The DOI matches its Crossref record; 13 of the 13 references it cites were found in a registry or an index.
Engaging the consumer: The science and art of the value creation process
Open accessAbstract
Regulatory engagement theory [Higgins, E. T. (2006). Value from hedonic experience and engagement. Psychological Review, 113, 439–460.] proposes that value is a motivational force of attraction to or repulsion from something, and that strength of engagement contributes to value intensity independent of hedonic and other sources of value direction. This paper reviews different sources of engagement strength, including dealing with challenges by opposing interfering forces and overcoming personal resistance, preparing for something that is likely to happen, and using “fit” or “proper” means of goal pursuit. We present evidence that each of these sources of engagement strength can intensify the value of something, and we show how stronger engagement can not only make something positive more positive but also make something negative more negative. We also discuss how these effects of stronger engagement on the value of something else are independent of actors' own personal experiences during goal pursuit. We then broaden regulatory engagement theory by describing the nature of these personal experiences from different sources of engagement strength—distinct positive experiences (e.g., feeling “pleasure” vs. feeling “right”) and distinct negative experiences (e.g., feeling “tension” vs. feeling “defiance”)—and consider the science and art of combining them with engagement strength for maximal persuasion and influence.
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Cites
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Cited by
Oyserman, D. (2009) · Journal of Consumer Psychology · doi:10.1016/j.jcps.2009.05.008 · Cited by 651
Customer engagement in social media: a framework and meta-analysis
de Oliveira Santini, F., Ladeira, W. J., Pinto, D. C., Herter, M. M., Sampaio, C. H., & Babin, B. J. (2020) · Journal of the Academy of Marketing Science · doi:10.1007/s11747-020-00731-5 · Cited by 523
AlFarraj, O., Alalwan, A. A., Obeidat, Z. M., Baabdullah, A., Aldmour, R., & Al-Haddad, S. (2021) · Review of International Business and Strategy · doi:10.1108/ribs-07-2020-0089 · Cited by 311
How taking photos increases enjoyment of experiences
Diehl, K., Zauberman, G., & Barasch, A. (2016) · Journal of Personality and Social Psychology · doi:10.1037/pspa0000055 · Cited by 155
Rethinking Regulatory Engagement Theory
Pham, M. T., & Avnet, T. (2009) · Journal of Consumer Psychology · doi:10.1016/j.jcps.2009.02.003 · Cited by 118
Metadata
- Authors
- Higgins, E. T., & Scholer, A. A.
- Venue
- Journal of Consumer Psychology
- Publisher
- Wiley
- Published
- 2009-03-17
- Volume
- 19
- Issue
- 2
- Pages
- 100-114
- ISSN
- 1057-7408 (ISSN-L)
- 1532-7663
- OpenAlex
- W2144154800
- Cited by
- 482
- References
- 13
- FWCI
- 17.14
- Type
- journal article
- Language
- en
- Open access
- green
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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
