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"I" Seek Pleasures and "We" Avoid Pains: The Role of Self-Regulatory Goals in Information Processing and Persuasion

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Cited by:

  1. Miriam Tatzel, 2003. "The Art of Buying: Coming to Terms with Money and Materialism," Journal of Happiness Studies, Springer, vol. 4(4), pages 405-435, December.
  2. Kwak, Hyokjin & Puzakova, Marina & Rocereto, Joseph F., 2017. "When brand anthropomorphism alters perceptions of justice: The moderating role of self-construal," International Journal of Research in Marketing, Elsevier, vol. 34(4), pages 851-871.
  3. 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.
  4. Arnold, Mark J. & Reynolds, Kristy E., 2012. "Approach and Avoidance Motivation: Investigating Hedonic Consumption in a Retail Setting," Journal of Retailing, Elsevier, vol. 88(3), pages 399-411.
  5. Isabelle Chalamon & Lydiane Nabec, 2016. "Why Do We Read On-Pack Nutrition Information so Differently? A Typology of Reading Heuristics Based on Food Consumption Goals," Journal of Consumer Affairs, Wiley Blackwell, vol. 50(2), pages 403-429, July.
  6. Kareklas, Ioannis & Muehling, Darrel D. & King, Skyler, 2019. "The effect of color and self-view priming in persuasive communications," Journal of Business Research, Elsevier, vol. 98(C), pages 33-49.
  7. Heejae Shin & Wirawan Dahana, 2017. "Asymmetric Persuasive Effects of Gain- and Loss-related Messages in Electronic Word of Mouth," International Journal of Business and Management, Canadian Center of Science and Education, vol. 12(12), pages 1-82, November.
  8. Chung-Chau Chang & Bo-Chi Lin & Shin-Shin Chang, 2011. "The relative advantages of benefit overlap versus category similarity in brand extension evaluation: The moderating role of self-regulatory focus," Marketing Letters, Springer, vol. 22(4), pages 391-404, November.
  9. Chan, Eugene Y. & Ilicic, Jasmina, 2019. "Political ideology and brand attachment," International Journal of Research in Marketing, Elsevier, vol. 36(4), pages 630-646.
  10. 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.
  11. Junsik Kwak & Jongwon Park, 2012. "Effects of a regulatory match in sunk-cost effects: A mediating role of anticipated regret," Marketing Letters, Springer, vol. 23(1), pages 209-222, March.
  12. Kavvouris, Christos & Chrysochou, Polymeros & Thøgersen, John, 2020. "“Be Careful What You Say”: The role of psychological reactance on the impact of pro-environmental normative appeals," Journal of Business Research, Elsevier, vol. 113(C), pages 257-265.
  13. Mogilner, Cassie & Aaker, Jennifer L. & Pennington, Ginger L., 2007. "Time Will Tell: The Distant Appeal of Promotion and Imminent Appeal of Prevention," Research Papers 1914, Stanford University, Graduate School of Business.
  14. Leona Tam & Jelena Spanjol, 2012. "When impediments make you jump rather than stumble: Regulatory nonfit, implementation intentions, and goal attainment," Marketing Letters, Springer, vol. 23(1), pages 93-107, March.
  15. Les Tien-Shang Lee, 2013. "The Antecedents and Mediators of New Product Development Success," Diversity, Technology, and Innovation for Operational Competitiveness: Proceedings of the 2013 International Conference on Technology Innovation and Industrial Management,, ToKnowPress.
  16. Xi Chen & Xiangdong Shen & Xiangmeng Huang & Yu Li, 2021. "Research on Social Media Content Marketing: An Empirical Analysis Based on China’s 10 Metropolis for Korean Brands," SAGE Open, , vol. 11(4), pages 21582440211, October.
  17. Chen, Zengxiang & Huang, Yunhui, 2016. "Cause-related marketing is not always less favorable than corporate philanthropy: The moderating role of self-construal," International Journal of Research in Marketing, Elsevier, vol. 33(4), pages 868-880.
  18. 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.
  19. 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.
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  21. Xu-Priour, Dong-Ling & Truong, Yann & Klink, Richard R., 2014. "The effects of collectivism and polychronic time orientation on online social interaction and shopping behavior: A comparative study between China and France," Technological Forecasting and Social Change, Elsevier, vol. 88(C), pages 265-275.
