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Goal-Relevant Emotional Information: When Extraneous Affect Leads to Persuasion and When It Does Not

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  • Anick Bosmans
  • Hans Baumgartner

Abstract

We investigate how extraneous or incidental emotions influence product evaluations as a function of consumers' salient goals. By manipulating specific emotions that correspond closely to two basic categories of human goals (achievement vs. protection), we extend affect-as-information theory and show that product judgments are a function not simply of the valence of extraneous emotions but also of the correspondence between specific emotions and salient goals. When consumers' achievement goals are salient, achievement-related emotions (cheerfulness and dejection) are more informative for evaluations than protection-related emotions (quiescence and agitation); the opposite is true when consumers' protection goals are salient. (c) 2005 by JOURNAL OF CONSUMER RESEARCH, Inc..

Suggested Citation

  • Anick Bosmans & Hans Baumgartner, 2005. "Goal-Relevant Emotional Information: When Extraneous Affect Leads to Persuasion and When It Does Not," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 32(3), pages 424-434, December.
    • Handle: RePEc:oup:jconrs:v:32:y:2005:i:3:p:424-434
    DOI: 10.1086/497554
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    Cited by:

    1. Carin Huber & Tobias Schlager, 2018. "Testing the risk as feeling and risk as analysis perspective for insurance: the antecedents of purchasing unit-linked life insurance products," Journal of Financial Services Marketing, Palgrave Macmillan, vol. 23(1), pages 25-37, March.
    2. Adams, Leen & Faseur, Tineke & Geuens, Maggie, 2010. "The Influence of the Self-Regulatory Focus on the Effectiveness of Stop-Smoking Campaigns for Young Smokers," Working Papers 2010/38, Hogeschool-Universiteit Brussel, Faculteit Economie en Management.
    3. Harri T. Luomala & Rajesh Kumar & J. D. Singh & Matti Jaakkola, 2015. "When an Intercultural Business Negotiation Fails: Comparing the Emotions and Behavioural Tendencies of Individualistic and Collectivistic Negotiators," Group Decision and Negotiation, Springer, vol. 24(3), pages 537-561, May.
    4. Daliana Luca, 2018. "Does prevention as an investment strategy explain the intention to purchase guarantees for unit-linked life insurance?," Journal of Financial Services Marketing, Palgrave Macmillan, vol. 23(3), pages 153-167, December.
    5. Sampath Sanjeewa Weedige & Hongbing Ouyang & Yao Gao & Yaqing Liu, 2019. "Decision Making in Personal Insurance: Impact of Insurance Literacy," Sustainability, MDPI, vol. 11(23), pages 1-24, November.
    6. Trudel, Remi & Murray, Kyle B. & Cotte, June, 2012. "Beyond expectations: The effect of regulatory focus on consumer satisfaction," International Journal of Research in Marketing, Elsevier, vol. 29(1), pages 93-97.
    7. Sobh, Rana, 2011. "Approaching what we hope for and avoiding what we fear: A study of women’s concern with visible signs of skin aging," Australasian marketing journal, Elsevier, vol. 19(2), pages 122-130.
    8. Lydie Bonnefoy-Claudet & Nabil Ghantous, 2013. "Emotions' Impact on Tourists' Satisfaction with Ski Resorts. The Mediating Role of Perceived Value," Post-Print hal-00946206, HAL.

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