The DOI matches its Crossref record; 16 of the 16 references it cites were found in a registry or an index.
Feelings and Consumer Decision Making: The Appraisal‐Tendency Framework
Abstract
This article presents the Appraisal‐Tendency Framework (ATF; Lerner & Keltner, 2000, 2001; Lerner & Tiedens, 2006) as a basis for predicting the influence of specific emotions on consumer decision making. In particular, the ATF addresses how and why specific emotions carry over from past situations to color future judgments and choices. After reviewing the main assumptions and the 5 main principles of the framework, 2 streams of research are presented. One stream addresses emotional carryover effects on the assessment of risk; the other addresses carryover effects on the assessment of monetary value. Because risk assessment and value assessment are fundamental psychological processes, understanding them has the potential to yield manifold implications for consumer judgment and decision making. The concluding sections highlight limitations and future directions of the framework.
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Cites
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Cited by
Lerner, J. S., Li, Y., Valdesolo, P., & Kassam, K. S. (2015) · Annual Review of Psychology · doi:10.1146/annurev-psych-010213-115043 · Cited by 2,913
Self-citationGet excited: reappraising pre-performance anxiety as excitement.
Brooks, A. W. (2014) · Journal of Experimental Psychology General · doi:10.1037/a0035325 · Cited by 349
Horberg, E. J., Oveis, C., & Keltner, D. (2011) · Emotion Review · doi:10.1177/1754073911402384 · Cited by 339
Self-citationRETRACTED: Don’t stop believing: Rituals improve performance by decreasing anxiety
Brooks, A. W., Schroeder, J., Risen, J. L., Gino, F., Galinsky, A. D., Norton, M. I., & Schweitzer, M. E. (2016) · Organizational Behavior and Human Decision Processes · doi:10.1016/j.obhdp.2016.07.004 · Cited by 182
RetractedThe influence of user affect in online information disclosure
Wakefield, R. (2013) · The Journal of Strategic Information Systems · doi:10.1016/j.jsis.2013.01.003 · Cited by 172
Metadata
- Authors
- Han, S., Lerner, J. S., & Keltner, D.
- Venue
- Journal of Consumer Psychology
- Publisher
- Wiley
- Published
- 2007-07
- Volume
- 17
- Issue
- 3
- Pages
- 158-168
- ISSN
- 1057-7408 (ISSN-L)
- 1532-7663
- OpenAlex
- W2034814630
- Cited by
- 696
- References
- 16
- FWCI
- 12.69
- Type
- journal article
- Language
- en
- Open access
- closed
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- Han, S., Lerner, J. S., & Keltner, D. (2007). Feelings and Consumer Decision Making: The Appraisal‐Tendency Framework. Journal of Consumer Psychology. https://doi.org/10.1016/s1057-7408(07)70023-2
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Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
