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Situational and trait interactions among goal orientations

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  • Kelly Haws
  • William Bearden
  • Utpal Dholakia

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  • Kelly Haws & William Bearden & Utpal Dholakia, 2012. "Situational and trait interactions among goal orientations," Marketing Letters, Springer, vol. 23(1), pages 47-60, March.
    • Handle: RePEc:kap:mktlet:v:23:y:2012:i:1:p:47-60
    DOI: 10.1007/s11002-011-9134-5
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    References listed on IDEAS

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    1. Cassie Mogilner & Jennifer L. Aaker & Ginger L. Pennington, 2008. "Time Will Tell: The Distant Appeal of Promotion and Imminent Appeal of Prevention," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 34(5), pages 670-681, August.
    2. Dholakia, Utpal M. & Gopinath, Mahesh & Bagozzi, Richard P., 2005. "The role of desires in sequential impulsive choices," Organizational Behavior and Human Decision Processes, Elsevier, vol. 98(2), pages 179-194, November.
    3. S. Christian Wheeler & Jonah Berger, 2007. "When the Same Prime Leads to Different Effects," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 34(3), pages 357-368, July.
    4. Pham, Michel Tuan & Avnet, Tamar, 2004. "Ideals and Oughts and the Reliance on Affect versus Substance in Persuasion," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 30(4), pages 503-518, March.
    5. Angela Y. Lee & Punam Anand Keller & Brian Sternthal, 2010. "Value from Regulatory Construal Fit: The Persuasive Impact of Fit between Consumer Goals and Message Concreteness," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 36(5), pages 735-747, February.
    6. Aaker, Jennifer L & Lee, Angela Y, 2001. ""I" Seek Pleasures and "We" Avoid Pains: The Role of Self-Regulatory Goals in Information Processing and Persuasion," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 28(1), pages 33-49, June.
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    Cited by:

    1. Sengupta, Atri & Deb, Soumya Guha & Mittal, Shashank, 2021. "The underlying motivational process behind portfolio diversification choice decisions of individual investors: An experimental design," Journal of Behavioral and Experimental Finance, Elsevier, vol. 29(C).
    2. Bullard, Olya & Penner, Sara, 2017. "A regulatory-focused perspective on philanthropy: Promotion focus motivates giving to prevention-framed causes," Journal of Business Research, Elsevier, vol. 79(C), pages 173-180.
    3. Sekścińska, Katarzyna & Rudzinska-Wojciechowska, Joanna & Kusev, Petko, 2022. "How decision-makers’ sense and state of power induce propensity to take financial risks," Journal of Economic Psychology, Elsevier, vol. 89(C).

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