Tory Higgins
Professor at Columbia Business School
Biography
Columbia Business School
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.
Teaching
Spring 2018
Fall 2014
Fall 2013
(PhD) Theories of Social Personality (PHD)
Research
Journal articles
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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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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
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Value From Hedonic Experience and Engagement In Psychological Review (2006)
Coauthor(s): E. Tory Higgins
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Categorization Under Uncertainty: Resolving Vagueness and Ambiguity with Eager Versus Vigilant Strategies In Social Cognition (2004)
Coauthor(s): E. Tory Higgins
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Regulatory Focus Theory and the Entrepreneurial Process In Journal of Business Venturing (2004)
Coauthor(s): Joel Brockner, E. Tory Higgins, Murray Low
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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
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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
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Making a Good Decision: Value from Fit In American Psychologist (2000)
Coauthor(s): E. Tory Higgins
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Beyond Pleasure and Pain In American Psychologist (1997)
Coauthor(s): E. Tory Higgins
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Books
Focus: Use Different Ways of Seeing the World for Success and Influence (2013)
Coauthor(s): Heidi Grant Halvorson, E. Tory Higgins
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Beyond Pleasure and Pain: How Motivation Works (2012)
Coauthor(s): E. Tory Higgins
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Handbook of Theories of Social Psychology (2012)
Coauthor(s): E. Tory Higgins, Paul A. M. Van Lange, Arie Kruglanski
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Chapters
Motivation Science in Social Psychology: A Tale of Two Histories In Handbook of the History of Social Psychology (2011)
Coauthor(s): E. Tory Higgins
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Accessibility theory In Handbook of theories of social psychology (2011)
Coauthor(s): E. Tory Higgins
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Regulatory focus theory In Handbook of theories of social psychology (2011)
Coauthor(s): E. Tory Higgins
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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
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Sharing inner states: A defining feature of human motivation In Grounding sociality: Neurons, minds, and culture (2011)
Coauthor(s): E. Tory Higgins
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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
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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
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Regulatory focus in a demanding world In Handbook of personality and self-regulation (2010)
Coauthor(s): Abigail Scholer, E. Tory Higgins
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Modes of self-regulation: Assessment and locomotion as independent determinants in goal-pursuit In Handbook of Personality and Self-Regulation (2009)
Coauthor(s): Arie Kruglanski, Edward Orehek, E. Tory Higgins, Antonio Pierro, Idit Shalev
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Part IV: Psychology In Quantitative Models and Methods: A Tour of the Social Sciences (2009)
Coauthor(s): E. Tory Higgins, Elke Weber, Heidi Grant
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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
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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
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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
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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
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Social Networks and Subjective Well-Being: The Effect of Regulatory Fit (2010)
Coauthor(s): Xi Zou, Paul Ingram, E. Tory Higgins
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In The News
Media Mentions
How This Mindset Shift Can Help You Be More Successful, According to a Columbia Psychologist
How Female Entrepreneurs Can Beat Investors'' Gender Bias
Do Women Entrepreneurs Get Less VC Funding? Wharton and Columbia Researchers Find a Large Gender Gap
Are Female Founders Prone to Failure? Study Shows ‘Implicit’ Stereotype Fuels Funding Gap
Women Get More Questions on Risk From Startup VCs Than Men Do--And Far Less Money
Press Releases
How We Size Up Whether Someone Is a Good Judge of People Has a Lot to Do with Whether They Agree with Us
New Research Helps Doctors Deliver Bad News to Patients
Awards And Honors
Alexander von Humboldt Anneliese Maier Research Award
2015
University of Melbourne Dyason Fellow Public Lecture
2013
Harold Basowitz Memorial Lecture
University of Alabama (2008)
Lifetime Contribution Award
(2006) International Society for Self & Identity
Fellow
American Academy of Arts & Sciences (2006)
Co-authored article received the 2006 ISCON "Best Social Cognition Paper" Award
.
Distinguished Scientist Award
(2005) From the Society of Experimental Social Psychology
Miegunyuh Distinguished Fellow of the University of Melbourne
2005
Presidential Award For Outstanding Teaching
(2004) Awarded by Columbia University
University Lecture
Columbia University (2001)
William James Fellow Award
(2000) From the Association for Psychological Science For Distinguished Achievements in Psychological Science
Stanley Schachter Professor of Psychology
(2000) Chaired Professorship Awarded by Columbia University
Award for Distinguished Scientific Contributions
(2000) From the American Psychological Association
M.A. Convocation Address
Graduate School of Arts & Sciences, Columbia University (2000)
Thomas M. Ostrom Award
(1999) From the Social Cognition Society For Outstanding Contributions to Social Cognition
Ph.D Convocation Address
Graduate School of Arts & Sciences, Columbia University (1999)
Donald T. Campbell Award
1996, From the Society for Personality and Social Psychology For Outstanding Contributions to Social Psychology
NIMH MERIT Award
Method to Extend Research Time
Fellow
Center for Advanced Study in the Behavioral Sciences (1986-87)
Keynote Address
Society of Personality and Social Psychology (APS)
G. Stanley Hall Lecturer
Williams College
Keynote Address
Canadian Psychological Association
Keynote Speaker
International Conference on Language and Social Psychology
Keynote Address
American Psychological Society
D. O. Hebb Lecture Series
Invited Address (McGill University)
Allen Edwards Lecturer
University of Washington, Seattle
Heyman Fellow
Columbia University
OSU Ostrom Scholar-in-Residence
Ohio State University
Tony Greenwald Distinguished Scholar Address
Ohio State University
University Distinguished Lecture Series
University of Wisconsin (Madison)
Keynote Speaker
International Society for Research on Emotion (Wurzburg)
Ida Beam Distinguished Visiting Professor
University of Iowa
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