Эту книгу хорошо дополняют: Психология достижений

partners. Journal of Personality and Social Psychology, 75, 545–560.
36
Winterheld, H. A. & Simpson, J. A. (2011). Seeking security or growth: A regulatory 
focus perspective on motivations in romantic relationships. Journal of Personality and 
Social Psychology, 101, 935–954.
37
Rusbult, C. E. & Van Lange, P. A. M. (2003). Interdependence, interaction, and 
relationships. Annual Review of Psychology, 54, 351–375.
38
Molden, D. C. & Finkel, E. J. (2010). Motivations for promotion and prevention and 
the role of trust and commitment in interpersonal forgiveness. Journal of Experimental 
Social Psychology, 46, 255–268.
39
Santelli, A. G., Struthers, C. W. & Eaton, J. (2009). Fit to forgive: Exploring the 
interaction between regulatory focus, repentance, and forgiveness. Journal of Personality 
and Social Psychology, 96, 381–394.
40
Righetti, F., Rusbult, C. E. & Finkenauer, C. (2010). Regulatory focus and the 
Michelangelo phenomenon: How close partners promote one another’s ideal selves. 
Journal of Experimental Social Psychology, 46, 972–985.
41
Winterheld, H. A. & Simpson (2012b). Social support and regulatory focus: 
A dyadic perspective. Manuscript in preparation. California State University, East Bay.
42
Molden, D. C., Lucas, G. M., Finkel, E. J., Kumashiro, M. & Rusbult, C. E. (2009). 
Perceived support for promotion-focused and prevention-focused goals: Associations 
with well-being in unmarried and married couples. Psychological Science, 20, 787–793.
43
Bohns, V. K., Lucas, G. M., Molden, D. C., Finkel, E. J., Coolsen, M. K., 
Kumashiro, M., Rusbult, C. E. & Higgins, E. T. (2012). Opposites fit: Regulatory focus 
complementarity and relationship well-being, Social Cognition (in press).
44
Lee, A., Keller, P. & Sternthal, B. (2009). Value from regulatory construal fit: The 
persuasive impact of fit between consumer goals and message concreteness. Journal of 
Consumer Research, 36, 735–747.
45
Semin, G. R., Higgins, E. T., DeMontes, L. G., Estourget, Y. & Valencia, J. F. (2005). 
Linguistic signatures of regulatory focus: How abstraction fits promotion more than 
prevention. Journal of Personality and Social Psychology, 89, 36–45.
46
Liberman, N., Idson, L. C., Camacho, C. J. & Higgins, E. T. (1999). Promotion 
and prevention choices between stability and change. Journal of Personality and Social 
Psychology, 77, 1135–1145.
47
Scholer, A. A., Zou, X., Fujita, K., Stroessner, S. J., Higgins, E. T. (2010). When risk-
seeking becomes a motivational necessity. Journal of Personality and Social Psychology, 
99, 215–231.
48
Pham, M. & Avnet, T. (2004). Ideals and oughts and the reliance on affect versus 
substance in persuasion. Journal of Consumer Research, 30, 503–518.
49
Werth, L. & F
ö
rster, J. (2007). The effects of regulatory focus on braking speed. 
Journal of Applied Social Psychology.
50
Described in Higgins, E. T. (2002). How self-regulation creates distinct values: The 
case of promotion and prevention decision making. Journal of Consumer Psychology, 12, 
177–191.
51
Herzenstein, M., Posavac, S. & Brakus, J. (2007). Adoption of new and really new 
products: The effects of self-regulation systems and risk salience. Journal of Marketing 
Research, 19, 251–260.

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258 Приложение
52
Kirmani, A., Zhu, R. (2007). Vigilant against manipulation: The effect of regulatory 
focus on the use of persuasion knowledge. Journal of Marketing Research, 19, 688–701.
53
Boldero, J. & Higgins, E. (2011). Regulatory focus and political decision making: 
When people favor reform over the status quo. Political Psychology, 32, 399–418.
54
Boldero & Higgins (2011).
55
Lucas, G. M. & Molden, D. C. (2011). Motivating political preferences: Concerns 
with рromotion and prevention as predictors of public policy attitudes. Motivation and 
Emotion, 35, 151–164.
56
Dolinski, D. & Drogosz, M. (2011) Regulatory fit and voting. Journal of Applied 
Social Psychology, 41, 2673–2688. 
