作者
Richard Bagozzi, Daniel Belanche, Luis V. Casaló, Carlos Flavián
发表日期
2016/8/1
期刊
Psychology & Marketing
卷号
33
期号
8
页码范围
629-645
简介
Key personal inputs to decision making reside in expectations about whether a purchase or nonpurchase will make one feel better. Integrating several theoretical approaches, this research proposes a holistic framework formed by four kinds of anticipated emotions (AEs) resulting from the crossing of positive‐ or negative‐valenced emotions with action or inaction. Specifically, this research proposes that consumers under a purchase scenario tend to consider positive and negative AEs of both purchase and nonpurchase in their decisions. Research in this area to date has been sparse and focused mostly on AEs with regard to purchase, but not nonpurchase. The results of four studies confirm that AEs influence purchase decisions in a coordinated way depending on their instrumentality, motivating purchase or nonpurchase. AEs also partially mediate the effect of outcome valence on purchase decisions. Taking the …
引用总数
20162017201820192020202120222023202421016283836455729
学术搜索中的文章
RP Bagozzi, D Belanche, LV Casaló, C Flavián - Psychology & Marketing, 2016