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

Jennifer Lerner, Seunghee Han and Dacher Keltner

Scholarly Articles from Harvard Kennedy School of Government

Abstract: This article presents the Appraisal Tendency Framework (ATF) (Lerner & Keltner, 2000, 2001; Lerner & Tiedens, 2006) as a basis for predicting the influence of specific emotions on consumer decision making. In particular, the ATF addresses how and why specific emotions carry over from past situations to color future judgments and choices. After reviewing the main assumptions and the five main principles of the framework, two streams of research are presented. One stream addresses emotional carry-over effects on the assessment of risk; the other addresses carry-over effects on the assessment of monetary value. Because risk assessment and value assessment are fundamental psychological processes, understanding them has the potential to yield manifold implications for consumer judgment and decision making. The concluding sections highlight limitations and future directions of the framework.

Date: 2007
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Citations: View citations in EconPapers (88)

Published in Journal of Consumer Psychology

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Persistent link: https://EconPapers.repec.org/RePEc:hrv:hksfac:37143006

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