Emotion regulation consumption: When feeling better is the aim

Kemp, Elyria; Kopp, Steven W.

doi:10.1002/cb.341

Cited by 97 publications

(77 citation statements)

References 106 publications

(95 reference statements)

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“…Despite a broad array of consumer research examining the regulation of negative emotions, the specific emotion of fear has received little attention (see Kemp and Kopp [2011] for an exception). However, within the domain of group dynamics, it has been shown that individuals cope with fear through interpersonal means (Morris et al 1976;Schachter 1959).…”

Section: Fear In Consumer Behaviormentioning

confidence: 98%

The Impact of Fear on Emotional Brand Attachment

Dunn¹,

Hoegg²

2014

J Consum Res

125

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The current research investigates the role of fear in the creation of emotional attachment to a brand. Previous research examining the influence of incidental negative emotions on brand evaluations has generally found that negative emotions lead to negative evaluations. The current research suggests that for fear, the relationship may be more positive. Since people cope with fear through affiliation with others, in the absence of other individuals, consumers may seek affiliation with an available brand. This, in turn, will enhance emotional attachment to that brand. Four studies demonstrate that consumers who experience fear in the presence of a brand feel greater emotional brand attachment than consumers who experience other emotions such as happiness, sadness, or excitement. The findings from the research advance understanding of consumer-brand relationships by demonstrating that relationships between consumers and brands are not merely metaphorical. Rather, under certain circumstances, brands can actually fulfill interpersonal psychological needs.

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Section: Fear In Consumer Behaviormentioning

confidence: 98%

The Impact of Fear on Emotional Brand Attachment

Dunn¹,

Hoegg²

2014

J Consum Res

125

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“…Hedonic shopping value is actualized through fantasy and the multisensory and emotive aspects of the shopping experience (Kemp and Kopp, 2011;Wu et al, 2015), which is based on the enjoyment and excitement of consuming hedonic products (Babin et al, 1994;Chitturi et al, 2008). In contrast, consumers' utilitarian shopping behaviour is more rational, task-related (Chitturi et al, 2008), and extrinsically motivated (i.e., the consumer expects a reward or benefit external to the system-user interaction) ( Van der Heijden, 2004), wherein satisfaction comes from accomplishing a task-the acquisition of a product, information, or both-in an efficient manner and reflects a more instrumental, goaldriven, and cognitive approach to shopping (Babin et al, 1994).…”

Section: Regulatory Focus and Hedonic Versus Utilitarian Websitesmentioning

confidence: 99%

The connection and disconnection between e-commerce businesses and their customers: Exploring the role of engagement, perceived usefulness, and perceived ease-of-use

Ashraf

Thongpapanl

Spyropoulou

2016

Electronic Commerce Research and Applications

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Significant time, resources, and attention have been given over the past few decades to explore how businesses can attract more customers to their online stores, and yet problems remain. It is still difficult to convert a potential customer's initial online encounter into a buying relationship.Thus, this study aims to develop a deeper comprehension of the driving forces that not only attract visitors to a website, but also motivate them to make a purchase. Drawing from the ecommerce, regulatory focus, and regulatory fit theory literatures, this study crafts a series of predictions about visitors' attraction to and intention to purchase from a website. In studies conducted using three different technology-product websites (i.e., websites selling smartphones, smartwatches, and laptops) and two different samples (i.e., students and actual shoppers), we found supporting evidence that visitors' evaluation and purchase intentions are determined by the fit between the shopping experiences offered (hedonic vs. utilitarian) and visitors' regulatory focus (promotion vs. prevention). Furthermore, we reveal that engagement, perceived usefulness, and perceived ease of use serve as the underlying mechanisms that mediate the effect of regulatory fit on visitors' attitudes and purchase intentions.

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“…For instance, people may take a hot shower when they feel lonely (Bargh & Shalev, 2012, 2014, cuddle a teddy bear when they feel afraid (Koole, Tjew A Sin, & Schneider, 2013), or treat themselves to a nice gift to lift their spirits (Kemp & Kopp, 2011). A second set of affordances thus consists of various kinds of tools and artifacts that people may recruit in emotion regulation.…”

Section: Tool Affordancesmentioning

confidence: 99%