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The Pleasures and Pains of Distinct Self-Construals: The Role of Interdependence in Regulatory Focus

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  1. Bu, Kyunghee & Kim, Donghoon & Son, Jungmin, 2013. "Is the culture–emotion fit always important?," Journal of Business Research, Elsevier, vol. 66(8), pages 983-988.
  2. Cheng, Junjun & Chen, Bo & Huang, Zihang, 2023. "Collective-based ad transparency in targeted hotel advertising: Consumers’ regulatory focus underlying the crowd safety effect," Journal of Retailing and Consumer Services, Elsevier, vol. 72(C).
  3. Saleem Rahman & Agnieszka Chwialkowska & Nazim Hussain & Waheed Akbar Bhatti & Harri Luomala, 2023. "Cross-cultural perspective on sustainable consumption: implications for consumer motivations and promotion," Environment, Development and Sustainability: A Multidisciplinary Approach to the Theory and Practice of Sustainable Development, Springer, vol. 25(2), pages 997-1016, February.
  4. Kim, Kyuha & Lee, Sungmi & Choi, Yung Kyun, 2019. "Image proximity in advertising appeals: Spatial distance and product types," Journal of Business Research, Elsevier, vol. 99(C), pages 490-497.
  5. Adams, Leen & Faseur, Tineke & Geuens, Maggie, 2010. "The Influence of the Self-Regulatory Focus on the Effectiveness of Stop-Smoking Campaigns for Young Smokers," Working Papers 2010/38, Hogeschool-Universiteit Brussel, Faculteit Economie en Management.
  6. Choi, Tae Rang & Choi, Jung Hwa & Sung, Yongjun, 2019. "I hope to protect myself from the threat: The impact of self-threat on prevention-versus promotion-focused hope," Journal of Business Research, Elsevier, vol. 99(C), pages 481-489.
  7. Unji An & Haeyoung Gideon Park & Da Eun Han & Young-Hoon Kim, 2022. "Emotional Suppression and Psychological Well-Being in Marriage: The Role of Regulatory Focus and Spousal Behavior," IJERPH, MDPI, vol. 19(2), pages 1-17, January.
  8. Shelley L. Brickson, 2013. "Athletes, Best Friends, and Social Activists: An Integrative Model Accounting for the Role of Identity in Organizational Identification," Organization Science, INFORMS, vol. 24(1), pages 226-245, February.
  9. Florack, Arnd & Keller, Johannes & Palcu, Johanna, 2013. "Regulatory focus in economic contexts," Journal of Economic Psychology, Elsevier, vol. 38(C), pages 127-137.
  10. Park, Tae-Youn & Kim, Seongsu & Sung, Li-Kuo, 2017. "Fair pay dispersion: A regulatory focus theory view," Organizational Behavior and Human Decision Processes, Elsevier, vol. 142(C), pages 1-11.
  11. Kakkar, Shiva & Vohra, Neharika, 2021. "Self-Regulatory Effects of Performance Management System Consistency on Employee Engagement: A Moderated Mediation Model," American Business Review, Pompea College of Business, University of New Haven, vol. 24(1), pages 225-248, May.
  12. Tandon, Anushree & Dhir, Amandeep & Kaur, Puneet & Kushwah, Shiksha & Salo, Jari, 2020. "Why do people buy organic food? The moderating role of environmental concerns and trust," Journal of Retailing and Consumer Services, Elsevier, vol. 57(C).
  13. Chen, Ming-Yi, 2016. "Consumer response to health product communication: The role of perceived product efficacy," Journal of Business Research, Elsevier, vol. 69(9), pages 3251-3260.
  14. Wu, Cindy & McMullen, Jeffery S. & Neubert, Mitchell J. & Yi, Xiang, 2008. "The influence of leader regulatory focus on employee creativity," Journal of Business Venturing, Elsevier, vol. 23(5), pages 587-602, September.
  15. Hi Lau & Mathew White & Simone Schnall, 2013. "Quantifying the Value of Emotions Using a Willingness to Pay Approach," Journal of Happiness Studies, Springer, vol. 14(5), pages 1543-1561, October.
  16. Xin Liu, 2019. "The Role of Enterprise Risk Management in Sustainable Decision-Making: A Cross-Cultural Comparison," Sustainability, MDPI, vol. 11(10), pages 1-15, May.
