When uncertainty brings pleasure: The role of prospect imageability and mental imagery

Journal of Consumer Research

Volumn 36, Issue 4, 2009, Pages 624-633

  Lee, Yih Hwai ^a   Qiu, Cheng ^b  

^a NATIONAL UNIVERSITY OF SINGAPORE   (Singapore)

^b UNIVERSITY OF HONG KONG   (Hong Kong)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 73349096312     PISSN: 00935301     EISSN: None     Source Type: Journal    
DOI: 10.1086/599766     Document Type: Article

References (36)

1. Adaval, Rashmi (2001), "Sometimes It Just Feels Right: The Differential Weighting of Affect-Consistent and Affect-Inconsistent Product Information," Journal of Consumer Research, 28 (June), 1-17.
2. Barone, Michael J., Paul W. Miniard, and Jean B. Romeo (2000), "The Influence of Positive Mood on Brand Extension Evaluations," Journal of Consumer Research, 26 (March), 386-400.
3. Berlyne, Daniel E. (1954), "A Theory of Human Curiosity," British Journal of Psychology, 45 (3), 180-91.
4. Berns, Gregory S., Samuel M. McClure, Giuseppe Pagnoni, and P. Read Montague (2001), "Predictability Modulates Human Brain Response to Reward," Journal of Neuroscience, 21 (8), 2793-98.
5. Bone, Paula F. and Pam S. Ellen (1992), "The Generation and Consequences of Communication-Evoked Imagery, "Journal of Consumer Research, 19 (June), 93-104.
6. Calvo, Manuel G. and M. Dolores Castillo (2001), "Selective Interpretation in Anxiety: Uncertainty for Threatening Events," Cognition and Emotion, 15 (3), 299-320.
7. Chandrashekaran, Murali, Kristin Rotte, Stephen S. Tax, and Rajdeep Grewal (2007), "Satisfaction Strength and Customer Loyalty," Journal of Marketing Research, 44 (1), 153-63.
8. Dibben, Nicola (2004), "The Role of Peripheral Feedback in Emotional Experience with Music," Music Perception, 22 (1), 79-116.
9. Edell, Julie A. and Marian C. Burke (1987), "The Power of Feelings in Understanding Advertising Effects," Journal of Consumer Research, 14 (December), 421-33.
10. Frijda, Nico (1988), "The Laws of Emotions," American Psychologists, 43 (5), 349-58.
11. Gorn, Gerald J., Michel T. Pham, and Leo Y. Sin (2001), "When Arousal Influences Ad Evaluation and Valence Does Not (and Vice Versa)," Journal of Consumer Psychology, 11 (1), 43-55.
12. Holbrook, Morris B. and Elizabeth C. Hirschman (1982), "The Experiential Aspects of Consumption: Consumer Fantasies, Feelings, and Fun," Journal of Consumer Research, 9 (September), 132-40.
13. Holmes, Emily A. and Andrew Mathews (2005), "Mental Imagery and Emotion: A Special Relationship?" Emotions, 5 (4), 489-97.
14. Hsee, Christopher K. and Reid Hastie (2006), "Decision and Experience: Why Don't We Choose What Makes Us Happy?" Trends in Cognitive Sciences, 10 (11), 31-37.
15. Johnson-Laird, Philip N. and Ruth M. J. Byrne (1991), Deduction, Hillsdale, NJ: Erlbaum.
16. Kahneman, Daniel, Paul Slovic, and Amos Tversky (1982), Judgment under Uncertainty: Heuristics and Biases, New York: Cambridge University Press.
17. Keller, Punam Anand and Lauren G. Block (1997), "Effects of Self-Efficacy and Vividness on the Persuasiveness of Health Communications, " Journal of Consumer Psychology, 6 (1), 31-54.
18. Levi, Ariel S. and John B. Pryor (1987), "Use of the Availability Heuristic in Probability Estimates of Future Events: The Effects of Imagining Prospects versus Imagining Reasons," Organizational Behavior and Human Decision Processes, 40 (October), 219-34.
