Emotion specificity and consumer behavior: Anger, sadness, and preference for activity

Motivation and Emotion

Volumn 28, Issue 1, 2004, Pages 3-21

  Rucker, Derek D ^a   Petty, Richard E ^a  

^a OHIO STATE UNIVERSITY   (United States)

Author keywords

Emotion; Emotion specificity; Persuasion

Indexed keywords

EID: 3843115736     PISSN: 01467239     EISSN: None     Source Type: Journal    
DOI: 10.1023/B:MOEM.0000027275.95071.82     Document Type: Article

References (55)

1. Aristotle (1991). Aristotle, On Rhetoric: A Theory of Civic Discourse (G. A. Kennedy, Trans.). New York, NY: Oxford University Press.
2. Berkowitz, L., & Troccolil, B. T. (1990). Feelings, direction of attention, and expressed evaluations of others. Cognition and Emotion, 4, 305-325.
3. Bless, H., Bohner, G., Schwarz, N., & Strack, F. (1990). Mood and persuasion: A cognitive response analysis. Personality and Social Psychology Bulletin, 16, 331-345.
4. Bodenhausen, G. V., Sheppard, L. A., & Kramer, G. P. (1994). Negative affect and social judgment: The differential impact of anger and sadness. European Journal of Social Psychology, 24, 445-462.
5. Chaiken, S., Liberman, A., & Eagly, A. (1989). Heuristic and systematic information processing within and beyond the persuasion context. In J. S. Uleman & J. A. Bargh (Eds.), Unintended thought: Limits of awareness, intention, and control (pp. 212-252). New York: Guilford.
6. Clore, G. L., Gasper, K., & Garvin, E. (2001). Affect as information. In J. P. Forgas (Ed.), Handbook of affect and social cognition (pp. 121-144). Mahwah, NJ: Erlbaum.
7. Cohen, J. B., & Areni, C. S. (1991). Affect and consumer behavior. In T. S. Robertson & H. H. Kassarjian (Eds.), Handbook of consumer behavior (pp. 188-240). Englewood Cliffs, NJ: Prentice-Hall.
8. DeSteno, D., Petty, R. E., Rucker, D. D., Wegener, D. T., & Braverman, J. (2004). Discrete emotions and persuasion: The role of emotion-induced expectancies. Journal of Personality and Social Psychology, 86, 43-56.
9. DeSteno, D., Petty, R. E., Wegener, D. T., & Rucker, D. D. (2000). Beyond valence in the perception of likelihood: The role of emotion-specificity. Journal of Personality and Social Psychology, 78, 397-416.
10. Erber, M. W., & Erber, R. (2001). The role of motivated social cognition in the regulation of affective states. In J. P. Forgas (Ed.), Handbook of affect and social cognition (pp. 275-290). Mahwah, NJ: Erlbaum.
11. Erber, R., & Tesser, A. (1992). Task effort and the regulation of mood: The absorption hypothesis. Journal of Experimental Social Psychology, 28, 339-359.
12. Feldman, Barrett, L., & Russell, J. A. (1998). Independence and bipolarity in the structure of current affect. Journal of Personality and Social Psychology, 74, 967-984.
13. Forgas, J. P. (Ed). (1991). Emotion and social judgments. Oxford, England: Pergamon.
14. Forgas, J. P., & Moylan, S. (1987). After the movies: Transient moods and social judgments. Personality and Social Psychology Bulletin, 13, 467-477.
15. Gardner, M. P. (1985). Mood states and consumer behavior: A Critical Review. Journal of Consumer Research, 12, 281-300.
16. Harmon-Jones, E., & Seligman, J. (2001). State anger and prefrontal brain activity: Evidence that insult-related relative left-prefrontal activation is associated with experienced anger and aggression. Journal of Personality and Social Psychology, 80, 797-803.
17. Henriques, J. B., & Davidson, R. J. (1990). Regional brain electrical asymmetries discriminate between previously depressed and healthy control subjects. Journal of Abnormal Psychology, 99, 22-31.
18. Henriques, J. B., & Davidson, R. J. (1991). Left frontal hypoactivation in depression. Journal of Abnormal Psychology, 100, 535-545.
