The affect heuristic in early judgments of product innovations

Journal of Consumer Behaviour

Volumn 13, Issue 6, 2014, Pages 411-428

  King, Jesse ^a   Slovic, Paul ^b  

^a OREGON STATE UNIVERSITY   (United States)

^b UNIVERSITY OF OREGON   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 84912047020     PISSN: 14720817     EISSN: 14791838     Source Type: Journal    
DOI: 10.1002/cb.1491     Document Type: Article

References (68)

1. Ajzen I. 1991. The theory of planned behavior. Organizational Behavior and Human Decision Processes 50(2): 179-211.
2. Alexander DL, Lynch JG, Wang Q. 2008. As Time Goes By: Do Cold Feet Follow Warm Intentions for Really New Versus Incrementally New Products? Journal of Marketing Research 45(3): 307-319.
3. Alhakami A, Slovic P. 1994. A Psychological Study of the Inverse Relationship Between Perceived Risk and Perceived Benefit. Risk Analysis 14(6): 1085-1096.
4. Andrade EB. 2005. Behavioral consequences of affect: Combining evaluative and regulatory mechanisms. Journal of Consumer Research 32(3): 355-362.
5. Arts JWC, Frambach RT, Bijmolt THA. 2011. Generalizations on consumer innovation adoption: A meta-analysis on drivers of intention and behavior. International Journal of Research in Marketing 28(2): 134-144.
6. Baddeley AD, Hitch GJ. 1974. Working memory. The psychology of learning and motivation 8: 47-89.
7. Batra R, Ahtola O. 1991. Measuring the hedonic and utilitarian sources of consumer attitudes. Marketing Letters 2(2): 159-170.
8. Bechara A, Damasio H, Damasio AR. 2000. Emotion, Decision Making and the Orbitofrontal Cortex. Cerebral Cortex 10(3): 295-307.
9. Burnkrant RE, Cousineau A. 1975. Informational and Normative Social Influence on Buyer Behavior. Journal of Consumer Research 2(3): 206-215.
10. Castaño R, Sujan M, Kacker M, Sujan H. 2008. Managing Consumer Uncertainty in the Adoption of New Products: Temporal Distance and Mental Simulation. Journal of Marketing Research 45(3): 320-336.
11. Clore GL. 1985. "The Cognitive Consequences of Emotions and Feelings" Paper presented at the meetings of the American Psychological Association: Los Angeles.
12. Clore G, Huntsinger J. 2009. How the Object of Affect Guides its Impact. Emotion Review 1(1): 39.
13. Clore GL, Ortony A. 2008. Appraisal theories: how cognition shapes affect into emotion. Lewis M, Haviland-Jones JM, Barrett LF (eds). Handbook of Emotions (3rd ed.) (pp. 628-642). Guilford Press: New York, NY, US, xvi: 848 pp.
14. Cohen JB, Pham MT, Andrade EB. 2008. The Nature and Role of Affect in Consumer Behavior. In Haugtvedt C, Herr P, Kardes F (eds). Handbook of Consumer Psychology. Psychology Press: New York, NY: 297-348.
15. Damasio AR. 2000. Descartes' Error: Emotion, Reason, and the Human Brain. Quill: New York.
16. Davis FD. 1989. Perceived Usefulness, Perceived Ease of Use, and User Acceptance of Information Technology. MIS Quarterly 13(3): 319-340.
17. Ewert O. 1983. Ergebnisse Und Probleme Der Emotionsforschung [Findings and Problems of Emotion Research]. In Thomas H (ed). Theorien Und Formen Der Motivation. Enzyklopädie der Psychologie, C, IV, Vol. 1. Hogrefe Publishing: Göttingen, Germany; 397-453.
18. Feldman Barrett L, Salovey P. 2002. The Wisdom in Feeling: Psychological Processes in Emotional Intelligence. Guilford Press: New York.
19. Finucane M, Alhakami A, Slovic P, Johnson S. 2000. The Affect Heuristic in Judgments of Risks and Benefits. Journal of Behavioral Decision Making 13(1): 1-17.
20. Fischhoff B, Slovic P, Lichtenstein S, Read S, Combs B. 1978. How safe is safe enough? A psychometric study of attitudes towards technological risks and benefits. Policy Sciences 9(2): 127-152.