  22. Zou, Lili Wenli & Chan, Ricky Y.K., 2019. "Why and when do consumers perform green behaviors? An examination of regulatory focus and ethical ideology," Journal of Business Research, Elsevier, vol. 94(C), pages 113-127.
  23. Chen, Jie & Teng, Lefa & Liu, Shixiong & Zhu, Huihuang, 2015. "Anticipating regret and consumers' preferences for counterfeit luxury products," Journal of Business Research, Elsevier, vol. 68(3), pages 507-515.
  24. Mateja Drnovšek & Sanda Franiæ & Alenka Slavec, 2018. "Exploring antecedents of business angels’ intention to invest," Zbornik radova Ekonomskog fakulteta u Rijeci/Proceedings of Rijeka Faculty of Economics, University of Rijeka, Faculty of Economics and Business, vol. 36(2), pages 701-734.
  25. Minji Suh & Hyewon Cho, 2023. "Cultural differences in giving experiential (vs. material) gifts," Marketing Letters, Springer, vol. 34(2), pages 223-236, June.
  26. Min, Dongwon & Kim, Ji-Hern, 2013. "Is power powerful? Power, confidence, and goal pursuit," International Journal of Research in Marketing, Elsevier, vol. 30(3), pages 265-275.
  27. Fock, Henry & Chan, Allan K.K. & Yan, Dengfeng, 2011. "Member-organization connection impacts in affinity marketing," Journal of Business Research, Elsevier, vol. 64(7), pages 672-679, July.
  28. Robinson, Chadelle, . "Exploring the Hierarchy of Product Attributes in U.S. Pecan Consumption," Journal of Food Distribution Research, Food Distribution Research Society, vol. 51(2).
  29. Abhishek & Sahay, Arvind, 2013. "Role of culture in celebrity endorsement: Brand endorsement by celebrities in Indian context," IIMA Working Papers WP2013-07-01, Indian Institute of Management Ahmedabad, Research and Publication Department.
  30. Aaker, Jennifer L. & Lee, Angela Y., 2006. "Understanding Regulatory Fit," Research Papers 1910, Stanford University, Graduate School of Business.
  31. Yinlong Zhang, 2008. "Does Precipitation Affect Consumers’ Smoking Tendency?," Working Papers 0056, College of Business, University of Texas at San Antonio.
  32. Yinlong Zhang & L.J. Shrum, 2008. "The Influence of Self-Construal on Impulsive Consumption," Working Papers 0006, College of Business, University of Texas at San Antonio.
  33. Dongwoo Shin & Ji Song & Abhijit Biswas, 2014. "Electronic word-of-mouth (eWOM) generation in new media platforms: The role of regulatory focus and collective dissonance," Marketing Letters, Springer, vol. 25(2), pages 153-165, June.
  34. Kastanakis, Minas N. & Balabanis, George, 2012. "Between the mass and the class: Antecedents of the “bandwagon” luxury consumption behavior," Journal of Business Research, Elsevier, vol. 65(10), pages 1399-1407.
  35. Chatterjee, Subimal & Kang, Yong Soon & Mishra, Debi Prasad, 2005. "Market signals and relative preference: the moderating effects of conflicting information, decision focus, and need for cognition," Journal of Business Research, Elsevier, vol. 58(10), pages 1362-1370, October.
  36. Wenjing Dou & Wei Lu & Dian Wang & Brady Hodges & Haipeng (Allan) Chen, 2020. "I Paid More than You (Before)?! The Effects of Self-Construal and Comparison Target on Price Unfairness Perceptions," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 7(1), pages 12-18, June.
  37. 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.
  38. 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.
  39. Kastanakis, Minas N. & Voyer, Benjamin G., 2014. "The effect of culture on perception and cognition: A conceptual framework," Journal of Business Research, Elsevier, vol. 67(4), pages 425-433.
  40. Roberto Carlos Klann & Ilse Maria Beuren, 2015. "The Impact of the International Accounting Convergence on Income Smoothing in Brazillian Companies," Brazilian Business Review, Fucape Business School, vol. 12(2), pages 1-24, March.
  41. 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.
  42. Franco Valdez, Ana Dolores & Valdez Cervantes, Alfonso & Motyka, Scott, 2018. "Beauty is truth: The effects of inflated product claims and website interactivity on evaluations of retailers' websites," Journal of Business Research, Elsevier, vol. 90(C), pages 67-74.
  43. Lili Wang & Zoey Chen, 2022. "The effect of incentive structure on referral: the determining role of self-construal," Journal of the Academy of Marketing Science, Springer, vol. 50(5), pages 1091-1110, September.
