Ideals and Oughts and the Reliance of Affect Versus Substance in Persuasion

Posted: 17 Aug 2012

See all articles by Michel Tuan Pham

Michel Tuan Pham

Columbia University - Columbia Business School; Columbia Business School - Marketing

Tamar Avnet

Yeshiva University - Syms School of Business

Date Written: 2004

Abstract

Motivation research distinguishes two types of goals: (a) ideals, which relate to people’s hopes, wishes, and aspirations, and (b) oughts, which relate to people’s duties, obligations, and responsibilities. We propose that, in persuasion, the accessibility of ideals increases consumers’ reliance on their subjective affective responses to the ad relative to the substance of the message, whereas the accessibility of oughts increases consumers’ reliance on the substance of the message relative to their subjective affective responses. This phenomenon is accompanied by a relative change in the perceived diagnosticity of the two types of information under accessible ideals versus oughts — a change that can be related to the distinct modes of self-regulation that ideals and oughts trigger. The phenomenon appears to be unrelated to the kind of change in depth-of-processing posited by the Elaboration Likelihood Model and the Heuristic-Systematic Model.

Keywords: regulatory focus, promotion, prevention, affect

Suggested Citation

Pham, Michel Tuan and Avnet, Tamar, Ideals and Oughts and the Reliance of Affect Versus Substance in Persuasion (2004). Journal of Consumer Research, Vol. 30, No. 4, March 2004. Available at SSRN: https://ssrn.com/abstract=2130698

Michel Tuan Pham

Columbia University - Columbia Business School ( email )

3022 Broadway
515 Uris
New York, NY 10027
United States
212-854-3472 (Phone)

HOME PAGE: http://www.columbia.edu/~tdp4/

Columbia Business School - Marketing ( email )

3022 Broadway
515 Uris
New York, NY NY 10027
United States

HOME PAGE: http://www.columbia.edu/~tdp4/

Tamar Avnet (Contact Author)

Yeshiva University - Syms School of Business ( email )

New York, NY
United States

Register to save articles to
your library

Register

Paper statistics

Downloads
81
rank
290,770
Abstract Views
888
PlumX Metrics