E. Tory Higgins
Professor
Management
BA, Joint Honors (Sociology; Anthropology), McGill University, 1967; MA with Distinction, London School of Economics, 1968; PhD (Psychology), Columbia University, 1973
Joined CBS in 2002
Office:
342
Kravis
Phone:
212-854-1297
E-mail:
[email protected]
Fax:
212-316-9355
Curriculum Vitae
Biography
Professor Higgins, the Stanley Schachter Professor of Psychology and Professor of Business is an expert on motivation and decision making. He is a Fellow of the American Academy of Arts & Sciences. He is the author of Beyond Pleasure and Pain: How Motivation Works (Oxford) and co-author of Focus: Use Different Ways of Seeing the World for Success and Influence (Penguin). He teaches an Executive MBA course on negotiation, and is the Director of the Motivation Science Center. Higgins has received the Donald T. Campbell Award for Outstanding Contributions to Social Psychology (Society for Personality and Social Psychology), the Thomas M. Ostrom Award in Social Cognition, the Distinguished Lifetime Career Award (International Society for Self & Identity), and the Distinguished Scientist Award (Society of Experimental Social Psychology). In 2000, he was the recipient of both the William James Fellow Award for Distinguished Achievements in Psychological Science (Association of Psychological Science) and the Award for Distinguished Scientific Contributions (American Psychological Association). He has served as an advisor and consultant to many governmental and academic organizations. In 2000, he was chosen to present Columbia's University Lecture. In 2004, he was the recipient of the Presidential Teaching Award.
Memberships & Affiliations
From the Heritage Foundation, Society for Personality and Social Psychology.
Teaching
Spring 2021
Spring 2020
(PhD) Theories of Social Personality
(PHD)
Spring 2019
Spring 2018
Fall 2018
Research
Journal articles
Special Issue: Shared Reality
In Current Opinion in Psychology
(forthcoming)
Coauthor(s): G. Echterhoff, E. Tory Higgins
The Loss of Loss Aversion: Paying Attention to Reference Points
In Journal of Consumer Psychology
(2018)
Coauthor(s): E. Tory Higgins, D. Kanze, L. Huang, Conley M.A.
Special Issue: Interdisciplinary Research in Motivation Science
In Motivational Science
(2017)
Coauthor(s): E. Tory Higgins, A.W. Kruglanski
Regulatory mode and willingness to increase retirement savings contributions
In Journal of Applied Social Psychology
(2017)
Coauthor(s): H. Kim, S. Shin, C.J. Heath, Q. Zhang, E. Tory Higgins
How the "Truth" Self Relates to Altruism: When Your Problem Is Mine
In Social Cognition
(2017)
Coauthor(s): J.F. Cornwell, B. Franks, E. Tory Higgins
Who do we think of as good judges? Those who agree with us about us
In Journal of Experimental Social Psychology
(2017)
Coauthor(s): J.S. Chun, Daniel Ames, J.N. Uribe, E. Tory Higgins
A multilevel analysis of person-group regulatory-mode complementarity: The moderating role of group-task interdependence
In Group Dynamics: Theory, Research, and Practice
(2017)
Coauthor(s): M. Chernikova, C. Lo Destro, A. Pierro, E. Tory Higgins, A.W. Kruglanski
Creating shared reality in interpersonal and intergroup communication: The role of epistemic processes and their interplay
In European Review of Social Psychology
(2017)
Coauthor(s): G. Echterhoff, E. Tory Higgins
Management and regulatory focus: Three new domains of application
In Rutgers Business Review
(2017)
Coauthor(s): J.F.M. Cornwell, E. Tory Higgins
Shared Reality in Intergroup Communication: Increasing the Epistemic Authority of an Out-Group Audience
In Journal of Experimental Psychology: General
(2017)
Coauthor(s): G. Echterhoff, R. Kopietz, E. Tory Higgins
Shared reality makes life meaningful: Are we really going in the right direction?