57
Pew Research Center 2006, Attitudes toward Immigration: In Black and White.
58
Latinos still the largest, fastest-growing minority. Los Angeles Times, May 1, 2008.
59
Oyserman, D., Uskul, А., Yoder, N., Nesse, R., Williams, D. (2007). Unfair treatment 
and self-regulatory focus. Journal of Experimental Social Psychology, 43, 505–512.
60
Wilson, R. W. and Pusey (1982). Achievement motivation and small business 
relationship patterns in Chinese society. In S. L. Greenblatt, R. W. Wilson and A. A. Wilson 
(Eds.) Social interaction in Chinese society. (pp. 195–208). New York: Praeger.
61
Aaker & Lee, 2001.
62
Zaal, M., Van Laar, C., Stahl, T., Ellemers, N. & Derks, B. (2001). By any means 
necessary: The effects of regulatory focus and moral conviction on hostile and benevolent 
forms of collective action. British Journal of Social Psychology, 50, 670–689.
63
Brebels, Li., De Cremer, D. & Sedikides, C. (2008). Retaliation as a response to 
procedural unfairness: A self-regulatory approach. Journal of Personality and Social 
Psychology, 95, 1511–1525. 
64
Shah, J. Y., Brazy, P. C. & Higgins, E. T. (2004). Promoting us or preventing them: 
Regultory focus and manifestations of intergroup bias. Personality and Social Psychoogy 
Bulletin, 30, 433–446.
65
Phills, C., Santelli, A., Kawakami, K., Struthers, C. & Higgins, E. T. (2011). Redcing 
implicit prejudice: Matching approach / avoidance strategies to contextual valence and 
regulatory focus. Journal of Experimental Social Psychology, 47, 968–973.
66
F
ö
rster, J., Higgins, E. T. & Werth, L. (2004). How threat from stereotype 
disconfirmation triggers self-defense. Social Cognition, 22, 54–74.
67
Freund, A. M. (2006). Age-differential motivational consequences of optimization 
versus compensation focus in younger and older adults. Psychology & Aging, 21, 240–252.
68
Finegold, D., Mohrman, S. & Spreitzer, G. M. (2002). Age effects on the predictors 
of technical workers’ commitment and willingness to turnover. Journal of Organizational 
Behavior, 23, 655–674.
69
Unpublished Motivation Science Center survey.
70
Van Dijk, D. & Kluger, A. N. (2004). Feedback sign effect on motivation: Is it 
moderated by regulatory focus? Applied Psychology: An International Review, 53, 113–135.
71
Plessner, H., Unkelbach, C., Memmert, D., Baltes, A. & Kolb, A. (2009). Regulatory 
fit as a determinant of sport performance: How to succeed in a soccer penalty-shooting. 
Psychology of Sport and Exercise, 10, 108–115.
72
Van Stekelenburg, J. & Klandermans, B. (2003). Regulatory focus meten met 
behulp van spreekwoorden [Using proverbs to measure regulatory focus]. Groningen, The 
Netherlands: Jaarboek Sociale Psychologie.
73
Van-Dijk, D. & Kluger, A. N. (2004). Feedback sign effect on motivation: Is it 
moderated by regulatory focus? Applied Psychology: An International Review, 53(1), 
113–135. 

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259
Приложение
74
Florack, A., Scarabis, M. & Gosejohann, S. (2005). Regulatory focus and consumer 
information processing. In F. R. Kardes, P. M. Herr and J. Nantel (Eds.), Applying social 
cognition to consumer-focused strategy (pp. 235–263). Mahwah, NJ: Lawrence Erlbaum 
Associates.
75
Aaker & Lee, 2001.
76
Sung & Choi, 2011.
77
Shah, J. (2003). The motivational looking glass: How significant others implicitly 
affect goal appraisals. Journal of Personality and Social Psychology, 85, 424–439.
78
Levine, J. M., Higgins, E. T. & Choi, H-S. (2000). Development of strategic norms in 
groups. Organizational Behavior and Human Decision Processes, 82, 88–101.
79
Faddegon, K., Scheepers, D. & Ellemers, N. (2008). If we have the will, there will 
be a way: Regulatory focus as a group identity. European Journal of Social Psychology, 
38, 880–895.
80
Higgins, E. T. (2000). Making a good decision: Value from fit. American 
Psychologist, 55, 1217–130.
