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Article
Publication date: 10 February 2012

Timo Vuori and Jouni Virtaharju

This paper aims to increase understanding of how emotional arousal could be used to enhance the adoption of new beliefs during a sensegiving episode.

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1173

Abstract

Purpose

This paper aims to increase understanding of how emotional arousal could be used to enhance the adoption of new beliefs during a sensegiving episode.

Design/methodology/approach

Case study about the sensegiving tactics of a successful corporate coach and the reactions of 102 sense‐receivers. Data consist of 39 interviews, 95 hours of observation, a longitudinal survey, and informal discussions.

Findings

Two elements are recognized in sensegiving, which are: increasing sense‐receivers' level of emotional arousal; and cognitively associating that arousal with desired definitions of organizational reality. While the cognitive component determines the beliefs individuals come to hold, the emotional component influences how intensively they will hold these beliefs. Emotional arousal can be amplified in ways that are loosely coupled with the cognitive dimension of sensegiving.

Research limitations/implications

The level of emotional arousal is assessed qualitatively through observations, interviews, and interpretation of open‐ended survey responses. Future research should use more objective measures for assessing the level of emotional arousal and replicate the findings of this study. In addition, future research should investigate different combinations of emotional and cognitive sensegiving that may lead to good results.

Practical implications

This study identifies a sensegiving approach that seems to work. Sensegivers can use these findings by first focusing on increasing sense‐receivers' emotional arousal and only then focusing on delivering their actual message.

Originality/value

Existing sensegiving studies have mainly focused on cognition and identity‐related dynamics and explanations. This study shows that emotional arousal is an alternative explanation for many of the previous findings.

Details

Journal of Organizational Change Management, vol. 25 no. 1
Type: Research Article
ISSN: 0953-4814

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Article
Publication date: 8 February 2016

Nak Hwan Choi, Jae Min Jung, Tamir Oyunbileg and Pianpian Yang

This paper aims to investigate the moderating roles of emotional arousal levels (elevated vs mild) and emotional valence (positive vs negative) stemming from outcomes of…

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1498

Abstract

Purpose

This paper aims to investigate the moderating roles of emotional arousal levels (elevated vs mild) and emotional valence (positive vs negative) stemming from outcomes of self-regulatory goal pursuit in understanding effectiveness of the product attribute type on product evaluation.

Design/methodology/approach

Drawing on the literature on goals, emotions and behaviors, this research advances and tests hypotheses with two studies and an ANOVA.

Findings

This study shows that when consumers experience positive emotions stemming from the success of self-regulatory goals (approach vs avoidance), the impact of product attribute type on product evaluations is primarily driven by the emotional arousal levels and that the type of regulatory goals does not matter. In contrast, when consumers experience negative emotions stemming from the failure of goal pursuit, the impact of product attribute type is determined not only by the emotional arousal levels but also by the type of goals.

Practical implications

Marketing managers should use appropriate product attributes in advertisements that match with the consumers’ emotional arousal levels, emotional valence and regulatory goals by identifying customers’ specific emotional state and its source.

Originality/value

This study shows that emotional valence moderates the impact of emotional arousal levels on the effectiveness of product attribute types in advertisements, and that the regulatory goals as the source of such emotions matter only under the elevated negative emotions. The major contribution of this research is that to understand the impact of emotions stemming from regulatory goal pursuit on product evaluations, not only emotional valence but also emotional arousal levels and regulatory goals should be taken into consideration.

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Article
Publication date: 22 October 2019

Supavich (Fone) Pengnate

Clickbait has become a popular strategy for attracting online users by enticing them to follow the link to a particular website to read further. The purpose of this paper…

Abstract

Purpose

Clickbait has become a popular strategy for attracting online users by enticing them to follow the link to a particular website to read further. The purpose of this paper is to fill a gap in the literature by providing empirical evidence of how clickbait headlines affect online users’ emotional and behavioral responses, specifically emotional arousal and intention to read news. In addition, it is an early attempt to examine pupillary dilation response as an indicator of emotional arousal in the online news context.

Design/methodology/approach

An experiment was conducted primarily to examine the levels of emotional arousal evoked by two treatment groups of online news headlines, news and clickbait, compared to a neutral control group. Emotional arousal was assessed using two approaches – pupillary dilation response recorded by an eye-tracking device and the Self-Assessment Manikin (SAM) – and the results were compared. The influence of emotional arousal on intention to read news was hypothesized and tested.

Findings

The level of emotional arousal evoked by the headlines varies. In general, clickbait headlines generate a higher level of emotional arousal than do the neutral headlines but a lower level than the news headlines. The results also indicate that the level of emotional arousal measured by pupillary dilation response and by SAM are somewhat consistent. Emotional arousal appears to be a significant predictor of intention to read news.

Originality/value

This study is an initial attempt to investigate how clickbait headlines influence online users’ perceptions and responses, which will be of interest to researchers and news media publishers. The current study also provides evidence for adopting pupillary dilation response, an unobtrusive measure of emotional response, as an alternative methodology for future studies that investigate emotional arousal related to textual information in the online news context.