19. Isen, A. M. (1984). Toward understanding the role of affect in cognition. In R. S. Wyer Jr. & T. K. Srull (Eds.), Handbook of social cognition, (Vol. 3, pp. 179-236). Hillsdale, NJ: Erlbaum.
20. Jarvis, W. B. G. (2000). MediaLab 2000 [Computer software]. New York: Empirisoft.
21. Johnson, E. J., & Tversky, A. (1983). Affect, generalization, and the perception of risk. Journal of Personality and Social Psychology, 45, 20-31.
22. Keltner, D., Ellsworth, P. C., & Edwards, K. (1993). Beyond simple pessimism: Effects of sadness and anger on social perception. Journal of Personality and Social Psychology, 64, 740-752.
23. Lerner, J. S., & Keltner, D. (2001). Fear, anger, and risk. Journal of Personality and Social Psychology, 81, 146-159.
24. Mayer, J. D., Gaschke, Y. N., Braverman, D. L., & Evans, T. W. (1992). Mood-congruent judgment is a general effect. Journal of Personality and Social Psychology, 63, 119-132.
25. McGuire, W. J. (1985). Attitudes and attitude change. In G. Lindzey & E. Aronson (Eds.), Handbook of social psychology (3rd ed., Vol. 2, pp. 233-346). New York, NY: Random House.
26. Nabi, R. (2002). Anger, fear, uncertainty, and attitudes: A test of the cognitive-functional model. Communication Monographs, 69, 204-216.
27. Nabi, R. (2003). Exploring the framing effects of emotion: Do discrete emotions differentially influence information accessibility, information seeking, and policy preference? Communication Research, 30, 224-247.
28. Ottati, V. C., & Isbell, L. M. (1996). Effects of mood during exposure to target information on subsequently reported judgments: An on-line model of misattribution and correction. Journal of Personality and Social Psychology, 71, 39-53.
29. Petty, R. E. (1997). The evolution of theory and research in social psychology: From single to multiple effect and process models. In C. McGarty & S. A. Haslam (Eds.), The message of social psychology: Perspectives on mind in society (pp. 268-290). Oxford, England: Blackwell Publishers.
30. Petty, R. E., & Cacioppo, J. T. (1979). Issue involvement can increase or decrease persuasion by enhancing message-relevant cognitive responses. Journal of Personality and Social Psychology, 37, 1915-1926.
31. Petty, R. E., & Cacioppo, J. T. (1986). The elaboration likelihood model of persuasion. In L. Berkowitz (Ed.), Advances in experimental social psychology (Vol. 19, pp. 123-205). New York, NY: Academic Press.
32. Petty, R. E., Cacioppo, J. T., & Kasmer, J. (1988). The role of affect in the Elaboration Likelihood Model of persuasion. In L. Donohew, H. Sypher, & E. T. Higgins (Eds.), Communication, social cognition, and affect (pp. 117-146). Hillsdale, NJ: Erlbaum.
33. Petty, R. E., DeSteno, D., & Rucker, D. D. (2001). The role of affect in attitude change. In J. P. Forgas (Ed.), Handbook of affect and social cognition (pp. 212-233). Mahwah, NJ: Erlbaum.
34. Petty, R. E., Fabrigar, L. R., & Wegener, D. T., (2003). Emotional factors in attitudes and persuasion. In R. J. Davidson, K. R. Scherer, & H. H. Goldsmith (Eds.), Handbook of affective sciences (pp. 752-772). Oxford, England: Oxford University Press.
35. Petty, R. E., Gleicher, F., & Baker, S. M. (1991). Multiple roles for affect in persuasion. In J. P. Forgas (Ed.), Emotion and social judgments (pp. 181-200). Oxford, England: Pergamon.
36. Petty, R. E., Priester, J. R., & Briñol, P. (2002). Mass media attitude change: Implications of the Elaboration Likelihood Model of persuasion. In J. Bryant & D. Zillmann (Eds.), Media effects: Advances in theory and research (2nd ed., pp. 155-198). Hillsdale, NJ: Erlbaum.
