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Communicating the right emotion to generate help for connected versus unconnected others

  • T. FASEUR

    ()

  • M. GEUENS

This study investigated the effectiveness of positive versus negative and of ego-focused versus other-focused feelings evoked in advertisements promoting help for connected versus unconnected needy people. Results showed that when help is asked for people to whom respondents feel connected, positive (versus negative) and ego- (versus other-) focused feelings led to more positive ad evaluations and increased respondents’ helping intentions. When help was needed for unconnected people, the negative ads were most effective. Furthermore, it was investigated whether the effect of ego- versus other-focused feelings on ad evaluations and helping intentions was mediated by people’s motivation to help.

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File URL: http://wps-feb.ugent.be/Papers/wp_08_493.pdf
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Paper provided by Ghent University, Faculty of Economics and Business Administration in its series Working Papers of Faculty of Economics and Business Administration, Ghent University, Belgium with number 08/493.

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Length: 35 pages
Date of creation: Jan 2008
Date of revision:
Handle: RePEc:rug:rugwps:08/493
Contact details of provider: Postal: Hoveniersberg 4, B-9000 Gent
Phone: ++ 32 (0) 9 264 34 61
Fax: ++ 32 (0) 9 264 35 92
Web page: http://www.ugent.be/eb

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  1. Aaker, Jennifer L & Williams, Patti, 1998. " Empathy versus Pride: The Influence of Emotional Appeals across Cultures," Journal of Consumer Research, University of Chicago Press, vol. 25(3), pages 241-61, December.
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