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  1.  5
    Losses tune differently than gains: how gains and losses shape attentional scope and influence goal pursuit.Sebastian Sadowski, Bob M. Fennis & Koert van Ittersum - 2020 - Cognition and Emotion 34 (7):1439-1456.
    Research on the asymmetric effect of negative versus positive affective states on scope of attention, both at a perceptual and a conceptual level, is abundant. However,...
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  2.  9
    Softening the Blow: Company Self-Disclosure of Negative Information Lessens Damaging Effects on Consumer Judgment and Decision Making.Bob M. Fennis & Wolfgang Stroebe - 2014 - Journal of Business Ethics 120 (1):1-12.
    Is self-disclosure of negative information a viable strategy for a company to lessen the damage done to consumer responses? Three experiments assessed whether self-disclosing negative information in itself lessened the damaging impact of this information compared to third-party disclosure of the same information. Results indicated that mere self-disclosure of a negative event positively affected consumers’ choice behavior, perceived company trustworthiness, and company evaluations compared to third-party disclosure. The effectiveness of the self-disclosure strategy was moderated by the initial reputation of a (...)
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  3.  32
    No product is perfect: The positive influence of acknowledging the negative.Bruce E. Pfeiffer, Hélène Deval, Frank R. Kardes, Edward R. Hirt, Samuel C. Karpen & Bob M. Fennis - 2014 - Thinking and Reasoning 20 (4):500-512.
    Negative acknowledgement is an impression management technique that uses the admission of an unfavourable quality to mitigate a negative response. Although the technique has been clearly demonstrated, the underlying process is not well understood. The current research identifies a key mediator and moderator while also demonstrating that the effect extends beyond the specific acknowledged domain to the overall evaluation of a target object. The results of study 1 indicate that negative acknowledgement works through mitigating negatively valenced cognitive responses. People who (...)
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