Regulatory engagement theory [Higgins, ET (2006). Value from hedonic experience and
engagement. Psychological Review, 113, 439–460.] proposes that value is a motivational …

Regulatory focus theory distinguishes between two different value concerns: promotion
concerns with advancement and growth, and prevention concerns with safety and security …

How does motivation work? Scientific research shows that people are motivated to be
effective in different ways that go beyond the pursuit of pleasure and the avoidance of pain …

A recent debate raises questions on what shapes socially responsible behavior. In an
experiment, we disentangle major determinants, social information, buyer/seller framing and …

The authors argue that behavior in economic contexts will be better understood when it is
taken into account that contexts can evoke self-regulatory strategies reflecting a promotion …

Our research investigated whether promotion concerns with advancement and prevention
concerns with security related to moral beliefs and political ideology. Study 1 found that …

Cross-cultural research documented two types of temporal culture governing the way
individuals schedule tasks over time: clock-time, where individuals let an external clock …

In the present research, we found that endogenous testosterone and cortisol changes were
jointly related to bargaining outcomes. In a face-to-face competitive negotiation (Study 1) …

This study assesses longitudinal effects of different training designs on joint negotiation
performance. In so doing, the study experimentally compares (a) bilateral training of both the …

Negotiators may use vigilant, loss-minimizing strategies or eager, gain-maximizing
strategies. The present study provides evidence that preferences for these different …