Show simple item record

dc.contributor.advisor Bettman, James R. en_US
dc.contributor.advisor Luce, Mary Frances en_US
dc.contributor.author Cavanaugh, Lisa Ann en_US
dc.date.accessioned 2009-05-01T18:34:47Z
dc.date.available 2009-05-01T18:34:47Z
dc.date.issued 2009 en_US
dc.identifier.uri http://hdl.handle.net/10161/1183
dc.description Dissertation en_US
dc.description.abstract <p>Marketers seek to create and consumers seek to cultivate a variety of positive emotional experiences. Despite their importance to consumer behavior, researchers have lacked a clear understanding of the distinct behavioral consequences of specific positive emotions. My dissertation examines how different positive emotions (e.g., hope, love, and pride) can differentially affect consumers' decisions and behaviors. I find that positive emotions can not only be differentiated but also that specific positive emotions lead to distinctly different patterns of consumption behavior, such as considering more options, donating in different ways, engaging in more effortful actions, or performing more socially conscious consumption behaviors benefiting distant others. I find important differences both with momentary emotional experiences and downstream consequences of chronic emotional experiences. </p><p>Positive emotions differ reliably in the degree to which they create a lens of problem-solving, social connection, and perceived control. For example, I find that positive emotions characterized by a social connection lens (e.g., love and gratitude) lead to increases in socially conscious behaviors benefiting distant others. The tendency to perceive one's environment through a problem-solving lens (which characterizes hope and interest but not love and gratitude) leads to larger consideration sets and engagement in more effortful environmental actions. I also examine how positive emotions characterized by different lenses, such as perceived control (e.g., pride) and social connection (e.g., love), produce distinct behaviors within the same consumption context (e.g., giving in different ways in response to a fundraising appeal). Five studies demonstrate that positive emotions can be characterized in ways that allow prediction of distinct forms of broadening and specific consumption behaviors.</p> en_US
dc.format.extent 807249 bytes
dc.format.mimetype application/pdf
dc.language.iso en_US
dc.subject Business Administration, Marketing en_US
dc.subject Psychology, Social en_US
dc.subject Psychology, Experimental en_US
dc.subject Appraisal en_US
dc.subject Consumer behavior en_US
dc.subject Hope en_US
dc.subject Love en_US
dc.subject Pride en_US
dc.subject Gratitude en_US
dc.subject Interest en_US
dc.subject Positive emotions en_US
dc.subject Well-being en_US
dc.title Feeling Good and Doing Better: How Specific Positive Emotions Influence Consumer Behavior and Well-being en_US
dc.type Dissertation en_US
dc.department Business Administration en_US
duke.embargo.months 12 en_US
dc.date.accessible 2010-05-18T05:00:33Z

Files in this item

This item appears in the following Collection(s)

Show simple item record