Self-accountability emotions and fear appeals: Motivating behavior

Journal of Consumer Research

Volumn 32, Issue 4, 2006, Pages 583-589

  Passyn, Kirsten ^a   Sujan, Mita ^b  

^a SALISBURY UNIVERSITY   (United States)

^b TULANE UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 33646032387     PISSN: 00935301     EISSN: None     Source Type: Journal    
DOI: 10.1086/500488     Document Type: Article

References (25)

1. Brandstatter, Veronika, Angelika Lengfelder, and Peter M. Gollwitzer (2001), "Implementation Intentions and Efficient Action Initiation," Journal of Personality and Social Psychology, 81 (May), 946-60.
2. Carver, Charles S., Michael F. Scheier, and Jagdish Kumari Weintraub (1989), "Assessing Coping Strategies: A Theoretically Based Approach," Journal of Personality and Social Psychology, 56 (2), 267-83.
3. Dubachek, Adam (2005), "Coping: A Multidimensional, Hierarchical Framework of Responses to Stressful Consumption Episodes," Journal of Consumer Research, 32 (June), 130-46.
4. Ellsworth, Phoebe C. and Craig A. Smith (1988), "Shades of Joy: Patterns of Appraisal Differentiating Pleasant Emotions," Cognition and Emotion, 2 (December), 301-31.
5. Folkman, Susan and Richard S. Lazarus (1988), "Coping as a Mediator of Emotion," Journal of Personality and Social Psychology, 54 (3), 466-75.
6. Frijda, Nico H. (1986), The Emotions, Cambridge: Cambridge University Press.
7. Inman, Jeffery J. and Marcel Zeelenberg (2002), "Implementation Regret in Repeat Purchase versus Switching Decisions: The Attenuating Role of Decision Justifiability," Journal of Consumer Research, 29 (June), 116-28.
8. Isen, Alice M. (1993), "Positive Affect and Decision Making," in Handbook of Emotions, ed. Michael Lewis and Jeannette M. Haviland, New York: Guilford, 261-77.
9. Keller, Punam Anand and Lauren G. Block (1996), "Increasing the Persuasiveness of Fear Appeals: The Effect of Arousal and Elaboration," Journal of Consumer Research, 22 (March), 448-59.
10. Lazarus, Richard S. (1991), "Progress on a Cognitive-Motivational- Relational Theory of Emotion," American Psychologist, 46 (8), 819-34.
11. Lerner, Jennifer and Dacher Keltner (2000), "Beyond Valence: Toward a Model of Emotion-Specific Influences on Judgment and Choice," Cognition and Emotion, 14 (March), 473-93.
12. - (2001), "Fear, Anger, and Risk," Journal of Personality and Social Psychology, 81 (July), 146-59.
13. Luce, Mary Frances, John W. Payne, and James R. Bettman (1999), "Emotional Trade-Off Difficulty and Choice," Journal of Marketing Research, 36 (2), 143-59.
14. Otnes, Cele, Tina M. Lowrey, and L. J. Shrum (1997), "Toward an Understanding of Consumer Ambivalence," Journal of Consumer Research, 24 (June), 80-93.
15. Raghunathan, Rajagopal and Michel Tuan Pham (1999), "All Negative Moods Are Not Equal: Motivational Influences of Anxiety and Sadness on Decision Making," Organizational Behavior and Human Decision Processes, 79 (July), 56-11.
16. Rogers, Ronald W. (1983), "Cognitive and Physiological Process in Fear Appeals and Attitude Change: A Revised Theory of Protection Motivation," in Social Psychophysiology: A Source Book, ed. John T. Cacioppo and Robert E. Petty, New York: Guilford, 153-77.
17. Roseman, Ira J., Ann Aliki Antoniou, and Paul E. Jose (1996), "Appraisal Determinants of Emotions: Constructing a More Accurate and Comprehensive Theory," Cognition and Emotion, 10 (3), 241-77.
18. Roseman, Ira J., Cynthia Wiest, and Tamara S. Swartz (1994), "Phenomenology, Behavior and Goal Differentiated Discrete Emotions," Journal of Personality and Social Psychology, 67 (2), 206-21.
19. Simonson, Itamar (1992), "The Influence of Anticipatory Regret and Responsibility on Purchase Decisions," Journal of Consumer Research, 19 (June), 105-18.
20. Skinner, Ellen A., Kathleen Edge, Jeffrey Altman, and Hayley Sherwood (2003), "Searching for the Structure of Coping: A Review and Critique of Category Systems for Classifying Ways of Coping," Psychological Bulletin, 129 (2), 216-69.
21. Smith, Craig A., Kelley N. Haynes, Richard S. Lazarus, and Lois K. Pope (1993), "In Search of the 'Hot' Cognitions: Attributions, Appraisals, and Their Relationship to Emotion," Journal of Personality and Social Psychology, 65 (5), 916-29.
22. Smith, Craig A. and Richard S. Lazarus (1993), "Appraisal Components, Core Relational Themes, and the Emotions," Cognition and Emotion, 4 (3), 233-69.
23. Sujan, Harish, Mita Sujan, and James R. Bettman (1988), "Knowledge Structure Differences between More Effective and Less Effective Salespeople," Journal of Marketing Research, 25 (February), 81-86.
24. Weiner, Bernard (1985), "An Attributional Theory of Achievement Motivation and Emotion," Psychological Review, 92, 548-73.
25. Williams, Patti and Jennifer L. Aacker (2002), "Can Mixed Emotions Peacefully Co-exist?" Journal of Consumer Research, 28 (March), 636-49.