Emotional Compatibility and the Effectiveness of Antidrinking Messages: A Defensive Processing Perspective on Shame and Guilt

By Nidhi Agrawal, Adam Duhachek. 2010

227 citations recorded by the source corpus.

Subfields: Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/fbac072498ff756cd0e53548c03149dfdde04173

How researchers see this paper

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

In Social Psychology

1. Nidhi Agrawal
2. Sukki Yoon
3. Tae Hyun Baek
4. Dahee Han
5. Adam Duhachek
6. E. Wan
7. K. White
8. Durairaj Maheswaran

In Sociology and Political Science

1. Nidhi Agrawal
2. Sukki Yoon
3. Tae Hyun Baek
4. E. Wan
5. Dahee Han
6. Adam Duhachek
7. K. White
8. Paolo Antonetti

Citations in the corpus

• Cross-Domain Effects of Guilt on Desire for Self-Improvement Products (2015, background): “With regards to guilt and shame, substantial evidence suggests that while these emotions share similar self-evaluative and remorse components, they activate different types of coping responses (Agrawal and Duhachek 2010; Lewis 1971; Sheikh and Janoff-Bulman 2010; Tangney et al. 1996).”
• Emotions Shape Decisions through Construal Level: The Case of Guilt and Shame (2014, background): “Building on these findings, the recent research in the marketing domain has demonstrated the differential effects of guilt and shame on defensive processing (Agrawal and Duhachek 2010) or coping processes and persuasion (Duhachek et al. 2012).”
• The psychology of appraisal: : Specific emotions and decision-making (2015, background): “…and decision-making by activating distinct coping strategies (Duhachek, 2005; Herrald & Tomaka, 2002), priming different goals (Winterich & Haws, 2011), or promoting different modes of information processing (Agrawal & Duhachek, 2010; De Mello, MacInnis, & Stewart, 2007; Tiedens & Linton, 2001).”
• Carryover Effects of Self-Control on Decision Making: A Construal-Level Perspective (2011, background): “…focus [Pennington and Roese 2003], consumer prior knowledge [Hong and Sternthal 2010], power [Smith and Trope 2006], psychological distance variables [Trope and Liberman 2003], and mood and emotions [Agrawal and Duhachek 2010; Agrawal, Menon, and Aaker 2007; Wan, Isen, and Sternthal 2010]).”
• Self-consciousness and emotions driving femvertising: A path analysis of women’s attitude towards femvertising, forwarding intention and purchase intention (2019, background): “As per study by Agrawal and Duhachek (2010) when the emotional appeal exacerbated the emotional state, participants were already feeling, they defensively processed the information.”
• Feelings that Make a Difference: How Guilt and Pride Convince Consumers of the Effectiveness of Sustainable Consumption Choices (2014, background): “2012), can be effectively used in anti-drinking campaigns (Agrawal and Duhachek 2010; Duhachek et al. 2012), promotes social issues through cause-related marketing (Kim and Johnson 2013), and supports fairer negotiation strategies (Cohen 2010).”
• Guilt Regulation: The Relative Effects of Altruistic Versus Egoistic Appeals for Charity Advertising (2014, background): “STUDY 3 In an ad viewing context, incidental guilt is likely triggered by media contexts (e.g., preceding magazine articles) and has notable implications for evaluations of persuasive messages (Agrawal and Duhachek 2010).”
• Guilt and Shame: Environmental Message Framing Effects (2017, methodology): “To activate feelings of guilt and shame, researchers have commonly primed study participants with an ostensibly unrelated task (e.g., Agrawal and Duhachek 2010; Sheikh and Janoff-Bulman 2010; ZemackRugar, Bettman, and Fitzsimons 2007).”