What we feel and why we buy: the influence of emotions on consumer decision-making. (August 2016)

• Record Type: Journal Article
• Authors: Achar, Chethana; So, Jane; Agrawal, Nidhi; Duhachek, Adam
• Is Part Of: Current opinion in psychology. Volume 10(2016)
• Page Start: 166
• Page End: 170
• Publication Date: 2016-08
• Subjects: Psychology -- Periodicals; 150.5
• DOI: 10.1016/j.copsyc.2016.01.009
• Languages: English
• ISSNs: 2352-250X

Abstract

Highlights: Emotions embedded in marketing appeals or in decision contexts influence decision-making. Consumers are influenced by emotions that are both related and unrelated to the decision. Emotions impact consumer decisions through cognitive appraisals. Abstract : Each specific emotion is associated with a set of cognitive appraisals that drives the influence of the emotion on decision-making through nuanced psychological mechanisms. We present an integrated view of the current literature on how emotions – both related and unrelated to the decision at hand – play an important role in shaping consumer decision-making. Emotions embedded in marketing stimuli influence decision-making via processes driven by cognitive appraisals. Emotions that are unrelated to the decisions influence decision-making via carried over appraisal tendencies. We present perspectives on why and under what conditions emotions serve as antecedents to decision-making, and call for future research to examine how emotional influences can both undermine and help consumer decision-making.