Abstract
This article proposes that merely considering outcomes associated with a positive approach emotion (e.g., happiness) can regulate negative emotions that evoke an approach orientation (e.g., sadness, anger). In contrast, outcomes associated with a positive avoidance emotion (e.g., calmness) best regulate negative emotions that evoke an avoidance orientation (e.g., anxiety, embarrassment). Although such orientation- matched (versus mismatched) positive outcomes might not address the problem that caused the negative emotion, they automatically signal a reduced need for affect regulation specific to the evoked orientation. Thus, orientation matching results in emotional benefit, increases preferences toward matched outcomes, and frees resources for subsequent tasks.
Original language | English (US) |
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Pages (from-to) | 955-966 |
Number of pages | 12 |
Journal | Journal of Marketing Research |
Volume | 47 |
Issue number | 5 |
DOIs | |
State | Published - Oct 2010 |
Keywords
- Advertising
- Affect regulation
- Emotion
- Matching effects
- Motivation
ASJC Scopus subject areas
- Business and International Management
- Economics and Econometrics
- Marketing