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Consumer Emotional Intelligence: Conceptualization, Measurement, and the Prediction of Consumer Decision Making

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  • Blair Kidwell
  • David M. Hardesty
  • Terry L. Childers
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    Abstract

    This research details the development of the Consumer Emotional Intelligence Scale (CEIS), which was designed to measure individual differences in consumers' ability to use emotional information. Scale development procedures confirmed the theoretical structure of the 18-item scale. Results supported the scale's reliability and its discriminant and nomological validity. Our consumer domain-specific measure predicted food choices better than a more domain-general alternative. Furthermore, consumer emotional intelligence (EI) predicted food choices beyond cognitive knowledge. Finally, consumer EI was found to generalize to product-based decision making. Theoretical implications of consumer EI are discussed along with areas of future research. (c) 2007 by JOURNAL OF CONSUMER RESEARCH, Inc..

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    File URL: http://www.journals.uchicago.edu/doi/pdf/10.1086/524417
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    Bibliographic Info

    Article provided by University of Chicago Press in its journal Journal of Consumer Research.

    Volume (Year): 35 (2008)
    Issue (Month): 1 (November)
    Pages: 154-166

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    Handle: RePEc:ucp:jconrs:v:35:y:2008:i:1:p:154-166

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    Web page: http://www.journals.uchicago.edu/JCR/

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    Cited by:
    1. Cui, Annie Peng & Hu, Michael Y. & Griffith, David A., 2014. "What makes a brand manager effective?," Journal of Business Research, Elsevier, vol. 67(2), pages 144-150.
    2. Tine Bock & Patrick Kenhove, 2010. "Consumer Ethics: The Role of Self-Regulatory Focus," Journal of Business Ethics, Springer, vol. 97(2), pages 241-255, December.
    3. Tobias Effertz & Marie-Kristin Franke & Thorsten Teichert, 2014. "Adolescents’ Assessments of Advertisements for Unhealthy Food: an Example of Warning Labels for Soft Drinks," Journal of Consumer Policy, Springer, vol. 37(2), pages 279-299, June.
    4. Bublitz, Melissa G. & Peracchio, Laura A. & Andreasen, Alan R. & Kees, Jeremy & Kidwell, Blair & Miller, Elizabeth Gelfand & Motley, Carol M. & Peter, Paula C. & Rajagopal, Priyali & Scott, Maura L. &, 2013. "Promoting positive change: Advancing the food well-being paradigm," Journal of Business Research, Elsevier, vol. 66(8), pages 1211-1218.

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