How do people react to those who have helped them? The authors propose that a recipient's evaluation of a helper's intentions and the recipient's own attitudes about future interactions with the helper depend partly on the recipient's perceptions of how the helper decided to assist: on the basis...

We propose that the psychological effects of performing the buyer versus the seller role in a negotiation depend on regulatory fit (Higgins, 2000) with the demands of the role. When the negotiation emphasizes price, buyers want to pay only what is necessary (minimize monetary loss), which fits...

Negotiators in regulatory fit report feeling right about an upcoming negotiation more than those in non-fit, and this intensifies their responses to negotiation preparation (Appelt, Zou, Arora, & Higgins, 2009). High assessors emphasize critical evaluation and being right (Higgins, Kruglanski, &...

Although the concept of luxury has been widely discussed in social theories and marketing research, relatively little research has directly examined the psychological consequences of exposure to luxury goods. This paper demonstrates that mere exposure to luxury goods increases individuals’...

The present article explores whether effects of cultural primes are influenced by identity motives as well as by construct accessibility. The authors hypothesized that assimilative responses (shifting one’s judgments toward the norm of the primed culture) are driven by identification motives,...

We propose that culture affects people through their perceptions of what is consensually believed. Whereas past research has examined whether cultural differences in social judgment are mediated by differences in individuals’ personal values and beliefs, we investigate whether they are...

A green growth agenda requires policy makers, from local to supranational levels, to examine and influence behavior that impacts economic, social, and environmental outcomes on multiple scales. Behavioral and social change, in addition or conjunction with technological change, is thus a crucial...

Purpose: The purpose of the authors’ research study is to identify the impact of life cycle stage on firm acquisitions. Design/methodology/approach: The authors use a series of empirical databases to identify characteristics of acquirers and their targets. The authors then use logistic...