Appealing to motivation to change attitudes, intentions, and behavior: A systematic review and meta-analysis of 702 experimental tests of the effects of motivational …
K Joyal-Desmarais, AK Scharmer… - Psychological …, 2022 - psycnet.apa.org
Message matching refers to the design and distribution of persuasive messages such that
message features (eg, the themes emphasized) align with characteristics of the target …
message features (eg, the themes emphasized) align with characteristics of the target …
What we feel and why we buy: the influence of emotions on consumer decision-making
C Achar, J So, N Agrawal, A Duhachek - Current Opinion in Psychology, 2016 - Elsevier
Highlights•Emotions embedded in marketing appeals or in decision contexts influence
decision-making.•Consumers are influenced by emotions that are both related and …
decision-making.•Consumers are influenced by emotions that are both related and …
Feelings that make a difference: How guilt and pride convince consumers of the effectiveness of sustainable consumption choices
P Antonetti, S Maklan - Journal of business ethics, 2014 - Springer
A significant body of research concludes that stable beliefs of perceived consumer
effectiveness lead to sustainable consumption choices. Consumers who believe that their …
effectiveness lead to sustainable consumption choices. Consumers who believe that their …
[HTML][HTML] The effect of message framing on young adult consumers' sustainable fashion consumption: The role of anticipated emotions and perceived ethicality
The debate about which communication strategies are most effective for inducing
consumers to behave sustainably remains open, despite growing attention on more …
consumers to behave sustainably remains open, despite growing attention on more …
Do you mind if I ask you a personal question? How AI service agents alter consumer self-disclosure
The use of Artificial Intelligence (AI) has grown rapidly in the service industry and AI's
emotional capabilities have become an important feature for interacting with customers. The …
emotional capabilities have become an important feature for interacting with customers. The …
The effect of negative message framing on green consumption: An investigation of the role of shame
Despite society's increasing sensitivity toward green production, companies often struggle to
find effective communication strategies that induce consumers to buy green products or …
find effective communication strategies that induce consumers to buy green products or …
The psychology of appraisal: Specific emotions and decision-making
A growing stream of research has examined emotions and decision-making based on the
appraisal tendencies associated with emotions. This paper outlines two general approaches …
appraisal tendencies associated with emotions. This paper outlines two general approaches …
Household Food waste—How to avoid it? An integrative review
L Van Geffen, E van Herpen, H van Trijp - Food waste management …, 2020 - Springer
Behavioural change interventions directed at consumers have a great potential to reduce
overall food waste levels. Van Geffen, van Herpen and van Trijp provide an overview of the …
overall food waste levels. Van Geffen, van Herpen and van Trijp provide an overview of the …
Guilt and shame: Environmental message framing effects
The authors examine how two negative emotions—guilt and shame—influence responses to
environmental ad messages framed as gains or losses. In Study 1, participants primed with …
environmental ad messages framed as gains or losses. In Study 1, participants primed with …
Emotional intelligence in marketing exchanges
This research examines how sales professionals use emotions in marketing exchanges to
facilitate positive outcomes for their firms, themselves, and their customers. The authors …
facilitate positive outcomes for their firms, themselves, and their customers. The authors …