  17. Hamilton, Ryan & Vohs, Kathleen D. & Sellier, Anne-Laure & Meyvis, Tom, 2011. "Being of two minds: Switching mindsets exhausts self-regulatory resources," Organizational Behavior and Human Decision Processes, Elsevier, vol. 115(1), pages 13-24, May.
  18. Das, Gopal & Mukherjee, Amaradri & Smith, Ronn J., 2018. "The Perfect Fit: The Moderating Role of Selling Cues on Hedonic and Utilitarian Product Types," Journal of Retailing, Elsevier, vol. 94(2), pages 203-216.
  19. Ku, Hsuan-Hsuan & Shang, Rong-An & Fu, Yi-Fan, 2021. "Social learning effects of complaint handling on social media: Self-construal as a moderator," Journal of Retailing and Consumer Services, Elsevier, vol. 59(C).
  20. Hsuan-Hsuan Ku & Chien-Chih Kuo & Wei-Luen Fang & Ya-Wen Yu, 2014. "The impact of retail out-of-stock options on preferences: The role of consumers’ desire for assimilation versus differentiation," Marketing Letters, Springer, vol. 25(1), pages 53-66, March.
  21. Chu Kim-prieto & Michael Eid, 2004. "Norms for Experiencing Emotions," Journal of Happiness Studies, Springer, vol. 5(3), pages 241-268, September.
  22. Lagomarsino, Maria & Lemarié, Linda & Puntiroli, Michael, 2020. "When saving the planet is worth more than avoiding destruction: The importance of message framing when speaking to egoistic individuals," Journal of Business Research, Elsevier, vol. 118(C), pages 162-176.
  23. van Hoorn, André, 2014. "Individualism and the cultural roots of management practices," Journal of Economic Behavior & Organization, Elsevier, vol. 99(C), pages 53-68.
  24. Zhimei Zang & Xiaoyan Wang & Hairu Yang & Chuanming Chen, 2022. "“Be myself” or “Be friends”? Exploring the mechanism between self-construal and sales performance," Asian Business & Management, Palgrave Macmillan, vol. 21(1), pages 82-105, February.
  25. Jin, Huijie & Lu, Shouwang & Wang, Kanliang, 2024. "Who is more likely to initiate referrals? Effect of consumer's regulatory focus on referral intention," Journal of Retailing and Consumer Services, Elsevier, vol. 77(C).
  26. Menon, Tanya & Sim, Jessica & Fu, Jeanne Ho-Ying & Chiu, Chi-yue & Hong, Ying-yi, 2010. "Blazing the trail versus trailing the group: Culture and perceptions of the leader's position," Organizational Behavior and Human Decision Processes, Elsevier, vol. 113(1), pages 51-61, September.
  27. Ang, James B. & Fredriksson, Per G., 2018. "Culture, legal heritage and the regulation of labor," Journal of Comparative Economics, Elsevier, vol. 46(2), pages 616-633.
  28. Wang, Xingyuan & Liu, Yun & Wang, Shuyang & Chen, Haipeng (Allan), 2022. "Keep it vague? New product preannouncement, regulatory focus, and word-of-mouth," Journal of Retailing and Consumer Services, Elsevier, vol. 65(C).
  29. Zhu, Jiong & Ang, James B. & Fredriksson, Per G., 2019. "The agricultural roots of Chinese innovation performance," European Economic Review, Elsevier, vol. 118(C), pages 126-147.
  30. Choi, Jungsil & Park, Hyun Young, 2021. "How donor's regulatory focus changes the effectiveness of a sadness-evoking charity appeal," International Journal of Research in Marketing, Elsevier, vol. 38(3), pages 749-769.
  31. Shavitt, Sharon & Barnes, Aaron J., 2020. "Culture and the Consumer Journey," Journal of Retailing, Elsevier, vol. 96(1), pages 40-54.
  32. Wang, Jessie J. & Lalwani, Ashok K. & DelVecchio, Devon, 2022. "The Impact of Power Distance Belief on Consumers' Brand Preferences," International Journal of Research in Marketing, Elsevier, vol. 39(3), pages 804-823.
  33. Peipei Pan & Chris Patel, 2018. "The Influence of Native Versus Foreign Language on Chinese Subjects’ Aggressive Financial Reporting Judgments," Journal of Business Ethics, Springer, vol. 150(3), pages 863-878, July.
