Appraising the Appraisal-Tendency Framework

Journal of Consumer Psychology, 17(3), 169-173

5 Pages Posted: 17 Dec 2012  

Lisa A. Cavanaugh

University of Southern California - Marshall School of Business

James R. Bettman

Duke University - Fuqua School of Business

Mary Frances Luce

Duke University - Fuqua School of Business

John W. Payne

Duke University - Marketing

Date Written: 2007

Abstract

This article considers the consumer research implications of the Appraisal-Tendency Framework (ATF; Han, Lerner, & Keltner, 2007). This article outlines how the ATF approach could be applied to sequential consumer choices (e.g., effects of emotional responses to stockouts on later decisions) and high-stakes decisions (e.g., medical decisions). This article also proposes several areas in which the ATF might be extended: examining complex sequences of choices with emotional consequences, considering how incidental and integral emotions interact, characterizing how both evaluative and regulatory mechanisms may influence the effects of emotion on judgment and choice, and extending the range of positive emotions and appraisal dimensions considered.

Keywords: emotion, appraisal, appraisal tendency framework, judgment, choice, incidental emotion, integral emotion

Suggested Citation

Cavanaugh, Lisa A. and Bettman, James R. and Luce, Mary Frances and Payne, John W., Appraising the Appraisal-Tendency Framework (2007). Journal of Consumer Psychology, 17(3), 169-173. Available at SSRN: https://ssrn.com/abstract=2190151

Lisa A. Cavanaugh (Contact Author)

University of Southern California - Marshall School of Business ( email )

701 Exposition Blvd
Los Angeles, CA 90089
United States

James R. Bettman

Duke University - Fuqua School of Business ( email )

Box 90120
Durham, NC 27708-0120
United States

Mary Frances Luce

Duke University - Fuqua School of Business ( email )

Box 90120
Durham, NC 27708-0120
United States

John W. Payne

Duke University - Marketing ( email )

United States

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