37. Petty, R. E., Schumann, D. W., Richman, S. A., & Strathman, A. J. (1993). Positive mood and persuasion: Different roles for affect under high- and low-elaboration conditions. Journal of Personality and Social Psychology, 64, 5-20.
38. Petty, R. E., & Wegener, D. T. (1998). Attitude change: Multiple roles for persuasion variables. In D. Gilbert, S. Fiske, & G. Lindzey (Eds.), The handbook of social psychology (4th ed., Vol. 1, pp. 323-390). New York: McGraw-Hill.
39. Pham, M. (1998). Representativeness, relevance, and the use of feelings in decision making. Journal of Consumer Research, 25, 144-159.
40. Raghunathan, R., & Pham, M. T. (1999). All negative moods are not equal: Motivational influences of anxiety and sadness on decision making. Organizational Behavior and Human Decision Processes, 79, 56-77.
41. Razran, G. H. S. (1940). Conditioned response changes in rating and appraising sociopolitical slogans. Psychological Bulletin, 37, 481.
42. Rogers, R. W. (1983). Cognitive and physiological processes in fear appeals and attitude change: A revised theory of protection motivation. In J. T. Cacioppo & R. E. Petty (Eds.), Social psychophysiology: A sourcebook (pp. 153-176). New York, NY: Guilford.
43. Rucker, D. D., & Petty, R. E. (2004). Ready for action? Anger, sadness, and preference for activity. Unpublished manuscript, Ohio State University.
44. Schwarz, N. (1990). Feelings as information: Informational and motivational functions of affective states. In R. M. Sorrentino & E. T. Higgins (Eds.), Handbook of motivation and cognition: Foundations of social behavior, (Vol. 2, pp. 527-561). New York, NY: The Guilford.
45. Schwarz, N., & Clore, G. L., (1983). Mood, misattribution, and judgments of well-being: Informative and directive functions of affective states. Journal of Personality and Social Psychology, 45, 512-523.
46. Schwarz, N., & Clore, G. L. (1996). Feeling and phenomenal experiences. In E. T. Higgins & A. W. Kruglanski (Eds.), Social Psychology: Handbook of basic principles (pp. 433-465). New York: Guilford.
47. Strack, F., Schwarz, N., & Gschneidinger (1985). Happiness and reminiscing: The role of time perspective, affect, and mode of thinking. Journal of Personality and Social Psychology, 49, 1450-1469.
48. Taylor, S. E. (1991). The asymmetrical effects of positive and negative events: The mobilization-minimization hypothesis. Psychological Bulletin, 110, 67-85.
49. Tiedens, L. Z., & Linton, S. (2001). Judgment under emotional certainty and uncertainty: The effects of specific emotions on information processing. Journal of Personality and Social Psychology, 81, 973-988.
50. Wegener, D. T., & Petty, R. E. (1994). Mood-management across affective states: The hedonic contingency hypothesis. Journal of Personality and Social Psychology, 66, 1034-1048.
51. Wegener, D. T., & Petty, R. E. (1997). The flexible correction model: The role of naïve theories of bias in bias correction. In. M. P. Zanna (Ed.), Advances in experimental social psychology (Vol. 29, pp. 141-208). Mahwah, NJ: Erlbaum.
52. Wegener, D. T., Petty, R. E., & Klein, D. J. (1994). Effects of mood on high elaboration attitude change: The mediating role of likelihood judgments. European Journal of Social Psychology, 24, 25-44.
53. Wegener, D. T., Petty, R. E., & Smith, S. M. (1995). Positive mood can increase or decrease message scrutiny: The hedonic contingency view of mood and message processing. Journal of Personality and Social Psychology, 69, 5-15.
54. Weiss, W., & Fine, B. J. (1956). The effect of induced aggressiveness on opinion change. Journal of Abnormal and Social Psychology, 52, 109-114.
55. Zanna, M. P., Kiesler, C. A., & Pilkonis, P. A. (1970). Positive and negative attitudinal affect established by classical conditioning. Journal of Personality and Social Psychology, 14, 321-328.