19. Loewenstein, George (1994), "The Psychology of Curiosity: A Review and Reinterpretation," Psychological Bulletin, 116 (1), 75-98.
20. MacInnis, Deborah J. and Linda L. Price (1987), "The Role of Imagery in Information Processing: Review and Extensions," Journal of Consumer Research, 13 (March), 473-91.
21. Ofir, Chezy and John G. Lynch Jr., (1984), "Context Effects on Judgment under Uncertainty," Journal of Consumer Research, 11 (September), 668-79.
22. Paivio, Allan, John C. Yuille, and Stephen A. Madigan (1968), "Concreteness, Imagery, and Meaningfulness Values for 925 Nouns," Journal of Experimental Psychology, 76 (1), 1-25.
23. Petrova, Petia K. and Robert B. Cialdini (2005), "Fluency of Consumption Imagery and the Backfire Effects of Imagery Appeals," Journal of Consumer Research, 32 (3), 442-52.
24. Pham, Michel T. (1998), "Representativeness, Relevance, and the Use of Feelings in Decision Making," Journal of Consumer Research, 25 (September), 144-59.
25. Pham, Michel T., Tom Meyvis, and Rongrong Zhou (2001), "Beyond the Obvious: Chronic Vividness of Imagery and the Use of Information in Decision-Making," Organizational Behavior and Human Decision Processes, 84 (2), 226-53.
26. Russell, James A. and Lisa F. Barrett (1999), "Core Affect, Prototypical Emotional Episodes, and Other Things Called Emotion: Dissecting the Elephant," Journal of Personality and Social Psychology, 76 (5), 805-19.
27. Sanna, Lawrence J. (1996), "Defensive Pessimism, Optimism, and Simulating Alternatives: Some Ups and Downs of Prefactual and Counterfactual Thinking," Journal of Personality and Social Psychology, 71 (5), 1020-36.
28. Schultz, Wolfram, Peter Dayan, and P. Read Montague (1997), "A Neural Substrate of Prediction and Reward," Science, 275 (March 14), 1593-99.
29. Sobel, Michael E. (1982), "Asymptotic Confidence Intervals for Indirect Effects in Structural Equation Models," Sociological Methodology, 13, 290-312.
30. Taylor, Shelley E. and Sherry K. Schneider (1989), "Coping and the Simulation of Events," Social Cognition, 7 (2), 174-94.
31. Unnava, H. Rao and Robert E. Burnkrant (1991), "An Imagery-Processing View of the Role of Pictures in Print Advertisements," Journal of Marketing Research, 28 (2), 226-31.
32. Urbany, Joel E., Peter R. Dickson, and William L. Wilkie (1989), "Buyer Uncertainty and Information Search," Journal of Consumer Research, 16 (September), 208-15.
33. Weinberg, Bruce D. (2001), "Research in Exploring the Online Consumer Experience," in Advances in Consumer Research, Vol. 28, ed. Susan Broniarczyk and Kent Nakamoto, Valdosta, GA: Association for Consumer Research, 227-32.
34. Wilson, Timothy D., David B. Centerbar, Deborah A. Kermer, and Daniel T. Gilbert (2005), "The Pleasures of Uncertainty: Prolonging Positive Moods in Ways Individuals Do Not Anticipate," Journal of Personality and Social Psychology, 88 (1), 5-21.
35. Wilson, Timothy D., Daniel T. Gilbert, and David B. Centerbar (2003), "Making Sense: The Causes of Emotional Evanescence," in The Psychology of Economic Decisions, Vol. 1, Rationality and Well Being, ed. Isabelle Brocas and Juan D. Carrillo, New York: Oxford University Press, 209-33.
36. Zillmann, Dolf (1983), "Transfer of Excitation in Emotional Behavior," in Social Psychophysiology: A Sourcebook, ed. John T. Cacciopo and Richard E. Petty, New York: Guilford, 215-40.