The “Holding-Out” Effect

Abstract

This research examines the influence of regulatory focus on preference formation for sequentially presented choice alternatives. Across three experiments, we demonstrate the “holding-out” effect exhibited by prevention-focused individuals who tend to undervalue earlier options in a sequence, examine more options, and select an option encountered later in a sequence compared to promotion-focused individuals. We suggest and provide initial evidence that the mechanism underlying the holding-out effect is an inability to externally generate a comparison point in the beginning of a sequence, which negatively affects evaluations made by prevention-focused individuals.

How CEOs respond to mortality salience during the COVID-19 pandemic: Integrating terror management theory with regulatory focus theory.

“…We found that while the relationship between mortality salience and other orientation was moderated by prevention focus, the relationship between mortality salience and self-orientation was moderated by promotion focus. These findings reinforce and extend past research linking prevention focus to external reactions and promotion focus to internal reactions (e.g., Bullard et al, 2017; Florack et al, 2013).…”

“…This article is intended solely for the personal use of the individual user and is not to be disseminated broadly. promotion focus to internal reactions (e.g., Bullard et al, 2017;Florack et al, 2013). Additionally, several prior studies have examined how mortality salience (operationalized as the death of firm directors) impacts firm outcomes such as acquisitions and CSR (Chen et al, 2020;Shi et al, 2017).…”