21. Fishbein M, Ajzen I. 1975. Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research. Addison-Wesley: Reading, MA.
22. Ganzach Y. 2000. Judging Risk and Return of Financial Assets. Organizational Behavior and Human Decision Processes 83(2): 353-370.
23. Gatignon H, Robertson TS. 1991. Innovative Decision Processes. In Robertson TS, Kassarjian HH (eds). Handbook of Consumer Behavior. Prentice-Hall: Englewood Cliffs, NJ; 316-348.
24. Gilbert DT, Pelham BW, Krull DS. 1988. On cognitive busyness: When person perceivers meet persons perceived. Journal of Personality and Social Psychology 54(5): 733-740.
25. Gilbert DT, Morris KA, Giesler B. 1995. When comparisons arise. Journal of Personality and Social Psychology 69: 227-236.
26. Gorn GJ, Goldberg ME, Basu K. 1993. Mood, Awareness, and Product Evaluation. Journal of Consumer Psychology 2(3): 237.
27. Greifeneder R, Müller P, Stahlberg D, Van Den Bos K, Bless H. 2011. Guiding trustful behavior: The role of accessible content and accessibility experiences. Journal of Behavioral Decision Making 24(5): 498-514.
28. Hauser JR, Tellis GJ, Griffin A. 2006. Research on innovation: A review and agenda for marketing science. Marketing Science 25(6): 687-717.
29. Herzenstein M, Posavac SS, Brakus JJ. 2007. Adoption of New and Really New Products: The Effects of Self-Regulation Systems and Risk Salience. Journal of Marketing Research 44(2): 251-260.
30. Hinson J, Jameson T, Whitney P. 2002. Somatic markers, working memory, and decision making. Cognitive, Affective, & Behavioral Neuroscience 2(4): 341.
31. Hirschman EC. 1980. Innovativeness, Novelty Seeking, and Consumer Creativity. Journal of Consumer Research 7(3): 283-295.
32. Hoeffler S. 2003. Measuring preferences for really new products. Journal of Marketing Research 40(4): 406-420.
33. Jansson J, Marell A, Nordlund A. 2011. Exploring consumer adoption of a high involvement eco-innovation using value-belief-norm theory. Journal of Consumer Behaviour 10(1): 51-60.
34. Kahneman D. 2003. A perspective on judgment and choice: Mapping bounded rationality. American Psychologist 58(9): 697-720.
35. Kahneman D. 2011. Thinking, Fast and Slow. Farrar, Straus and Giroux: New York.
36. Keltner D, Locke KD, Audrain PC. 1993. The influence of attributions on the relevance of negative feelings to personal satisfaction. Personality and Social Psychology Bulletin 19(1): 21-29.
37. Lowenstein GF, Weber EU, Hsee CK, Welch N. 2001. Risk as feelings. Psychological Bulletin 127(2): 267-286.
38. MacGregor DG, Slovic P, Dreman D, Berry M. 2000. Imagery, affect, and financial judgment. Journal of Behavioral Finance 1(2): 104-110.
39. Mahajan V, Muller E, Bass FM. 1990. New Product Diffusion Models in Marketing: A Review and Directions for Research. Journal of Marketing 54(1): 1-26.
40. Manning KC, Bearden WO, Madden TJ. 1995. Consumer Innovativeness and the Adoption Process. Journal of Consumer Psychology 4(4): 329.
41. Moreau CP, Lehmann DR, Markman AB. 2001. Entrenched Knowledge Structures and Consumer Response to New Products. Journal of Marketing Research 38(1): 14-29.
42. Morwitz VG, Pluzinski C. 1996. Do Polls Reflect Opinions or Do Opinions Reflect Polls? The Impact of Political Polling on Voters' Expectations, Preferences, and Behavior. The Journal of Consumer Research 23(1): 53-67.
43. Nakata C, Weidner K. 2012. Enhancing New Product Adoption at the Base of the Pyramid: A Contextualized Model. Journal of Product Innovation Management 29(1): 21-32.
44. Ostlund LE. 1974. Perceived Innovation Attributes as Predictors of Innovativeness. Journal of Consumer Research 1(2): 23-29.
45. Peters E. 2006. The Functions of Affect in the Construction of Preferences. In Lichtenstein S, Slovic P (eds). The construction of preference. Cambridge University Press: New York, NY; 454-463.
