Detail

Professor Higgins, the Stanley Schachter Professor of Psychology, works at the intersection of motivation and cognition. He is an expert on motivational models of performance, judgment and decision making. His most recent research addresses the general question, "Where does value come from?", and the more specific question, "What makes a decision good?" He teaches an Executive MBA course on negotiation, and is the Director of the Motivation Science Center. Higgins received the Donald T. Campbell Award in Social Psychology (1996), and the Thomas M. Ostrom Award in Social Cognition (1999). In 2000, he was the recipient of both the William James Fellow Award from the American Psychological Society and the Distinguished Scientist Award from the American Psychological Association Award. He has been an editorial consultant to several professional journals, and 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.

• Fall 2009
  Seminar in Managerial Negotiations
  
• Fall 2006
  (PhD) Theories of Social Personality
  

Promotion and Prevention in Consumer Decision Making: State of the Art and Theoretical Propositions In Inside Consumption: Frontiers of Research on Consumer Motives, Goals, and Desires (2005) Coauthor(s): Michel Tuan Pham, E. Tory Higgins

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

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

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

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