IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v66y2013i7p917-923.html
   My bibliography  Save this article

The influence of mood on attitude–behavior consistency

Author

Listed:
  • Elen, Maarten
  • D'Heer, Evelien
  • Geuens, Maggie
  • Vermeir, Iris

Abstract

Attitudes and preferences do not always prove to be good predictors of actual behavior. Following the call for moderating variables to get a better idea of when and for whom attitude–behavior consistency exists, the current paper focuses on mood as a potential situational moderator. Results from three online studies demonstrate that (1) mood significantly affects attitude–behavior consistency, (2) not the decision style that mood activates (i.e., a deliberative style under negative mood versus an intuitive decision style under positive mood), but a fit in decision style respondents use during attitude formation and decision making underlies this mood effect, and (3) this mood effect holds for individuals who tend to experience their emotions intensively (i.e., high affect intensity individuals), but reverses for individuals who experience their emotions less intensively (i.e., low affect intensity individuals).

Suggested Citation

  • Elen, Maarten & D'Heer, Evelien & Geuens, Maggie & Vermeir, Iris, 2013. "The influence of mood on attitude–behavior consistency," Journal of Business Research, Elsevier, vol. 66(7), pages 917-923.
    • Handle: RePEc:eee:jbrese:v:66:y:2013:i:7:p:917-923
    DOI: 10.1016/j.jbusres.2011.12.011
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148296311004188
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jbusres.2011.12.011?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. M. Geuens & P. De Pelsmacker, 2002. "Developing a Short Affect Intensity Scale," Working Papers of Faculty of Economics and Business Administration, Ghent University, Belgium 02/161, Ghent University, Faculty of Economics and Business Administration.
    2. Joel B. Cohen & Americus Reed II, 2006. "A Multiple Pathway Anchoring and Adjustment (MPAA) Model of Attitude Generation and Recruitment," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 33(1), pages 1-15, June.
    3. Maxwell, Sarah & Kover, Arthur, 2003. "Negative affect: The dark side of retailing," Journal of Business Research, Elsevier, vol. 56(7), pages 553-559, July.
    4. Menon, Satya & Kahn, Barbara E, 1995. "The Impact of Context on Variety Seeking in Product Choices," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 22(3), pages 285-295, December.
    5. Kahn, Barbara E & Isen, Alice M, 1993. "The Influence of Positive Affect on Variety Seeking among Safe, Enjoyable Products," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 20(2), pages 257-270, September.
    6. A. Van Kerckhove & I. Vermeir & M. Geuens, 2009. "Combined Influence of Selective Focus and Decision Involvement on Attitude-Decision Consistency in a Memory-based Decision Context," Working Papers of Faculty of Economics and Business Administration, Ghent University, Belgium 09/602, Ghent University, Faculty of Economics and Business Administration.
    7. Nader T. Tavassoli & Gavan J. Fitzsimons, 2006. "Spoken and Typed Expressions of Repeated Attitudes: Matching Response Modes Leads to Attitude Retrieval versus Construction," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 33(2), pages 179-187, July.
    8. Barone, Michael J & Miniard, Paul W & Romeo, Jean B, 2000. "The Influence of Positive Mood on Brand Extension Evaluations," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 26(4), pages 386-400, March.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Kuo-Chien Chang, 2017. "Feeling leads to believing: a Kansei-based approach to explore website users’ purchase intention in the travel agency sector," Information Systems and e-Business Management, Springer, vol. 15(1), pages 21-50, February.
    2. Sheu, Jiuh-Biing, 2014. "Post-disaster relief–service centralized logistics distribution with survivor resilience maximization," Transportation Research Part B: Methodological, Elsevier, vol. 68(C), pages 288-314.
    3. Licheng Sun & Qunwei Wang & Shilong Ge, 2018. "Urban resident energy-saving behavior: a case study under the A2SC framework," Natural Hazards: Journal of the International Society for the Prevention and Mitigation of Natural Hazards, Springer;International Society for the Prevention and Mitigation of Natural Hazards, vol. 91(2), pages 515-536, March.
