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 journal › peer-review
Author(s)
Detail(s)
Original language | English |
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Pages (from-to) | 166-170 |
Journal / Publication | Current Opinion in Psychology |
Volume | 10 |
Online published | 9 Feb 2016 |
Publication status | Published - Aug 2016 |
Externally published | Yes |
Link(s)
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.
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 journal › peer-review