. & Lee, A. Y. (2006). The role of regulatory focus in preference construction. Journal of Marketing Research, 43(1), 28–38. doi:10.1509/jmkr.43.1.28

Werth, L. & F?rster, J. (2006). How regulatory focus influences consumer behavior. European Journal of Social Psychology, 36, 1–19.

Werth, L. & F?rster, J. (2007). The effects of regulatory focus on braking speed. Journal of Applied Social Psychology.

Wilson, R. W. and Pusey (1982). Achievement motivation and small business relationship patterns in Chinese society. In S. L. Greenblatt, R. W. Wilson and A. A. Wilson (Eds.) Social interaction in Chinese society. (pp. 195–208). New York: Praeger.

Winterheld, H. A. & Simpson (2012b). Social support and regulatory focus: A dyadic perspective. Manuscript in preparation. California State University, East Bay.

Winterheld, H. A. & Simpson, J. A. (2011). Seeking security or growth: A regulatory focus perspective on motivations in romantic relationships. Journal of Personality and Social Psychology, 101, 935–954.

Zaal, M., Van Laar, C., Stahl, T., Ellemers, N. & Derks, B. (2001). By any means necessary: The effects of regulatory focus and moral conviction on hostile and benevolent forms of collective action. British Journal of Social Psychology, 50, 670–689.

Zhang, J., Craciun, G. & Shin, D. (2010) When does electronic word-of-mouth matter? A study of product reviews. Journal of Business Research, 63, 1336–1341.

Zhao, G. & Pechmann, C. (2007). The impact of regulatory focus on adolscents’ response to antismoking advertising campaigns. Journal of Marketing Research, 19, 671–687.

Данный текст является ознакомительным фрагментом.