Details

Online Information Review, vol. 43 no. 7
Type: Research Article
ISSN: 1468-4527

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Article
Publication date: 2 September 2019

Sigen Song, Fanny Fong Yee Chan and Yanlin Wu

The purpose of this paper is to investigate the interaction effect of placement characteristics and emotional experiences on consumers’ recognition of placed brands. Brand…

Abstract

Purpose

The purpose of this paper is to investigate the interaction effect of placement characteristics and emotional experiences on consumers’ recognition of placed brands. Brand recognition is a fundamental step in the consumer’s decision-making journey.

Design/methodology/approach

The authors developed a research model based on emotional process theory and cognitive capacity theory incorporating placement characteristics, emotional experiences and brand recognition. An experimental study of 110 young Chinese consumers was conducted to test the research model.

Findings

The findings indicated that all three placement characteristics (prominence, serial positions and plot connection) had significant effects on brand recognition, as suggested in previous research. The effect of emotional experiences on brand recognition was comparatively less prominent. Placement characteristics and emotional experiences also interacted to influence the recognition of placed brands.

Originality/value

This study shows the role of emotional experiences and their interaction with placement characteristics on brand recognition, which has yet to be examined. The conceptual model contributes to the product placement literature by suggesting that both cognitive and emotional processing are important for brand recognition. The findings provide useful insights for marketers in designing effective product placement strategies.

Details

Asia Pacific Journal of Marketing and Logistics, vol. 32 no. 6
Type: Research Article
ISSN: 1355-5855

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Book part
Publication date: 8 September 2017

Kenneth J. Smith, David J. Emerson and George S. Everly

This paper examines the influence of stress arousal and burnout as mediators of the negative relations between role stressors and job outcomes (satisfaction, performance…

Abstract

This paper examines the influence of stress arousal and burnout as mediators of the negative relations between role stressors and job outcomes (satisfaction, performance, and turnover intentions) among a sample of AICPA members working in public accounting. It extends prior research which examined these linkages (Chong & Monroe, 2015; Fogarty, Singh, Rhoads, & Moore, 2000; Smith, Davy, & Everly, 2007) by evaluating a model that simultaneously incorporates stress arousal and the three fundamental dimensions of burnout, i.e., emotional exhaustion, depersonalization, and reduced personal accomplishment. This paper also utilizes a recently validated stress arousal measure designed to capture the worry and rumination aspects of arousal posited to be responsible for a number of negative personal outcomes.

The results indicate that role stressors, mediated by stress arousal and the individual burnout dimensions, have a negative influence on job outcomes. In line with predictions regarding the temporal ordering of stress arousal and burnout in the model, each of the job stressors had a significant positive influence on accountants’ stress arousal, and the influence of the individual role stressors on each burnout dimension was either partially or fully mediated via their relations with stress arousal. In turn, the influence of stress arousal on each of the job outcomes was either partially or fully mediated through its relations with emotional exhaustion.

Details

Advances in Accounting Behavioral Research
Type: Book
ISBN: 978-1-78714-527-6

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Book part
Publication date: 23 September 2009

David H. Tobey and Michael R. Manning

Recent research in cognitive and social psychology finds that individual change is more emotional than rational. Further evidence suggests that the contagious power of…

Abstract

Recent research in cognitive and social psychology finds that individual change is more emotional than rational. Further evidence suggests that the contagious power of emotions explains how groups may overcome obstacles and behave in unified ways. We offer a neuropsychological model of emotion-driven change in organizations that explains these findings and predicts conditions in which contagion effects will be successful in facilitating rapid change. Our model posits that emotive precursors to conscious action enable goal alignment and overcome cognitive resource limitations necessary to sustain organizational change over time. Our model adapts the findings from social and cognitive neuroscience to bring new insights into the mental mechanisms underlying the change process. The chapter concludes with tentative suggestions for developing new methods for research and practice that improve our predictive capability for creating rapid large-scale organizational change.

Details

Research in Organizational Change and Development
Type: Book
ISBN: 978-1-84855-547-1

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Article
Publication date: 1 January 2014

Wann-Yih Wu, Chia-Ling Lee, Chen-Su Fu and Hong-Chun Wang

Online retailing has attracted a lot of attention in recent years due to its great potential and significant implications for buyers and sellers. This study adopts the…

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17022

Abstract

Purpose

Online retailing has attracted a lot of attention in recent years due to its great potential and significant implications for buyers and sellers. This study adopts the stimulus-organism-response (S-O-R) framework to illustrate how store layout design and atmosphere influence consumers' shopping intention on the website.

Design/methodology/approach

The sample for this study comprised 626 respondents from the internet users. A structural equation model was employed to identify the interrelationships of store layout design, atmosphere, emotional arousal, attitude toward the website, and purchase intention.

Findings

The analytical results of this study indicate that store layout design has significant impacts on emotional arousal and attitude toward the website, and thus has a positive influence on purchase intention. In addition, atmosphere has a more influential effect on emotional arousal than store layout design.

