Feelings and Consumer Decision Making: The Appraisal-Tendency Framework

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

649 citations recorded by the source corpus.

Subfields: General Decision Sciences, Marketing, Social Psychology

View Paper: https://www.semanticscholar.org/paper/45e2f080ca71a9a5612a4cb4c306e90af3f21747

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In General Decision Sciences

1. Nidhi Agrawal
2. Seunghee Han
3. Adam Duhachek
4. J. Lerner
5. Dahee Han
6. Dacher Keltner
7. Francesca Gino
8. Adar Ben-Eliyahu

In Marketing

1. Nidhi Agrawal
2. Dahee Han
3. Adam Duhachek
4. M. Kumar
5. J. Lerner
6. Durairaj Maheswaran
7. A. P. Mcgraw
8. A. Barsky

In Social Psychology

1. Nidhi Agrawal
2. Dahee Han
3. Francesca Gino
4. Adam Duhachek
5. Dacher Keltner
6. Adam D. Galinsky
7. Durairaj Maheswaran
8. Jane So

Citations in the corpus

• Emotions Shape Decisions through Construal Level: The Case of Guilt and Shame (2014, methodology): “The present study contributes to the literature on appraisal theories of emotions (Smith and Ellsworth 1985) and ATF (Han et al. 2007) by focusing on a key cognitive ap- praisal dimension that has not been investigated in the context of appraisal-based impacts on judgment.”
• Shopping under the influence of curiosity: How retailers use mystery to drive purchase motivation (2016, background): “These processes are then accompanied by action designed to reduce uncertainty directly, such as the purchase of products (Han et al., 2007).”
• Anxious or Angry? Effects of Discrete Emotions on the Perceived Helpfulness of Online Reviews (2014, background): “In order to test this approach, therefore, it is important to compare emotions that are differentiated by particular appraisals on behaviors that relate to those appraisals (Han et al. 2007; Lerner and Tiedens 2006).”
• Feelings and Consumer Decision Making: Extending the Appraisal-Tendency Framework (2007, background): “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.”
• Academic Emotional Learning: A Critical Component of Self-Regulated Learning in the Emotional Learning Cycle (2019, background): “Han et al. (2007) described specific emotions that arise prior to and are unrelated to a target event that influence the individual’s judgments and behaviors.”
• The psychology of appraisal: : Specific emotions and decision-making (2015, methodology): “…associated with each emotion activate a cognitive predisposition, called an appraisal tendency, which leads individuals to appraise the subsequent event in a way that is consistent with its core appraisals that characterize the emotion (i.e., Han et al., 2007; Lerner & Keltner, 2000, 2001).”