Combining Emotion Appraisal Dimensions and Individual Differences to Understand Emotion Effects on Gift Giving

Abstract

Multiple studies have revealed that emotion appraisal dimensions can predict the effects of emotions on decision making. For example, givers' intention to buy gifts depends on whether they feel positive or negative (valence) and on whether the feeling is caused by the givers themselves or by gift receivers (agency). However, there is little understanding of how the effects of such appraisal dimensions might depend on individual characteristics. The current research addresses this gap by studying the interaction effects of emotions and individual characteristics on gift giving. Study 1 demonstrates that emotion effects on gift‐giving behavior are explained by two things: the cause of those emotions (self or others, agency) and whether those emotions are positive or negative (valence). Moreover, four studies reveal that these effects depend on the givers' interpersonal orientation. For high interpersonally oriented givers, who care mostly about interpersonal relationships, emotion effects on gift giving depend on both valence and agency. In contrast, for low interpersonally oriented givers, who care mostly about their own gains, emotion effects on gift giving depend only on valence. Together, these findings suggest that although a focus on appraisal dimensions can be useful, individual characteristics should also be taken into account when trying to understand emotion effects on gift giving, in particular, and on decision making, in general. Copyright © 2016 John Wiley & Sons, Ltd.

Understanding emotional customer experience and co-creation behaviours in luxury hotels

“…Positive ECX encourages them to express their appreciation and gratitude, which is perceived as a non-monetary reward to service providers. Such positive attitudes are considered an essential component of co-creating pleasant service interactions (de Hooge, 2017; Yi and Gong, 2013).…”

“…A discrete emotion is one that arises from multiple appraisal dimensions such as goal congruency, motivation, pleasantness, agency or control (Smith and Ellsworth, 1985). Several studies have demonstrated that outcome desirability and agency are two dominant appraisal dimensions, and these explain most discrete emotions (de Hooge, 2017). The outcome desirability dimension contains both evaluative and motivational processes; the agency dimension is related to one's appraisal of responsibility and ability to control service interactions (Watson and Spence, 2007).…”

“…Some studies have found that the physical environment affects ECX and can lead to customer behavioural responses of approach or avoidance (Mehrabian and Russell, 1974). In general, positive emotions encourage prosocial behaviours such as cooperation, helping and altruism (Bagozzi et al , 1999; Cavanaugh et al , 2015), while negative emotions contribute to switching, avoidance and destructive behaviours (de Hooge, 2017; Roos et al , 2009). Customer satisfaction, loyalty and purchasing affected by ECX have frequently been highlighted in hospitality studies (Ali et al , 2016; Ladhari, 2009).…”

Are people more selfish after giving gifts?

“…At the macrolevel, such gifts create deadweight losses in the economy (Waldfogel, 1993) and reinforce outdated social norms (Sherry, 1983). At the individual level, research has likewise illuminated a less rosy view of gift giving (Sherry et al, 1993), demonstrating that givers sometimes feel negative emotions when choosing gifts (Cheng et al, 2020; De Hooge, 2014, 2017; Givi & Galak, 2017; Wooten, 2000) and possess conflicting preferences, mindsets, or motives compared to recipients' own (Aknin & Human, 2015; Baskin et al, 2014; Cavanaugh et al, 2015; Chan & Mogilner, 2017; Gino & Flynn, 2011; Givi & Galak, 2017; Goodman & Lim, 2018; Paolacci et al, 2015; Polman & Emich, 2011; Steffel & LeBoeuf, 2014; Ward & Broniarczyk, 2016; Yang & Urminsky, 2018; for a review, see Galak et al, 2016). In complement to these findings, our studies point to a unique case whereby giving even a “good” gift can have negative consequences for an interpersonal relationship.…”

Hediye Memnuniyeti Ve Nedensellik Algılamalarının Müşterinin İşletmeyi Tercih Niyetine Etkisinin İncelenmesi: Kırıkkale’de Bir Araştırma

“…and thoughts (the thought of being valued, etc.) towards the gift giver and an increase in positive attitudes and behaviors (Roster, 2006;Miller, 2014;Anton et al, 2014;De Hooge, 2017). Moreover, gift giving has also effects on final customers like decreasing in price elasticity etc.…”