  34. Zhang, Jason Q. & Craciun, Georgiana & Shin, Dongwoo, 2010. "When does electronic word-of-mouth matter? A study of consumer product reviews," Journal of Business Research, Elsevier, vol. 63(12), pages 1336-1341, December.
  35. Leder, Susanne & Mannetti, Lucia & Hölzl, Erik & Kirchler, Erich, 2010. "Regulatory fit effects on perceived fiscal exchange and tax compliance," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 39(2), pages 271-277, April.
  36. Sujin Lee, 2005. "Judgment of Ingroups and Outgroups in Intra- and Intercultural Negotiation: The Role of Interdependent Self-Construal in Judgment Timing," Group Decision and Negotiation, Springer, vol. 14(1), pages 43-62, January.
  37. Sunaga, Tsutomu & Meng, Yan & Zhuang, Xuhong, 2020. "Interactions between instrumental timbre and consumers’ regulatory focus," Journal of Business Research, Elsevier, vol. 121(C), pages 1-12.
  38. Gabriela Sirkis, 2018. "¿Cómo son los consumidores argentinos? Medición de la conformación del yo y comparación con otras culturas," CEMA Working Papers: Serie Documentos de Trabajo. 625, Universidad del CEMA.
  39. Yang, Defeng & Lu, Yue & Zhu, Wenting & Su, Chenting, 2015. "Going green: How different advertising appeals impact green consumption behavior," Journal of Business Research, Elsevier, vol. 68(12), pages 2663-2675.
  40. Haipeng (Allan) Chen & Woojin Choi & Yan (Lucy) Liu & Haoying Sun & Fu Liu, 2021. "More or Less? Consumer Goal Orientation and Product Choice," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 8(1), pages 16-26, June.
  41. Selda Koydemir & Ömer Şimşek & Astrid Schütz & Arun Tipandjan, 2013. "Differences in How Trait Emotional Intelligence Predicts Life Satisfaction: The Role of Affect Balance Versus Social Support in India and Germany," Journal of Happiness Studies, Springer, vol. 14(1), pages 51-66, March.
  42. Sun, Jin & Keh, Hean Tat & Lee, Angela Y., 2019. "Shaping consumer preference using alignable attributes: The roles of regulatory orientation and construal level," International Journal of Research in Marketing, Elsevier, vol. 36(1), pages 151-168.
  43. Agnihotri, Arpita & Bhattacharya, Saurabh & Yannopoulou, Natalia & Liu, Martin J., 2022. "Examining social media engagement through health-related message framing in different cultures," Journal of Business Research, Elsevier, vol. 152(C), pages 349-360.
  44. Kara Chan & Jingyuan Shi & Luisa Agante & Suzanna J. Opree & Thanaseelen Rajasakran, 2022. "Applying regulatory fit theory and cultural values orientation to predict effectiveness of public service advertising appeals," International Review on Public and Nonprofit Marketing, Springer;International Association of Public and Non-Profit Marketing, vol. 19(1), pages 37-51, March.
  45. Michael J. Barone & Alexander Fedorikhin & David E. Hansen, 2017. "The influence of positive affect on consideration set formation in memory-based choice," Marketing Letters, Springer, vol. 28(1), pages 59-69, March.
  46. Yang, Zhiyong & Janakiraman, Narayan & Hossain, Mehdi T. & Grisaffe, Douglas B., 2020. "Differential effects of pay-it-forward and direct-reciprocity on prosocial behavior," Journal of Business Research, Elsevier, vol. 121(C), pages 400-408.
  47. Yuri Kwon & Eunsoo Choi & Jongan Choi & Incheol Choi, 2019. "Discrepancy Regarding Self, Family, and Country and Well-Being: The Critical Role of Self and Cultural Orientation," Journal of Happiness Studies, Springer, vol. 20(7), pages 2189-2209, October.
  48. Higgins, E. Tory & Cornwell, James F.M., 2016. "Securing foundations and advancing frontiers: Prevention and promotion effects on judgment & decision making," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 56-67.
  49. Kevin Lane Keller, 2016. "Reflections on customer-based brand equity: perspectives, progress, and priorities," AMS Review, Springer;Academy of Marketing Science, vol. 6(1), pages 1-16, June.