Originality/value

This study provides new insights into the influences of store layout design and atmosphere on consumer online shopping intentions.

Details

International Journal of Retail & Distribution Management, vol. 42 no. 1
Type: Research Article
ISSN: 0959-0552

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Article
Publication date: 30 January 2009

So Won Jeong, Ann Marie Fiore, Linda S. Niehm and Frederick O. Lorenz

The purpose of this paper is to examine whether Pine and Gilmore's four experience realms (4Es) are affected by web site features; the 4Es affect consumer emotional

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8655

Abstract

Purpose

The purpose of this paper is to examine whether Pine and Gilmore's four experience realms (4Es) are affected by web site features; the 4Es affect consumer emotional components of pleasure and arousal; and pleasure and arousal lead to enhanced web site patronage intention.

Design/methodology/approach

For the main experiment, two stimulus web sites reflecting high experiential value and low experiential value were developed. Data were collected in a laboratory setting from 196 participants. An analysis of the causal model was conducted using the maximum‐likelihood estimation procedure of Analysis of Moment Structures (AMOS) for hypotheses testing.

Findings

Using AMOS, the results indicated that web site features affected the 4Es and three of the 4Es (entertainment, escapist and esthetic experiences) influenced pleasure and/or arousal. Pleasure, arousal, entertainment, and esthetic experiences had direct effects on web site patronage intention.

Practical implications

The results present an effective way to offer experiential value, which enhances web site patronage intention, to online retailers.

Originality/value

This is the first empirical research to investigate the holistic process of the effects of product presentation on consumer responses towards an apparel web site that there is a clear need for further study.

Details

Internet Research, vol. 19 no. 1
Type: Research Article
ISSN: 1066-2243

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Article
Publication date: 29 January 2018

Alexa K. Fox, George D. Deitz, Marla B. Royne and Joseph D. Fox

Online consumer reviews (OCRs) have emerged as a particularly important type of user-generated information about a brand because of their widespread adoption and influence…

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1601

Abstract

Purpose

Online consumer reviews (OCRs) have emerged as a particularly important type of user-generated information about a brand because of their widespread adoption and influence on consumer decision-making. Much of the existing OCR research focuses on quantifiable OCR features such as star ratings and volume. More research that examines the influence of review elements, aside from numeric ratings, such as the verbatim text, particularly in services contexts is needed. The purpose of this research is to investigate the impact of service failures on consumer arousal and emotions.

Design/methodology/approach

The authors present three behavioral experiments that manipulate service failure and linguistic elements of OCRs by using galvanic skin response, survey measures and automated facial expression analysis.

Findings

Negative OCRs lead to the greatest levels of arousal when consumers read OCRs. Service failure severity impacts anger, and referential cohesion, an observable property of text that helps a reader better understand ideas in the text, negatively moderates the relationship between service failure severity and anger.

Originality/value

The authors are among the first to empirically test the effect of emotional contagion in a user-generated content context, demonstrating that it can occur when consumers read such content, even if they did not experience the events being described. The research uses a self-report and physiological measures to assess consumer perceptions, arousal and emotions related to service failures, increasing the robustness of the literature. These findings contribute to the marketing literature on OCRs in service failures, physiological measures of consumers’ emotions, the negativity bias and emotional contagion in a user-generated content context.

Details

European Journal of Marketing, vol. 52 no. 1/2
Type: Research Article
ISSN: 0309-0566

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Article
Publication date: 12 February 2018

Mohammed Ahmad Alsaggaf and Abraham Althonayan

The purpose of this paper is to investigate the effects of customer perceptions of service quality on electronic word of mouth (eWOM) and switching intentions through…

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1695

Abstract

Purpose

The purpose of this paper is to investigate the effects of customer perceptions of service quality on electronic word of mouth (eWOM) and switching intentions through cognitive and emotional responses.

Design/methodology/approach

The authors have developed a theoretical framework based on behavioural theories to analyse the environmental aspects of relationships that affect customer behavioural intentions. The authors adapted a quantitative methodology along with the positivist philosophical approach to investigate the hypotheses within the theoretical framework. The authors applied a protracted stimuli-organism-response model to highlight the peripheral reliability, responsiveness, tangibility, empathy, assurance, and the impact of the customer’s feelings while simultaneously linking the elements to each other. In addition, the authors applied the theory of reasoned action to reflect the marginal elements of subjective norms, attitude, and customers’ behavioural intentions. A survey with 601 responses has been used in this study.

Findings

In the setting of KSA’s mobile telecom industry, the authors confirm that there is a positive effect of customer perceptions of service quality on their eWOM and switching intentions through their cognitive and emotional responses.

Originality/value

The framework of this study enhances our understanding of the role of service quality as an environmental influence on an individual’s intentions to switch and eWOM. This conceptual framework is essential in evaluating the mediating roles of attitude and emotions in relation to eWOM and intention to switch.

Details

Journal of Enterprise Information Management, vol. 31 no. 1
Type: Research Article
ISSN: 1741-0398

Keywords

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