In Motivation Science
(2017)
Coauthor(s): J.F.M. Cornwell, B. Franks, E. Tory Higgins
Different strokes for different folks: Effects of regulatory mode complementarity and task complexity on performance
In Personality and Individual Differences
(2016)
Coauthor(s): M. Chernikova, C. Lo Destro, R. Mauro, Antonio Pierro, Arie Kruglanski, E. Tory Higgins
Motivational modes and learning in Parkinson's disease
In Social cognitive and affective neuroscience
(2015)
Coauthor(s): K. Foerde, E. Braun, E. Tory Higgins, D. Shohamy
Microinterventions targeting regulatory focus and regulatory fit selectively reduce dysphoric and anxious mood
In Behavior Research and Therapy
(2015)
Coauthor(s): Timothy Strauman, Y. Socolar, L. Kwapil, J. Cornwell, B. Franks, S. Sehnert, E. Tory Higgins
Social Networks and Life Satisfaction: The Interplay of Network Density and Regulatory Focus
In Motivation and Emotion
(2015)
Coauthor(s): C. Zou, Paul Ingram, E. Tory Higgins
Leaders as planners and movers: Supervisors' regulatory modes and subordinates' performance
In Journal of Applied Social Psychology
(2012)
Coauthor(s): Antonio Pierro, Mauro Giacomantonio, Lucia Mannetti, E. Tory Higgins, Arie Kruglanski
Regulatory focus and anxiety: A self-regulatory model of GAD-Depression comorbidity
In Personality and Individual Differences
(2011)
Coauthor(s): Megan Klenk, Timothy Strauman, E. Tory Higgins
Liking the same things, but doing things differently: Outcome versus strategic compatibility in partner preferences for joint tasks
In Social Cognition
(2011)
Coauthor(s): Vanessa Bohns, E. Tory Higgins
Managing Others Like You Were Managed: How Prevention Focus Motivates Copying Interpersonal Norms
In Journal of Personality and Social Psychology
(2011)
Coauthor(s): Shu Zhang, E. Tory Higgins, Guoquan Chen
My way: How strategic preferences vary by negotiator role and regulatory focus
In Journal of Experimental Social Psychology
(2010)
Coauthor(s): Kirstin Appelt, E. Tory Higgins
On "feeling right" in cultural contexts: How person-culture match affects self-esteem and subjective well-being
In Psychological Science
(2010)
Coauthor(s): C. Ashley Fulmer, Michele Gelfand, Arie Kruglanski, Chu Kim-Prieto, Ed Diener, Antonio Pierro, E. Tory Higgins
Motivation in Mental Accessibility: Relevance of a Representation (ROAR) as a New Framework
In Social and Personality Psychology Compass
(2010)
Coauthor(s): Baruch Eitam, E. Tory Higgins
The ecology of automaticity: How situational contingencies shape action semantics and social behavior
In Psychological Science
(2010)
Coauthor(s): Joseph Cesario, Jason Plaks, Nao Hagiwara, Carlos Navarrete, E. Tory Higgins
When risk seeking becomes a motivational necessity
In Journal of Personality and Social Science
(2010)
Coauthor(s): Abigail Scholer, Xi Zou, Kentaro Fujita, Steven J. Stroessner, E. Tory Higgins
Feeling right or being right: When strong assessment yields strong correction
In Motivation and Emotion
(2010)
Coauthor(s): Kirstin Appelt, Xi Zou, E. Tory Higgins
Shared reality effects on memory: Communicating to fulfill epistemic needs
In Social Cognition
(2010)
Coauthor(s): Renee Kopietz, Jens Hellman, E. Tory Higgins, Gerald Echterhoff
Regulatory focus and political decision making: When people favor reform over the status quo
In Political Psychology
(2010)
Coauthor(s): Jennifer Boldero, E. Tory Higgins
Tailoring visual images to fit: Value creation in persuasive messages
In European Journal of Social Psychology
(2010)
Coauthor(s): Lucia Mannetti, Mauro Giacomantonio, E. Tory Higgins, Antonio Pierro, Arie Kruglanski
Increasing or decreasing interest in activities: The role of regulatory fit
In Journal of Personality and Social Psychology
(2010)
Coauthor(s): E. Tory Higgins, Joseph Cesario, Nao Hagiwara, Scott Spiegel, Thane Pittman
Engaging the Consumer: The Science and Art of the Value Creation Process
In Journal of Consumer Psychology
(2009)
Coauthor(s): E. Tory Higgins, Abigail Scholer
Value From Hedonic Experience and Engagement
In Psychological Review
(2006)
Coauthor(s): E. Tory Higgins
Categorization Under Uncertainty: Resolving Vagueness and Ambiguity with Eager Versus Vigilant Strategies
In Social Cognition
(2004)
Coauthor(s): E. Tory Higgins
Regulatory Focus Theory and the Entrepreneurial Process
In Journal of Business Venturing
(2004)
Coauthor(s): Joel Brockner, E. Tory Higgins, Murray Low
Regulatory Focus and the Probability Estimates of Conjunctive and Disjunctive Events
In Organizational Behavior and Human Decision Processes
(2002)
Coauthor(s): Joel Brockner, Srikanth Paruchuri, Lorraine Idson, E. Tory Higgins
Regulatory Focus Theory: Implications for the Study of Emotions at Work
In Organizational Behavior and Human Decision Processes
(2001)
Coauthor(s): Joel Brockner, E. Tory Higgins
Making a Good Decision: Value from Fit
In American Psychologist
(2000)
Coauthor(s): E. Tory Higgins
Beyond Pleasure and Pain
In American Psychologist
(1997)
Coauthor(s): E. Tory Higgins
Books
Focus: Use Different Ways of Seeing the World for Success and Influence
(2013)
Coauthor(s): Heidi Grant Halvorson, E. Tory Higgins
