Emotion and reason in persuasion

Buck, Ross; Anderson, Erika; Chaudhuri, Arjun; Ray, Ipshita

doi:10.1016/s0148-2963(02)00308-9

Cited by 60 publications

(4 citation statements)

References 15 publications

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“…"The key features of advertising messages and consumers along with their interaction effects are part of theory-driven model of greenwashing effects, which enable us to explain the rational and affective mechanisms of greenwashing effects" [3]. Rational cognition and effect are the two qualitative distinctive yet concurrent persuasive mechanisms that lead to formulating attitude are the main postulates of the ARI model [38,39]. Dependent upon the features of the messages to which consumers are often open, the formulation of an attitude is grounded on a positive impact of effect, a positive impact of rational cognition, or the impact of both mechanisms simultaneously [3].…”

Section: Ari Modelmentioning

confidence: 99%

Are You Environmentally Conscious Enough to Differentiate between Greenwashed and Sustainable Items? A Global Consumers Perspective

Urbański

Haque

2020

Sustainability

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Environmentally sustainable (green) products are frequently advertised to consumers, yet it is debatable whether the consumers are aware whether these green labelled products are environmentally friendly or not. Greenwashing is a phenomenon used by companies to sell their products. Through stratified (probability) and purposive and convenience (non-probability) sampling techniques, an online survey was circulated to gather information from 768 participants from the UK, Canada, and Pakistan to determine consumers' perspectives on subjects including awareness, trust, and effectiveness regarding greenwashed labelled products. The results were tested using the Chi-Square test for ranked data and structural equation modelling (SEM) for ordinal data. The study found that participants ranking themselves High environmentalists in comparison to Low and Moderate environmentalists, despite being skeptical, fall into the trap of identifying greenwashed products as sustainable. It has been proven that greenwashing negatively impacts the green purchasing behavior of the consumers. Participants reported that products are believed to be sustainable due to the overall perception of the product labelled as greenwashed. There is statistical evidence that purchase intent is not affected by greenwashing. It is also reported that younger people in comparison to older people have less trust and often believe greenwashing is problematic. Consumers were found to be vulnerable and more sensitive when their attention was drawn towards greenwashing. There is a need to educate consumers and improve policies to ensure consumers understand the real labels as greenwashed products are used in daily life.

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Section: Ari Modelmentioning

confidence: 99%

Are You Environmentally Conscious Enough to Differentiate between Greenwashed and Sustainable Items? A Global Consumers Perspective

Urbański

Haque

2020

Sustainability

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“…Existing risk communication literature has addressed the concept of risk perception and related psychological factors, including affective or emotion appraisals (Loewenstein, Weber, Hsee, & Welch, 2001). Affect is believed to be a critical stimulus in eliciting cognitive and behavioral changes in individuals (Buck, Anderson, Chaudhuri, & Ray, 2004; Jin, Pang, Cameron, 2007; Tuner, 2006). According to the appraisal tendency theory (Lerner & Keltner, 2000), emotions are related to an individual’s cognitive response to stimuli.…”

Section: Emotions and Risk Responsementioning

confidence: 99%

Communicating Food Safety via the Social Media

Mou

Lin

2014

Science Communication

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This study examined the Chinese public’s use of Weibo (a microblog platform) and their cognitive, affective, and behavioral responses to a series of food safety crises. Based on a sample of 1,360 adult Weibo users across China, the study found that Weibo use contributed to cognitive and behavioral responses to food safety concerns, but access to other online and off-line news and information outlets was largely irrelevant. Emotional response toward the food safety incidents was a stronger predictor of both food safety risk perception and prevention action, relative to food safety incident awareness and factual awareness. Theoretical and social implications of study findings are discussed.

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“…Later, Buck et al (2004) proved that relative effects of affect and reason can vary and the variance is obtained from the ratio of affect to reason. Accordingly, they proposed the ARI model that measures involvement by calculating the average affective and rational involvement (reason+affect)/2).…”

mentioning

confidence: 99%

“…Accordingly, they proposed the ARI model that measures involvement by calculating the average affective and rational involvement (reason+affect)/2). Based on taxonomies provided by Vaughn (1980Vaughn ( , 1986 and Buck et al (2004), it is concluded that consumers tend to be more obsessed in purchasing decisions about products with high affective/rational ratio and involvement, compared to products with low affective/rational ratio and involvement. Moreover, information processing in high-involvement products is greater (Kressmann et al, 2006).…”

mentioning

confidence: 99%

Does involvement shapes consumers’ response to product failure?

Hamzelu

Gohary

Nia

et al. 2017

APJML

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Purpose Customer reaction to failure is of essential importance and varies by level of involvement with products and services. Thus, the purpose of this paper is to use the FCB grid to examine effects of involvement and emotion on failure of products and services. It also explores effects of negative word-of-mouth, consumer advocacy, customer voicing and gender on the so-called silent killers. Design/methodology/approach A 2 (male or female)×4 (high and low involvement, feelings, thinking in FCB grid) between-subjects experiment on 311 college students, who have recently experienced product failure, is performed. Findings Results reveal that customers with different levels of involvement react differently to product failure. Furthermore, low-involvement products are more likely to develop silent killers. The results also show that silent killer is more common among men. Originality/value To the best of the authors’ knowledge, no similar study is performed on the relationship between involvement and failure of products or services. In addition, this attempt is the first quantitative study to examine the phenomenon of silent killers in this field.

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Emotion and reason in persuasion

Cited by 60 publications

References 15 publications

Are You Environmentally Conscious Enough to Differentiate between Greenwashed and Sustainable Items? A Global Consumers Perspective

Are You Environmentally Conscious Enough to Differentiate between Greenwashed and Sustainable Items? A Global Consumers Perspective

Communicating Food Safety via the Social Media

Does involvement shapes consumers’ response to product failure?

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