Communicating the right emotion to generate help for connected versus unconnected others

T. Faseur () and Maggie Geuens

Working Papers of Faculty of Economics and Business Administration, Ghent University, Belgium from Ghent University, Faculty of Economics and Business Administration

Abstract: This study investigated the effectiveness of positive versus negative and of ego-focused versus other-focused feelings evoked in advertisements promoting help for connected versus unconnected needy people. Results showed that when help is asked for people to whom respondents feel connected, positive (versus negative) and ego- (versus other-) focused feelings led to more positive ad evaluations and increased respondents’ helping intentions. When help was needed for unconnected people, the negative ads were most effective. Furthermore, it was investigated whether the effect of ego- versus other-focused feelings on ad evaluations and helping intentions was mediated by people’s motivation to help.

Pages: 35 pages
Date: 2008-01
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Persistent link: https://EconPapers.repec.org/RePEc:rug:rugwps:08/493

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