When Arousal Influences Ad Evaluation and Valence Does Not (and Vice Versa)

By G. Gorn, Michel Tuan Pham, L. Sin. 2001

275 citations recorded by the source corpus.

Subfields: Cognitive Neuroscience, Experimental and Cognitive Psychology, Social Psychology

View Paper: https://www.semanticscholar.org/paper/3f5bde19b5f72d36fc5f39a9ee2a46850152c2c6

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In Cognitive Neuroscience

In Experimental and Cognitive Psychology

In Social Psychology

Citations in the corpus

The Nature and Role of Affect in Consumer Behavior (2008, background): “For instance, Gorn, Pham, and Sin (2001) suggest that the cognitive-complexity may be more valid under conditions of very strong arousal, whereas the misattribution explanation may be more applicable under conditions of milder arousal.”
Emotion perceived and emotion felt: Same and different (2006, background): “It also inadequately describes the arousal or intensity component of emotion, which may itself be an even more important factor of the emotional response than the valence of the emotion (see e.g., Gorn et al., 2001).”
Emotions evoked by the sound of music: characterization, classification, and measurement. (2008, unknown): “... theory such as angry, fearful, surprised, happy, and sad (e.g., Baumgartner, Esslen, & Ja¨ncke, 2006; Etzel, Johnsen, Dickerson, Tranel, & Adolphs, 2006; Kallinen, 2005; Krumhansl, 1997) or, alternatively, the terms derived from the affective circumplex and its variants such as bored, alert, hop”
Affect Monitoring and the Primacy of Feelings in Judgment (2001, methodology): “model such as Wyer et al.’s (1999), one would need to posit”
Keep Your Cool or Let it Out: Nonlinear Effects of Expressed Arousal on Perceptions of Consumer Reviews (2017, background): “…reasoning tasks (Damasio 2005; Pham 2007), highly elevated arousal is associated with numerous cognitive shortcomings (Fedorikhin and Patrick 2010; Gorn, Pham, and Sin 2001; Pham 2007; Sanbonmatsu and Kardes 1988), and research on lay theories of emotion has revealed a common belief that intense…”
It's Got the Look: The Effect of Friendly and Aggressive “Facial” Expressions on Product Liking and Sales (2011, background): “…notion, empirical studies in such diverse fields as aesthetic liking of art and abstract patterns (Berlyne 1974), preference for advertisements (Gorn, Pham, and Sin 2001), taste of food (Miniard, Bhatla, and Sirdeshmukh 1992), evaluation of acquaintances (Paulhus and Lim 1994), and effects of…”
More than Words: The Influence of Affective Content and Linguistic Style Matches in Online Reviews on Conversion Rates (2013, background): “Pham et al. (2001) demonstrate that affective cues are registered more rapidly than cognitive assessments; the relative accessibility of affective cues also increases with their volume and evaluative clarity or intensity (Gorn, Pham, and Sin 2001).”
Positive Mood and Resistance to Temptation: The Interfering Influence of Elevated Arousal (2010, background): “The current research therefore reinforces the notion that it is not only valence but also the accompanying level of arousal that is of importance when studying affect in consumer behavior (Gorn et al. 2001; Mano 1992; Pham 1996).”
Hope and self regulatory goals applied to an advertising context : promoting prevention stimulates goal-directed behavior (2008, background): “This approach has been widely applied when studying the role of emotions in a consumer context (Chaudhuri, 1998; Gorn et al., 2001; Philips and Baumgartner, 2002).”