Feelings and consumer decision making: The appraisal-tendency framework
Feelings and consumer decision making: The appraisal-tendency framework
复制标题
DOI：
10.1016/s1057-7408(07)70023-2
复制
发表时间：
2007-01-01
影响因子：
4.8
通讯作者：
Keltner, Dacher
中科院分区：
文献类型：
--
作者：
Han, Seunghee;Lerner, Jennifer S.;Keltner, Dacher
本文提出了评估倾向框架(ATF；Lerner&Keltner，2000,2001；Lerner&Tiedens，2006)，作为预测特定情绪对消费者决策影响的基础。特别是，ATF解决了特定情绪如何以及为什么从过去的情况延续到影响未来判断和选择的问题。在回顾了该框架的主要假设和5个主要原则之后，提出了两个研究方向。一种是针对风险评估的情绪结转效应，另一种是针对货币价值评估的结转效应。由于风险评估和价值评估是基本的心理过程，理解它们可能会对消费者的判断和决策产生多方面的影响。结束语部分强调了该框架的局限性和未来方向。
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 5 main principles of the framework, 2 streams of research are presented. One stream addresses emotional carryover effects on the assessment of risk; the other addresses carryover 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.