Emotional compatibility and the effectiveness of antidrinking messages: A defensive processing perspective on shame and guilt

Journal of Marketing Research

Volumn 47, Issue 2, 2010, Pages 263-273

  Agrawal, Nidhi ^a   Duhachek, Adam ^b  

^a NORTHWESTERN UNIVERSITY   (United States)

^b INDIANA UNIVERSITY   (United States)

Author keywords

Advertising; Defensive processing; Emotions; Health and public service; Motivated reasoning; Persuasion

Indexed keywords

EID: 77951188384     PISSN: 00222437     EISSN: None     Source Type: Journal    
DOI: 10.1509/jmkr.47.2.263     Document Type: Article

References (19)

1. Agrawal, Nidhi, Geeta Menon, and Jennifer L. Aaker (2007), "Getting Emotional About Health," Journal of Marketing Research, 44 (February), 100-113.
2. Aiken, Leona and Stephen G. West (1991), Multiple Regression: Testing and Interpreting Interaction. Newbury Park, CA: Sage Publications.
3. Baumeister, Roy F., Arlene Stilwell, and Todd F. Heatherton (1994), "Guilt: An Interpersonal Approach," Psychological Bul-letin, 115(2), 243-267
4. DeSteno, David, Richard E. Petty, Derek D. Rucker, Duane T. Wegener, and Julia Braverman (2004), "Discrete Emotions and Persuasion: The Role of Emotion-Induced Expectancies," Journal of Personality and Social Psychology, 86 (January), 43-56.
5. Duhachek, Adam, Shuoyang Zhang, and Shanker Krishnan (2007), "Anticipated Group Interaction: Coping with Valence Asymmetries in Attitude Shift," Journal of Consumer Research, 34 (5), 395-405.
6. Goldfarb Consultants (2001), "MADD: Underage Drinking Prevention," (September), (accessed November 24, 2009), [available at http://www.madd.org/docs/Goldfarb.pdf].
7. Hong, Sung-Mook (1992), "Hong's Psychological Reactance Scale: A Further Factor Analytic Refinement," Psychological Reports, 70 (2), 512-514
8. Keller, Punam Anand, Isaac M. Lipkus, and Barbara K. Rimer (2003), "Affect, Framing, and Persuasion," Journal of Marketing Research, 40 (February), 54-64.
9. Lindsay-Hartz, Janice, Joseph H. De Rivera, and Michael F. Mascólo (1995), "Differentiating Guilt and Shame and Their Effects on Motivation," in Self-Conscious Emotions: The Psychology of Shame, Guilt, Embarrassment, and Pride, J.P. Tangney and K.W. Fischer, eds. New York: Guilford Press, 274-300.
10. Menon, Geeta, Ellie Kyung, and Nidhi Agrawal (2009), "Biases in Social Comparison: Optimism or Pessimism?" Organizational Behavior and Human Decision Processes, 108 (1), 39-52.
11. Petty, Richard E. and Duane T. Wegener (1998), "Matching Versus Mismatching Attitude Functions: Implications for Scrutiny of Persuasive Messages," Personality and Social Psychology Bulletin, 24 (3), 227-240 (Pubitemid 128037185)
12. Raghunathan, Rajagopal and Yaacov Trope (2002), "Walking the Tightrope Between Feeling Good and Being Accurate: Mood as a Resource in Processing Persuasive Messages," Journal of Personality and Social Psychology, 83 (3), 510-525
13. Smith, Craig A. and Phoebe C. Ellsworth (1985), "Patterns of Cognitive Appraisal in Emotion," Journal of Personality and Social Psychology, 48 (April), 813-838
14. Tangney, June P. (1995), "Shame and Guilt in Interpersonal Relationships," in Self-Conscious Emotions: The Psychology of Shame, Guilt, Embarrassment, and Pride, June Price Tangney and Kurt W. Fischer, eds. New York: Guilford Press, 114-142
15. - and Ronda L. Dealing (2002), Shame and Guilt. New York: Guilford Press.
16. Tiedens, Larissa Z. and Susan Linton (2001), "Judgment Under Emotional Uncertainty: The Effects of Specific Emotions on Information Processing," Journal of Personality and Social Psychology, 81 (December), 973-988
17. Tracy, Jessica L. and Richard W. Robins (2006), "Appraisal Antecedents of Shame and Guilt: Support for a Theoretical Model," Personality and Social Psychology Bulletin, 32 (10), 1339-1351
18. Zemack-Rugar, Yael (2008), "When Negative Emotions Lead to Increases in Self-Control," working paper, Pamplin College of Business, Virginia Polytechnic Institute and State University.
19. -, James R. Bettman, and Gavan J. Fitzsimons (2007), "Effects of Nonconsciously Priming Emotion Concepts on Behavior," Journal of Personality and Social Psychology, 93 (6), 927-939