Neurobiological theories of affective processing suggest that different affective states can make people more sensitive to the stimulation impinging on different sensory channels. Five experiments show that consumers in a negative affective state experience enhanced sensitivity to the tactile...

Volitional behaviors can be construed as “work” (extrinsically motivated) or as “fun” (intrinsically motivated). When volitional behaviors are construed as an obligation to work, completing the behavior depletes a consumer, and subsequent self-control becomes more difficult. When...

The authors propose a goal-based model of product evaluation and choice. The model is intended to account for the role of momentary goal activations in relatively straightforward product evaluation and choice processes. It contributes by (a) providing a coherent and consistent account for...

This article introduces a goal-based view of consumer choice in which (1) choice is influenced by three classes of goals (consumption goals, criterion goals, and process goals), (2) goals are cognitively represented, and (3) the impact of a goal on choice depends on its activation. For each...

Visual information search is a combination of two distinct types of behavior. Goal-directed search behavior occurs when consumers use stored search routines to collect information in a deliberate manner. In contrast, exploratory search behavior occurs when consumers are confronted with multiple...

The effects of repeated advertising exposures depend on the size of the interval, or space, between ad exposures. A meta-analysis of 97 verbal learning studies identified several stimulus characteristics and learning context factors that interact with stimulus spacing to facilitate memory for...