  50. Lucia Mannetti & Ambra Brizi & Mauro Giacomantonio & E Tory Higgins, 2013. "Framing Political Messages to Fit the Audience’s Regulatory Orientation: How to Improve the Efficacy of the Same Message Content," PLOS ONE, Public Library of Science, vol. 8(10), pages 1-1, October.
  51. Zheng, Chundong & Liu, Xinru & Liu, Shuqin, 2024. "How to make busy individuals donate more? The matching effect of charitable appeals and busyness on willingness to donate," Journal of Retailing and Consumer Services, Elsevier, vol. 79(C).
  52. Huigang Liang & Yajiong Xue & Liansheng Wu, 2013. "Ensuring Employees' IT Compliance: Carrot or Stick?," Information Systems Research, INFORMS, vol. 24(2), pages 279-294, June.
  53. Yang, Morgan X. & Zeng, Kevin J. & Chan, Haksin & Yu, Irina Y., 2021. "Managing loyalty program communications in the digital era: Does culture matter?," Journal of Retailing and Consumer Services, Elsevier, vol. 60(C).
  54. Bing Yuan & Alessandro M. Peluso, 2021. "The Influence of Word-Of-Mouth Referral on Consumers’ Purchase Intention: Experimental Evidence from WeChat," Sustainability, MDPI, vol. 13(2), pages 1-18, January.
  55. Alokparna (Sonia) Basu Monga & Deborah Roedder John, 2008. "WHEN DOES NEGATIVE BRAND PUBLICITY HURT? The Moderating Influence of Analytic Versus Holistic Thinking," Working Papers 0044, College of Business, University of Texas at San Antonio.
  56. Bryant, Peter, 2009. "Self-regulation and moral awareness among entrepreneurs," Journal of Business Venturing, Elsevier, vol. 24(5), pages 505-518, September.
  57. Wojciech Trzebiński & Radosław Baran & Beata Marciniak, 2021. "Did the COVID-19 Pandemic Make Consumers Shop Alone? The Role of Emotions and Interdependent Self-Construal," Sustainability, MDPI, vol. 13(11), pages 1-16, June.
  58. Nithima Sumpradit & Richard P. Bagozzi & Frank J. Ascione, 2015. "“Give Me Happiness” or “Take Away My Pain”: Explaining consumer responses to prescription drug advertising," Cogent Business & Management, Taylor & Francis Journals, vol. 2(1), pages 1024926-102, December.
  59. Wolgast, Anett & Donat, Matthias, 2019. "Cultural mindset and bullying experiences: An eight-year trend study of adolescents' risk behaviors, internalizing problems, talking to friends, and social support," Children and Youth Services Review, Elsevier, vol. 99(C), pages 257-269.
  60. Grant, Adam M. & Campbell, Elizabeth M. & Chen, Grace & Cottone, Keenan & Lapedis, David & Lee, Karen, 2007. "Impact and the art of motivation maintenance: The effects of contact with beneficiaries on persistence behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 103(1), pages 53-67, May.
  61. Mara Olekalns & Christopher Horan & Philip Smith, 2014. "Maybe It’s Right, Maybe It’s Wrong: Structural and Social Determinants of Deception in Negotiation," Journal of Business Ethics, Springer, vol. 122(1), pages 89-102, June.
  62. Stamatogiannakis, Antonios & Chattopadhyay, Amitava & Chakravarti, Dipankar, 2018. "Attainment versus maintenance goals: Perceived difficulty and impact on goal choice," Organizational Behavior and Human Decision Processes, Elsevier, vol. 149(C), pages 17-34.
  63. Masao Saeki & Shigehiro Oishi & Minha Lee & Takashi Maeno, 2014. "Life Satisfaction Judgments and Item-Order Effects Across Cultures," Social Indicators Research: An International and Interdisciplinary Journal for Quality-of-Life Measurement, Springer, vol. 118(3), pages 941-951, September.
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  65. Wei Qi & Xiumei Guo & Xia Wu & Dora Marinova & Jin Fan, 2018. "Do the sunk cost effect and cognitive dissonance increase risk perception? An empirical study in the context of city smog," Quality & Quantity: International Journal of Methodology, Springer, vol. 52(5), pages 2269-2289, September.
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