    4. Jiyuan Dong & Xiumei Lai & Dali Zhao, 2022. "How incentive affects knowledge transfer performance in corporate user community: The mediating roles of users' transfer willingness and ability," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 43(6), pages 2249-2260, September.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Miha Dominko & Miroslav Verbič, 2022. "The effect of subjective well‐being on consumption behavior," Journal of Consumer Affairs, Wiley Blackwell, vol. 56(2), pages 876-898, June.
    2. Wu, Pei-Hsun & Kao, Danny Tengti, 2011. "Goal orientation and variety seeking behavior: The role of decision task," Journal of Economic Psychology, Elsevier, vol. 32(1), pages 65-72, February.
    3. Heidenreich, Sven & Kraemer, Tobias, 2015. "Passive innovation resistance: The curse of innovation? Investigating consequences for innovative consumer behavior," Journal of Economic Psychology, Elsevier, vol. 51(C), pages 134-151.
    4. Kim, Jungkeun, 2020. "Impact of the perceived threat of COVID-19 on variety-seeking," Australasian marketing journal, Elsevier, vol. 28(3), pages 108-116.
    5. Dawid Gajda, 2020. "Polish Young Consumers’ AttitudesTowards Mobile Phone Brands," Journal of Marketing and Consumer Behaviour in Emerging Markets, University of Warsaw, Faculty of Management, vol. 2(11), pages 4-15.
    6. Mohan, Geetha & Sivakumaran, Bharadhwaj & Sharma, Piyush, 2012. "Store environment's impact on variety seeking behavior," Journal of Retailing and Consumer Services, Elsevier, vol. 19(4), pages 419-428.
    7. Harper Roehm & Michelle Roehm, 2004. "Variety-Seeking and Time of Day: Why Leader Brands Hope Young Adults Shop in the Afternoon, but Follower Brands Hope for Morning," Marketing Letters, Springer, vol. 15(4), pages 213-221, December.
    8. Michael J. Barone & Alexander Fedorikhin & David E. Hansen, 2017. "The influence of positive affect on consideration set formation in memory-based choice," Marketing Letters, Springer, vol. 28(1), pages 59-69, March.
    9. Spassova, Gerri & Isen, Alice M., 2013. "Positive affect moderates the impact of assortment size on choice satisfaction," Journal of Retailing, Elsevier, vol. 89(4), pages 397-408.
    10. van Dolen, Willemijn M. & de Ruyter, Ko & Streukens, Sandra, 2008. "The effect of humor in electronic service encounters," Journal of Economic Psychology, Elsevier, vol. 29(2), pages 160-179, April.
    11. Martenson, Rita, 2018. "Curiosity motivated vacation destination choice in a reward and variety-seeking perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 41(C), pages 70-78.
    12. Orth, Ulrich R. & Bourrain, Aurelie, 2008. "The influence of nostalgic memories on consumer exploratory tendencies: Echoes from scents past," Journal of Retailing and Consumer Services, Elsevier, vol. 15(4), pages 277-287.
    13. Söderlund, Magnus & Berg, Hanna & Ringbo, Joel, 2014. "When the customer has left the store: An examination of the potential for satisfaction rub-off effects and purchase versus no purchase implications," Journal of Retailing and Consumer Services, Elsevier, vol. 21(4), pages 529-536.
    14. Baxendale, Shane & Macdonald, Emma K. & Wilson, Hugh N., 2015. "The Impact of Different Touchpoints on Brand Consideration," Journal of Retailing, Elsevier, vol. 91(2), pages 235-253.
    15. Steven J. Stanton & Crystal Reeck & Scott A. Huettel & Kevin S. LaBar, 2014. "Effects of induced moods on economic choices," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 9(2), pages 167-175, March.
    16. Drichoutis, Andreas & Nayga, Rodolfo & Klonaris, Stathis, 2010. "The Effects of Induced Mood on Preference Reversals and Bidding Behavior in Experimental Auction Valuation," MPRA Paper 25597, University Library of Munich, Germany.
    17. Davis, Mark A., 2009. "Understanding the relationship between mood and creativity: A meta-analysis," Organizational Behavior and Human Decision Processes, Elsevier, vol. 108(1), pages 25-38, January.
    18. Verbeke, W.J.M.I. & Belschak, F.D. & Bagozzi, R.P., 2004. "The Adaptive Consequences of Pride in Personal Selling," ERIM Report Series Research in Management ERS-2004-012-MKT, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
    19. Anastasiya Pocheptsova & Francine Espinoza Petersen & Jordan Etkin, 2014. "Two birds, one stone? Positive mood makes products seem less useful for multiple-goal pursuit," ESMT Research Working Papers ESMT-14-06, ESMT European School of Management and Technology.
    20. Gordon Liu & Wai Wai Ko, 2014. "An integrated model of cause-related marketing strategy development," AMS Review, Springer;Academy of Marketing Science, vol. 4(3), pages 78-95, December.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:66:y:2013:i:7:p:917-923. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.