More than a Feeling: Emotional Contagion Effects in Persuasive Communication

Jonathan Hasford, David M. Hardesty, Blair Kidwell

Research output: Contribution to journalArticlepeer-review

57 Scopus citations

Abstract

The authors develop an affect-as-information model to explain how targeted emotions used in persuasion can influence unrelated products and brands that are presented nearby. In Study 1, the presence of an emotion-eliciting image affected consumer spending on unrelated products in a simulated retail environment. In Study 2, emotional processing ability and whether consumers monitored their feelings moderated emotional transfers between unrelated advertisements, providing support for an affect-as-information model. In Studies 3 and 4, the authors use the context of evaluative conditioning to generalize the incidence of emotional contagion in persuasive communication. They manipulate salience of affect and whether brand attitudes were measured or primed to provide additional evidence for and extend affect-as-information theory.

Original languageEnglish
Pages (from-to)836-847
Number of pages12
JournalJournal of Marketing Research
Volume52
Issue number6
DOIs
StatePublished - Dec 2015

Bibliographical note

Publisher Copyright:
© 2015 American Marketing Association.

Keywords

  • affect as information
  • affect transfer
  • emotion
  • emotional contagion
  • persuasion

ASJC Scopus subject areas

  • Business and International Management
  • Economics and Econometrics
  • Marketing

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