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This article highlights practical applications for managers and leaders of organizations stemming from recent research on regulatory focus theory. Research has shown that individuals with promotion concerns with growth and gain versus prevention concerns with security and non-loss have different: (1) risk-taking responses to change, both below and above the status quo; (2) values and cultural norms; and (3) moral judgments and ethical responses. Each of these new lines of research offers important dos and don’ts to members of diverse organizations.

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James Cornwell

James Cornwell

United States Military Academy

James Cornwell is an Assistant Professor in the Department of Behavioral Sciences and Leadership at the United States Military Academy. He received his PhD in psychology in 2014 from Columbia University. His research focuses on moral judgment and moral character, the...

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E. Tory Higgins

E. Tory Higgins

Columbia University

E. Tory Higgins is the Stanley Schachter Professor of Psychology and Professor of Business at Columbia University. He is also the Director of the Motivation Science Center. He is a Fellow of the American Academy of Arts & Sciences. He has written Beyond Pleasure and...

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