46. Peters E, Lipkus I, Diefenbach MA. 2006. The Functions of Affect in Health Communications and in the Construction of Health Preferences. Journal of Communication 56: S140-S162.
47. Pham MT, Avnet T. 2009. Contingent reliance on the affect heuristic as a function of regulatory focus. Organizational Behavior and Human Decision Processes 108(2): 267-278.
48. Pham MT, Cohen JB, Pracejus JW, Hughes DG, Mick DG, Baumgartner H. 2001. Affect Monitoring and the Primacy of Feelings in Judgment. Journal of Consumer Research 28(2): 167-188.
49. Ram S, Sheth JN. 1989. Consumer Resistance to Innovations: The Marketing Problem and its Solutions. Journal of Consumer Marketing 6(2): 5-14.
50. Rogers EM. 1976. New Product Adoption and Diffusion. The Journal of Consumer Research 2(4): 290-301.
51. Rogers EM. 2003. Diffusion of Innovations. The Free Press: New York, NY.
52. Schwarz N, Clore GL. 1983. Mood, misattribution, and judgments of well-being: Informative and directive functions of affective states. Journal of Personality 45(3): 513-523.
53. Schwarz N, Clore GL. 1988. How do I Feel About It? Informative Functions of Affective States. In Fielder K, Forgas J (eds). Affect, Cognition, and Social Behavior. Hogrefe International: Toronto; 44-62.
54. Sheppard BH, Hartwick J, Warshaw PR. 1988. The theory of reasoned action: A meta-analysis of past research with recommendations for modifications and future research. Journal of Consumer Research 15(3): 325-343.
55. Sheth JN. 1981. Psychology of Innovation Resistance: The Less Developed Concept (LDC) in Diffusion Research. In Sheth JN (ed). Research in Marketing. JAI Press: Greenwich, CT; 273-282.
56. Shiv B, Fedorikhin A. 1999. Heart and Mind in Conflict: The Interplay of Affect and Cognition in Consumer Decision Making. Journal of Consumer Research 26(3): 278-292.
57. Shiv B, Huber J. 2000. The Impact of Anticipating Satisfaction on Consumer Choice. Journal of Consumer Research 27(2): 202-216.
58. Slovic P. 1987. Perception of risk. Science 236(4799): 280-285.
59. Slovic P, Finucane M, Peters E, MacGregor D. 2002. The Affect Heuristic. In Gilovich T, Griffin D, Kahneman D (eds). Heuristics and biases: The psychology of intuitive judgment. Cambridge University Press: New York; 397-420.
60. Slovic P, Finucane ML, Peters E, MacGregor DG. 2007. The Affect Heuristic. European Journal of Operational Research 177(3): 1333-1352.
61. Steenkamp JB, Gielens K. 2003. Consumer and Market Drivers of the Trial Probability of New Consumer Packaged Goods. Journal of Consumer Research 30(3): 368-384.
62. Swann WB, Hixon JG, Stein-Seroussi A, Gilbert DT. 1990. The fleeting gleam of praise: Cognitive processes underlying behavioral reactions to self-relevant feedback. Journal of Personality and Social Psychology 59(1): 17-26.
63. Tversky A, Kahneman D. 1973. Availability: A heuristic for judging frequency and probability. Cognitive Psychology 5(2): 207-232.
64. Tversky A, Kahneman D. 1974. Judgment and Uncertainty: Heuristics and Biases. Science 185(4157): 1124-1131.
65. Veryzer RW, Jr. 1998. Key factors affecting customer evaluation of discontinuous new products. Journal of Product Innovation Management 15(2): 136-150.
66. Wood SL, Moreau CP. 2006. From Fear to Loathing? How Emotion Influences the Evaluation and Early Use of Innovations. Journal of Marketing 70(3): 44-57.
67. Wood SL, Swait J. 2002. Psychological Indicators of Innovation Adoption: Cross-Classification Based on Need for Cognition and Need for Change. Journal of Consumer Psychology 12(1): 1-13.
68. Zajonc RB. 1980. Feeling and Thinking: Preferences Need No Inferences. American Psychologist 35(2): 151-175.