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  • Influence
Representativeness, Relevance, and the Use of Feelings in Decision Making
It has been suggested that evaluations may be based on a "How-do-I-feel-about-it?" heuristic, which involves holding a representation of the target in mind and inspecting feelings that this
Ideals and Oughts and the Reliance of Affect Versus Substance in Persuasion
Motivation research distinguishes two types of goals: (a) ideals, which relate to people’s hopes, wishes, and aspirations, and (b) oughts, which relate to people’s duties, obligations, and
The Nature and Role of Affect in Consumer Behavior
In the intervening years since publication of the chapter Affect and Consumer Behavior (Cohen & Areni, 1991) in the Handbook of Consumer Behavior (Kassarjian & Robertson, 1991), research in consumer
Emotion and Rationality: A Critical Review and Interpretation of Empirical Evidence
The relation between emotion and rationality is assessed by reviewing empirical findings from multiple disciplines. Two types of emotional phenomena are examined—incidental emotional states and
Affect Monitoring and the Primacy of Feelings in Judgment
Multidisciplinary evidence suggests that people often make evaluative judgments by monitoring their feelings toward the target. This article examines, in the context of moderately complex and
Promotion and Prevention Across Mental Accounts: When Financial Products Dictate Consumers' Investment Goals
We propose that consumers’ investment decisions involve processes of promotion and prevention regulation that are managed across separate mental accounts, with different financial products seen as
The Logic of Feeling
The contribution of the feelings-as-information hypothesis to our understanding of the role of affect in judgment and decision making is discussed. Basic principles and regularities in how affective
When Do People Rely on Affective and Cognitive Feelings in Judgment? A Review
The use of feelings as information is a frequent event and a generally sensible judgmental strategy rather than a constant source of error and Avenues for future research are discussed.
When Arousal Influences Ad Evaluation and Valence Does Not (and Vice Versa)
This research examines, across 2 studies, the interplay between the valence and arousal components of affective states and the affective tone of a target ad. In the first study, music was used to
Market prominence biases in sponsor identification: Processes and consequentiality
It has been recently suggested that sponsor identification may be biased in favor of prominent brands. All things equal, consumers are more likely to attribute sponsorship to brands that they