Exploring the complexities of value creation: The role of engagement strength
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Date
2009-03-25
Authors
Scholer, Abigail A.
Higgins, E. Tory
Journal Title
Journal ISSN
Volume Title
Publisher
John Wiley & Sons
Abstract
Regulatory engagement theory (Higgins, 2006; Higgins & Scholer, 2009) proposes that engagement strength plays a critical role in the creation of value intensity. We discuss the ways in which engagement, in this model, can be distinguished from arousal, motivation to act, and experienced difficulty. We distinguish between the mechanisms and predictions made by regulatory engagement theory versus cognitive dissonance theory and a goal systems approach. We also describe the complexities and conditions under which some sources of engagement strength (e.g., regulatory fit) may relate to value creation. For instance, while regulatory fit has more typically been associated with increased engagement strength, regulatory nonfit may also sometimes increase engagement by serving as an obstacle to be overcome. We review existing evidence and highlight open questions related to the role of engagement strength in creating value.
Description
This is the peer reviewed version of the following article: Scholer, A. A., & Higgins, E. T. (2009). Exploring the complexities of value creation: The role of engagement strength. Journal of Consumer Psychology, 19(2), 137–143. https://doi.org/10.1016/j.jcps.2009.02.007, which has been published in final form at https://doi.org/10.1016/j.jcps.2009.02.007. This article may be used for non-commercial purposes in accordance with Wiley Terms and Conditions for Use of Self-Archived Versions.
Keywords
engagement, value, motivation