Feelings and Consumer Decision Making: Extending the Appraisal-Tendency Framework

By J. Lerner, Seunghee Han, Dacher Keltner. 2007

134 citations recorded by the source corpus.

The target article (Han, Lerner, & Keltner, 2007) presents the Appraisal-Tendency Framework as a basis for predicting the influence of specific emotions on consumer decision making. The 3 thought-provoking commentaries by Shiv (2007); Yates (2007); and Cavanaugh, Bettman, Luce, and Payne (2007) highlighted the need to (a) distinguish different types of emotional inputs; (b) specify constructs and mechanisms more concretely; and (c) extend the framework in new, creative ways. This response integrates the specific comments into overarching themes and addresses them.

Subfields: Cognitive Neuroscience, Social Psychology

View Paper: https://www.semanticscholar.org/paper/120c60dbf4fee14dd5c227c6132c9e5c2cfd9576

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Citations in the corpus

The role of aesthetic taste in consumer behavior (2012, background): “Appraisal theory (Lerner et al. 2007; Yates 2007) explains this process by examining how emotions are elicited in a particular situation.”
Inspired to Create: Awe Enhances Openness to Learning and the Desire for Experiential Creation (2018, unknown): “Calls for research suggest a need for greater examination of how different positive emotions influence psychological processes (cf. treating positive emotion as a unidimensional construct or simply labeling it as happiness; Lerner, Han, and Keltner 2007).”
The Influence of Anger, Fear, and Emotion Regulation on Ethical Decision Making (2013, background): “However, prior research has found that even when feelings such as anger and fear diminish, these emotions can have lasting impact on cognitions and behavior due to the activation of appraisal tendencies that influence associative memory processes and the desire for behavioral consistency (Andrade & ”
The Many Shades of Rose-Colored Glasses: An Evolutionary Approach to the Influence of Different Positive Emotions (2010, background): “Contrasting effects of different negative emotions are typically explained in terms of appraisal tendencies associated with each emotion (e.g., Lerner et al. 2007; Lerner and Keltner 2000).”