What we feel and why we buy : the influence of emotions on consumer decision-making

Research output: Journal Publications and Reviews (RGC: 21, 22, 62)21_Publication in refereed journalpeer-review

74 Scopus Citations
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Author(s)

  • Chethana Achar
  • Jane So
  • Nidhi Agrawal
  • Adam Duhachek

Detail(s)

Original languageEnglish
Pages (from-to)166-170
Journal / PublicationCurrent Opinion in Psychology
Volume10
Online published9 Feb 2016
Publication statusPublished - Aug 2016
Externally publishedYes

Abstract

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.

Citation Format(s)

What we feel and why we buy : the influence of emotions on consumer decision-making. / Achar, Chethana; So, Jane; Agrawal, Nidhi et al.

In: Current Opinion in Psychology, Vol. 10, 08.2016, p. 166-170.

Research output: Journal Publications and Reviews (RGC: 21, 22, 62)21_Publication in refereed journalpeer-review