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A Comparison of Attitudes and Emotions as Predictors of Behavior at Diverse Levels of Behavioral Experience
Abstract
This study examines individuals' reports about emotive experience vis-à-vis their attitudinal judgments as predictors of subsequent behavior. Hypotheses are developed around the general premise that emotional reports tap information with motivational implications that need not be integrated into attitude judgments and thus should supplement attitude in prediction. The hypotheses are tested with a unique data base that allows categorization of subjects on the basis of diverse levels of prior experience and features naturally occurring behavior over a 12-month period as the criterion variable. The data support the premise that emotional variables can serve as incremental predictors in instances in which situational pressures may inhibit formation of meaningful attitudes. Also, the data suggest that emotional reports may furnish some unique information about what perpetuates a behavior. Implications for further integration of emotional experience into consumer research are discussed.
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Cites
Bem, D. J. (1972) · Advances in Experimental Social Psychology · doi:10.1016/s0065-2601(08)60024-6 · Cited by 5,241
Product/Consumption-Based Affective Responses and Postpurchase Processes
Westbrook, R. A. (1987) · Journal of Marketing Research · doi:10.1177/002224378702400302 · Cited by 2,462
Cited by
Petty, R. E., Wegener, D. T., & Fabrigar, L. R. (1997) · Annual Review of Psychology · doi:10.1146/annurev.psych.48.1.609 · Cited by 2,290
Hartmann, P., & Apaolaza-Ibáñez, V. (2012) · Journal of Business Research · doi:10.1016/j.jbusres.2011.11.001 · Cited by 1,084
Prayag, G., Hosany, S., Muskat, B., & Del Chiappa, G. (2017) · Journal of Travel Research · doi:10.1177/0047287515620567 · Cited by 924
The Positive and Negative Effects of Switching Costs on Relational Outcomes
Jones, M. A., Reynolds, K. E., Mothersbaugh, D. L., & Beatty, S. E. (2007) · Journal of Service Research · doi:10.1177/1094670507299382 · Cited by 446
Feelings, Fantasies, and Memories
Holak, S. L., & Havlena, W. J. (1998) · Journal of Business Research · doi:10.1016/s0148-2963(97)00119-7 · Cited by 404
Hartmann, P., & Apaolaza-Ibáñez, V. (2008) · Environment and Behavior · doi:10.1177/0013916507309870 · Cited by 100
Developing the Commitment to Virtual Community: The Balanced Effects of Cognition and Affect
Gupta, S., & Kim, H.-W. (2007) · Information Resources Management Journal · doi:10.4018/irmj.2007010103 · Cited by 99
Nature imagery in advertising: Attention restoration and memory effects
Hartmann, P., Apaolaza, V., & Alija, P. (2013) · International Journal of Advertising · doi:10.2501/ija-32-2-183-210 · Cited by 98
Lu, L., Liu, J., Yuan, Y. C., Burns, K. S., Lu, E., & Li, D. (2021) · Health Education & Behavior · doi:10.1177/1090198120984760 · Cited by 87
Metadata
- Authors
- Allen, C. T., Machleit, K. A., & Kleine, S. S.
- Venue
- Journal of Consumer Research
- Publisher
- Oxford University Press (OUP)
- Published
- 1992-03
- Volume
- 18
- Issue
- 4
- Pages
- 493
- ISSN
- 0093-5301 (ISSN-L)
- 1537-5277
- OpenAlex
- W2034479802
- Cited by
- 356
- References
- 2
- FWCI
- 6.98
- Type
- journal article
- Language
- en
- Open access
- closed
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