  44. . Abhishek & Arvind Sahay, 2013. "Role of Culture in Celebrity Endorsement: Brand Endorsement by Celebrities in Indian Context-A Review, Synthesis and Research Propositions," Working Papers id:5432, eSocialSciences.
  45. Eun-Ho Kim & Dongho Yoo & Sun-Jae Doh, 2021. "Self-construal on brand fan pages: the mediating effect of para-social interaction and consumer engagement on brand loyalty," Journal of Brand Management, Palgrave Macmillan, vol. 28(3), pages 254-271, May.
  46. 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.
  47. Ye, Nan & Teng, Lefa & Yu, Ying & Wang, Yingyuan, 2015. "“What's in it for me?”: The effect of donation outcomes on donation behavior," Journal of Business Research, Elsevier, vol. 68(3), pages 480-486.
  48. Barari, Mojtaba & Ross, Mitchell & Surachartkumtonkun, Jiraporn, 2020. "Negative and positive customer shopping experience in an online context," Journal of Retailing and Consumer Services, Elsevier, vol. 53(C).
  49. Antón, Carmen & Camarero, Carmen & Garrido, María-José, 2018. "A journey through the museum: Visit factors that prevent or further visitor satiation," Annals of Tourism Research, Elsevier, vol. 73(C), pages 48-61.
  50. Li, Andrew & Evans, Joel & Christian, Michael S. & Gilliland, Stephen W. & Kausel, Edgar E. & Stein, Jordan H., 2011. "The effects of managerial regulatory fit priming on reactions to explanations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 115(2), pages 268-282, July.
  51. Shavitt, Sharon & Barnes, Aaron J., 2020. "Culture and the Consumer Journey," Journal of Retailing, Elsevier, vol. 96(1), pages 40-54.
  52. David H. Silvera & Frank R. Kardes & Bruce E. Pfeiffer & Ashley Rae Arsena & R. Justin Goss, 2013. "Getting Consumers To Generate Their Own Ad Content: The Impact Of Imagine Instructions On Persuasion," Working Papers 0208mkt, College of Business, University of Texas at San Antonio.
  53. Lee, Seungae & Pounders, Kathrynn R., 2019. "Intrinsic versus extrinsic goals: The role of self-construal in understanding consumer response to goal framing in social marketing," Journal of Business Research, Elsevier, vol. 94(C), pages 99-112.
  54. Pathak, Seemantini & Chiu, Shih-Chi (Sana), 2020. "Firm-advisor ties and financial performance in the context of corporate divestiture," Journal of Business Research, Elsevier, vol. 121(C), pages 315-328.
  55. Maria C. Pereira & Filipe Coelho, 2020. "Regulatory Focus, Money Attitudes and Financial Literacy: Evidence from Portuguese Young Adults," Journal of Family and Economic Issues, Springer, vol. 41(4), pages 615-625, December.
  56. Kelly Haws & William Bearden & Utpal Dholakia, 2012. "Situational and trait interactions among goal orientations," Marketing Letters, Springer, vol. 23(1), pages 47-60, March.
  57. Dai, Jiatong & Gong, Siyu, 2024. "Sustainable messaging strategies and consumer food waste: The congruence effect between message framing and state anxiety," Journal of Retailing and Consumer Services, Elsevier, vol. 79(C).
  58. 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.
  59. He, Yi & Chen, Qimei & Alden, Dana L., 2012. "Consumption in the public eye: The influence of social presence on service experience," Journal of Business Research, Elsevier, vol. 65(3), pages 302-310.
  60. 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.
  61. Gergana Nenkov, 2012. "It’s all in the mindset: Effects of varying psychological distance in persuasive messages," Marketing Letters, Springer, vol. 23(3), pages 615-628, September.
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  65. Bahman HUSEYNLI & Zehra BOZBAY, 0. "Mobil Uygulamalarda Oyunlaştırma Kabulünün Tüketicilerin Tutumuna ve Kullanım Niyetlerine Olan Etkisinin Belirlenmesi," Istanbul Business Research, Istanbul University Business School, vol. 47(1), pages 64-87.
  66. Ophélie Mugel & Madeleine Besson & Patricia Gurviez, 2013. "Le rôle de l’orientation régulatrice chronique sur les représentations du lien santé-alimentation et les comportements alimentaires: une étude exploratoire," Post-Print hal-01385136, HAL.
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