کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
879273 1471319 2016 5 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
What we feel and why we buy: the influence of emotions on consumer decision-making
ترجمه فارسی عنوان
ما چه احساس می کنیم و به چه دلیل خرید می کنیم: تاثیر احساسات بر تصمیم گیری مصرف کننده
موضوعات مرتبط
علوم انسانی و اجتماعی روانشناسی روان شناسی کاربردی
چکیده انگلیسی


• 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.

ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Current Opinion in Psychology - Volume 10, August 2016, Pages 166–170
نویسندگان
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