The diagnosticity of feelings in judgment depends not only on their representativeness and relevance, but also on people’s trust in their feelings in general. Trust in feelings is the degree to which individuals believe that their feelings generally point toward the “right” direction in...

Understanding the role of emotion in forming preferences is critical in helping firms choose effective marketing strategies and consumers make appropriate consumption decisions. In five experiments, participants made a set of binary product choices under conditions designed to induce different...

We propose a two-stage model to describe the increasing concreteness of consumers' goals during the shopping process, testing the model with a series of field experiments at a convenience store. Using a number of different process measures (experiment 1), we first established that consumers are...

The current research examines how price promotions influence postpurchase hedonic consumption experience. On the one hand, getting a good deal can elevate moods and dampen the “pain of payment,” thus enhancing consumption enjoyment. On the other hand, discounts also reduce sunk-cost...

Motivation research distinguishes two types of goals: (a) ideals, which relate to people's hopes, wishes, and aspirations, and (b) oughts, which relate to people's duties, obligations, and responsibilities. We propose that, in persuasion, the accessibility of ideals increases consumers' reliance...

It has been suggested that evaluations may be based on a "How-do-I-feel-about-it?" heuristic, which involves holding a representation of the target in mind and inspecting feelings that this representation may elicit. Previous studies have shown that reliance on such feelings depends on whether...

Effective communication requires that consumers attribute the message content to its intended source. The proposed framework distinguishes four types of source identification processes--cued retrieval, memory-trace refreshment, schematic inferencing, and pure guessing--and delineates their...

A popular prediction in persuasion research is that decreased ability to process information increases reliance on peripheral cues and decreases reliance on central claims. This article explains why this prediction does not necessarily hold when processing capacity is impaired by high arousal....

A variety of empirical findings reviewed in this research support the general thesis that the affective system of judgment and decision making is inherently anchored in the present. Building on this thesis, this research advances the specific hypothesis that affective feelings are relied on more...

This research investigates the effects of regulatory focus on alternative search and consideration set formation in consumer decision making. Results from three experiments yield two primary findings. First, promotion-focused consumers tend to search for alternatives at a more global level,...