Regulatory Focus and Strategic Inclinations: Promotion and Prevention in Decision-Making
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Motivation psychology indicates a distinction between individuals with a promotion-oriented ('promoters') or a prevention-oriented ('preventers') regulatory focus.
“Motivation psychology also indicates a distinction between individuals with a promotion -oriented ( ' promoters ' ) or a prevention -oriented ( ' preventers ' ) regulatory focus (Crowe & Higgins, 1997).”
People with a promotion focus may be better able to energize people around them towards compelling goals.
“and may be better able to energize people around them towards compelling goals (cf. Brockner and Higgins 2001; Crowe and Higgins 1997).”
From Energy Management of People in Organizations: A Review and Research Agenda (2011) · cites this paper as Crowe and Higgins 1997
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- Authors
- Crowe, E., & Higgins, E. T.
- Affiliations
- Columbia University (US)
- ORCID
- Higgins, E.Tory
- Venue
- Organizational Behavior and Human Decision Processes
- Publisher
- Elsevier BV
- Published
- 1997-02
- Volume
- 69
- Issue
- 2
- Pages
- 117-132
- ISSN
- 0749-5978 (ISSN-L)
- OpenAlex
- W2157464421
- Cited by
- 1,990
- References
- 40
- Citations by year
- 2026: 85 · 2025: 101 · 2024: 102 · 2023: 190 · 2022: 103 · 2021: 108 · 2020: 92 · 2019: 105 · 2018: 110 · 2017: 102 · 2016: 118 · 2015: 84 · 2014: 114 · 2013: 80 · 2012: 75
- FWCI
- 6.08
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- Organizational Behavior and Human Decision Processes (publishedVersion)
- RePEc: Research Papers in Economics (submittedVersion)
- Topics
- Social Sciences › Decision Sciences › General Decision Sciences › Decision-Making and Behavioral Economics
- Social Sciences › Psychology › Applied Psychology › Behavioral Health and Interventions
- Life Sciences › Neuroscience › Cognitive Neuroscience › Neural and Behavioral Psychology Studies
- Keywords
- regulatory focus, promotion focus, prevention focus, framing effects, decision-making, omission errors, commission errors, task difficulty, failure, alternative generation, signal detection
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