81
Higgins, E. T. (2006). Value from hedonic experience and engagement. 
Psychological Review, 113(3), 439–460.
82
Cesario, J., Grant, H. & Higgins, E. T. (2004). Regulatory fit and persuasion: 
Transfer from “feeling right”. Journal of Personality and Social Psychology, 86, 338–404.
83
Avnet, T., Laufer, D. & Higgins, E. T. (2012). Are all experiences of fit created 
equal? Two paths to persuasion. Manuscript submitted for publication. Columbia 
University.
84
Lee, A. Y. & Aaker, J. L. (2004). Bringing the frame into focus: The influence of 
regulatory fit on processing fluency and persuasion. Journal of Personality and Social 
Psychology, 86, 205–218.
85
Wang, J. & Lee, A. Y. (2006). The role of regulatory focus in preference construction. 
Journal of Marketing Research, 43(1), 28–38. doi:10.1509/jmkr.43.1.28
86
Aaker & Lee (2001).
87
Paine, J. W. (2009). Follower engagement, commitment, and favor toward change: 
Examining the role of regulatory fit. Unpublished doctoral dissertation, Columbia 
University. Aaker and Lee (2001).
88
Li, A., Evans, J., Christian, M., Gillilian, S., Kausel, E. & Stein, J. (2011). The effects of 
managerial regulatory fit priming on reactions to explanations. Organizational Behavior 
and Human Decision Processes, 115, 268–282.
89
Lockwood, P., Jordan, C. H. & Kunda, Z. (2002). Motivation by positive or negative 
role models: Regulatory focus determines who will best inspire us. Journal of Personality 
and Social Psychology, 83, 854–864.
90
Schokker, M., Keers, J., Bouma, J., Links, T.,Sanderman, R.,Wolffenbut tel, B., 
Hagedoorn, M. (2010). The impact of social comparison information on motivation 
in patients with diabetes as a function of regulatory focus and self-efficacy. Health 
Psychology, 29, 438–445.
91
Freitas, A. L., Liberman, N. & Higgins, E. T. (2002). Regulatory fit and resisting 
temptation during goal pursuit. Journal of Experimental Social Psychology, 38, 291–298.
92
Oct 19, 2010 BP Links Safety To Pay In Fourth Quarter, Wall Street Journal.
93
Daryanto, A., de Ruyter, K. & Wetzels, M. (2010). Getting a discount or sharing 
the cost: the influence of regulatory fit on consumer response to service pricing schemes. 
Journal of Service Research, 13, 153–167.
94
Brodscholl, J. C., Kober, H. & Higgins, E. T. (2007). Strategies of self-regulation in 
goal attainment versus goal maintenance. European Journal of Social Psychology.

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260 Приложение
95
Plessner, H., Unkelbach, C., Memmert, D., Baltes, A. & Kolb, A. (2009). Regulatory 
fit as a determinant of sport performance: How to succeed in a soccer penalty-shooting. 
Psychology of Sport and Exercise, 10, 108–115.
96
Unkelbach, C., Plessner, H. & Memmert, D. (2009). “Fit” in sports: Self-regulation 
and athletic performances. In J. Forgas, R. Baumeister & D. Tice (Eds.), The Psychology of 
Self-Regulation (pp. 93–105). New York: Psychology Press.
97
Latimer, A. E., Rivers, S. E., Rench, T. A., Katulak, N. A., Hicks, A., Hodorowski, 
J. K., Salovey, P. (2008). A field experiment testing the utility of regulatory fit messages 
for promoting physical activity. Journal of Experimental Social Psychology, 44, 826–832.
98
Spiegel, S., Grant, H. & Higgins, E. T. (2004). How regulatory fit enhances 
motivational strength during goal pursuit. European Journal of Social Psychology, 39, 
39–54.
99
Spiegel, Grant & Higgins, 2004.
100
See Freitas & Higgins (2002). 
101
Hamstra, M., Van Yperen, N., Wisse, B. & Sassenberg, K. (2011). Transformational-
transactional leadership styles and followers’ regulatory focus. Journal of Personnel 
Psychology, 10, 182–186.
102
Van-Dijk & Kluger (2004).
103
Zhao, G. & Pechmann, C. (2007). The impact of regulatory focus on adolscents’ 
response to antismoking advertising campaigns.