Beyond Pleasure and Pain: How Motivation Works
(2012)
Coauthor(s): E. Tory Higgins
Handbook of Theories of Social Psychology
(2012)
Coauthor(s): E. Tory Higgins, Paul A. M. Van Lange, Arie Kruglanski
Chapters
The Tripartite Motivational Human Essence
In The Oxford Handbook of the Human Essence
(2018)
Coauthor(s): J.F.M. Cornwell, E. Tory Higgins
Motivation Science in Social Psychology: A Tale of Two Histories
In Handbook of the History of Social Psychology
(2011)
Coauthor(s): E. Tory Higgins
Accessibility theory
In Handbook of theories of social psychology
(2011)
Coauthor(s): E. Tory Higgins
Regulatory focus theory
In Handbook of theories of social psychology
(2011)
Coauthor(s): E. Tory Higgins
Promotion and prevention systems: Regulatory focus dynamics within self-regulatory hierarchies
In Handbook of Self-Regulation: Research, Theory, and Applications
(2011)
Coauthor(s): Abigail Scholer, E. Tory Higgins
Sharing inner states: A defining feature of human motivation
In Grounding sociality: Neurons, minds, and culture
(2011)
Coauthor(s): E. Tory Higgins
How communication shapes memory: Shared reality and implications for culture
In Grounding sociality: Neurons, minds, and culture
(2010)
Coauthor(s): Gerald Echterhoff, E. Tory Higgins
Conflict and control at different levels of self-regulation
In Self Control in Society, Mind, and Brain
(2010)
Coauthor(s): Abigail Scholer, E. Tory Higgins
Modes of self-regulation: Assessment and locomotion as independent determinants in goal-pursuit
In Handbook of Personality and Self-Regulation
(2010)
Coauthor(s): Arie Kruglanski, Edward Orehek, E. Tory Higgins, Antonio Pierro, Edith Shalev
Regulatory focus in a demanding world
In Handbook of personality and self-regulation
(2010)
Coauthor(s): Abigail Scholer, E. Tory Higgins
Part IV: Psychology
In Quantitative Models and Methods: A Tour of the Social Sciences
(2009)
Coauthor(s): E. Tory Higgins, Elke Weber, Heidi Grant
Distinguishing levels of approach and avoidance: An analysis using regulatory focus theory
In Handbook of approach and avoidance motivation
(2008)
Coauthor(s): Abigail Scholer, E. Tory Higgins
Promotion and prevention strategies for self-regulation: A motivated cognition perspective
In Handbook of Self-Regulation: Research, Theory, and Applications, 2nd ed.
(2007)
Coauthor(s): E. Tory Higgins, Scott Spiegel
Promotion and Prevention in Consumer Decision-Making: The State of the Art and Theoretical Propositions
In Inside Consumption: Consumer Motives, Goals, and Desires
(2005)
Coauthor(s): Michel Tuan Pham, E. Tory Higgins
Web-only articles
Male and female entrepreneurs get asked different questions by VCs — and it affects how much funding they get
In Harvard Business Review.
(2017)
Coauthor(s): D. Kanze, L. Huang, M.A. Conley, E. Tory Higgins
Transforming Water: Social Influence Moderates Psychological, Physiological, and Functional Response to a Placebo Product
In PLOS ONE
(2016)
Coauthor(s): A.J. Crum, D.J. Phillips, J.P. Goyer, Modupe Akinola, E. Tory Higgins
Working papers
It's Just Water? The Effect of Mindset and Shared Reality on the Physical, Psychological and Performance Effects of Water
(2013)
Coauthor(s): Damon Phillips, E. Tory Higgins
Social Networks and Subjective Well-Being: The Effect of Regulatory Fit
(2010)
Coauthor(s): Xi Zou, Paul Ingram, E. Tory Higgins
In The Media
Nobody Respects Clemson, According to Clemson
Mission Statements That Put Action Over Thought Lead to Discrimination Complaints, Study Finds
How to Overcome 3 Common Challenges Women Founders Experience
There Are 2 Types of Investor Questions. Here's How to Nail Both
Opinion: Would we mock Kylie Jenner’s $900 million fortune if her name was Kyle?
Press Releases
Awards And Honors
2015
2013
University of Alabama (2008)
(2006) International Society for Self & Identity
American Academy of Arts & Sciences (2006)
.
(2005) From the Society of Experimental Social Psychology
2005
(2004) Awarded by Columbia University
Columbia University (2001)
(2000) From the Association for Psychological Science For Distinguished Achievements in Psychological Science
(2000) Chaired Professorship Awarded by Columbia University
(2000) From the American Psychological Association
Graduate School of Arts & Sciences, Columbia University (2000)
(1999) From the Social Cognition Society For Outstanding Contributions to Social Cognition
Graduate School of Arts & Sciences, Columbia University (1999)
1996, From the Society for Personality and Social Psychology For Outstanding Contributions to Social Psychology
[Method to Extend Research Time] (1989-1999)
Center for Advanced Study in the Behavioral Sciences (1986-87)
Society of Personality and Social Psychology (APS)
Williams College
Canadian Psychological Association
International Conference on Language and Social Psychology
American Psychological Society
Invited Address (McGill University)
University of Washington, Seattle
Columbia University
Ohio State University
Ohio State University
University of Wisconsin (Madison)
International Society for Research on Emotion (Wurzburg)
University of Iowa