کد مقاله | کد نشریه | سال انتشار | مقاله انگلیسی | نسخه تمام متن |
---|---|---|---|---|
879273 | 1471319 | 2016 | 5 صفحه PDF | دانلود رایگان |
• Emotions embedded in marketing appeals or in decision contexts influence decision-making.
• Consumers are influenced by emotions that are both related and unrelated to the decision.
• Emotions impact consumer decisions through cognitive appraisals.
Each specific emotion is associated with a set of cognitive appraisals that drives the influence of the emotion on decision-making through nuanced psychological mechanisms. We present an integrated view of the current literature on how emotions – both related and unrelated to the decision at hand – play an important role in shaping consumer decision-making. Emotions embedded in marketing stimuli influence decision-making via processes driven by cognitive appraisals. Emotions that are unrelated to the decisions influence decision-making via carried over appraisal tendencies. We present perspectives on why and under what conditions emotions serve as antecedents to decision-making, and call for future research to examine how emotional influences can both undermine and help consumer decision-making.
Journal: Current Opinion in Psychology - Volume 10, August 2016, Pages 166–170