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The purpose of this paper is to investigate the effects of pre-existing mood valence, mood arousal and ad-evoked arousal on response to television and print advertising. It combined the arousal-as-information and arousal regulation approaches into a single arousal congruence theory. It sought an extended application of arousal congruence theory in the persuasion domain with several novel findings.

Four experiments were conducted to test the hypotheses. Analysis of variance, multivariate analysis of variance and pairwise comparison were used for data analysis.

Consumer judgment is a joint function of mood valence, mood arousal and ad-evoked arousal. Positive mood does not always generate more positive evaluations and vice versa. Ad-evoked arousal can more strongly influence consumers’ judgments when they are in a negative rather than a positive mood. Furthermore, consumers in a positive mood rate a target more favorably when the ad-evoked arousal level is congruent with their current arousal state, while those in a negative mood rate a target more favorably when the ad-evoked arousal level is incongruent with their current state of arousal. Arousal polarization intensifies such congruence (and incongruence) effects.

The findings reveal a mood-lifting opportunity based on ad-evoked arousal. This has implications for the design of advertisements, promotional materials, marketing campaigns and retailing environments.

This paper’s findings highlight unexpected effects of stimulus-evoked arousal in persuasion when consumers are exposed to multiple emotional cues from the environment. The paper demonstrates the utility of an integrated model, explaining the relative importance of valence and arousal in influencing consumer judgments. It has been the first to examine arousal congruence, arousal polarization and arousal regulation mechanisms jointly.

Via an experimental approach, this study therefore seeks to examine the effects of outcome valence upon service perception in the higher education setting where academic services form the core service element. To further extend this inquiry, the purpose of this paper is to explore the carryover effect of these emotional states to a subsequent unrelated service encounter which is classified as a peripheral service element which is hedonic in nature.

By using a simulated laboratory experimental procedure involving 300 participants, the authors examined the extent to which a student’s feeling toward an online test result has a bearing upon the teaching evaluation and a subsequent service experience in a branded retail context.

The results gathered from this study highlight the variability of the carryover effect of outcome valence from a work-related service context that serves as incidental emotions to a subsequent unrelated service encounter which is hedonic in nature. From the results gathered, variations were observed in relation to the dynamics of outcome valence in affecting core service evaluation where teaching quality was assessed, and in the peripheral service context in the form of retail experience at a branded cafè. From the basis of these findings, the psychological role of retail stores operating in a valence-oriented industry such as the higher education is discussed in this study.

Essentially, this study contributes to the academic literature and managerial practices by extending the knowledge in the dynamics of valence and its impact upon service perceptions.

This study adopts a simulated experimental design to assess the transference effect of valence in specific service encounters. This methodological approach offers greater reliability compared to existing studies which undertake a retrospective approach via questionnaire survey to examine outcome valence in service experiences. The results from this study provide important managerial implications by assessing the impact of valence upon customer satisfaction ratings which are commonly used for performance appraisal of service staff members. Additionally, the outcome of this study potentially assist managers to account for incidental emotions which may have an impact upon customer’s service experience.

The purpose of this study is to investigate the relationships between three conflict types, cognitive task conflict, emotional relationship conflict and emotional task conflict, and team effectiveness (team performance and team job satisfaction).

The authors conducted a group-level ordinary least square regression analysis of 61 working teams to investigate the study variables, and possible interaction effects among them. In an auxiliary analysis (36 teams), they analyzed the role of mood dimensions (hedonic valence and general conflict activation) as mediators to the relationship between cognitive task conflict and team effectiveness.

Cognitive task conflict was negatively related to team performance, emotional relationship conflict was negatively related to team job satisfaction and emotional task conflict was positively related to team performance, all controlled for the effect of each other. The relationship between cognitive task conflict and team job satisfaction was negatively moderated by team size. Mood valence mediated the relationship between cognitive task conflict and team performance, and between cognitive task conflict and team job satisfaction.

Several possible research lines emanate from the current field study. First of all, the authors suggest that emotional task conflict may be of particular interest, as this is hypothesized and found to be incrementally positively related to team performance. Second, their auxiliary study of the mediating effect of mood valence on the relationship between cognitive task conflict and performance may spur curiosity concerning the role of mood as a mediator of the relationship between task or cognitive conflicts and team effectiveness.

The practitioner should be advised to try to facilitate the distribution of intragroup conflict in their teams in the direction of an increased level of emotional task conflict (positive for performance) at the expense of cognitive task conflict (negative for performance) and emotional relationship conflict (negative for satisfaction). The practitioner should allow intragroup conflicts to be highly activated (intense), as long as the interactions are strictly directed to the task in hand, and not being personal. In addition, a positive mood in teams may significantly strengthen the team's resilience against adverse consequences of conflicts.

The three conflict types in this three-dimensional intragroup conflict model (3IC) have never been tested before, and the findings open for a conflict type – emotional task conflict – that may generally be conducive for the teams’ performance, evaluated by the teams’ supervisors. This is a conflict type where people simultaneously are emotional and yet task oriented. To the authors’ knowledge, this is a novelty, and they hope that it may encourage further research on this conflict type.

The purpose of this paper is to investigate the relationship between game items and mood management to show the affective value of game items. Specifically, the study examines the impact of interaction between two negative mood states (stress vs boredom) and types of game items (functional vs decorative) on the purchasing intention of game items.

Two experiments were conducted to predict the outcomes of using game items.

Game users effectively manage their level of arousal and mood valence using game items. The selective exposure theory provides additional understanding of different purchasing behaviors, suggesting that stressed users are more likely to purchase decorative items while bored users purchase functional items to manage their mood.

The study results show the affective role of game items in mood management. While previous studies focused on the cognitive and functional aspects of purchasing game items, this study extends the value of game items as augmented products.

When launching new games, companies should provide game users free game items for mood management. In addition, to increase intervention potential and behavioral affinity, marketers need to develop and launch more game item types.

This study extends the understanding of affective value of game items by applying mood management and selective exposure theories to explain the purchase intention of game items.

The purpose of this study is to develop and empirically explore a model of four intra‐group conflict types (the 4IC model), consisting of an emotional person, a cognitive task, an emotional task, and a cognitive person conflict. The first two conflict types are similar to existing conceptualizations, whereas the latter two represent new dimensions of group conflict.

Based on a heuristic distinction between cognition and emotion, the four conflict types are defined, and scales for measuring them are developed. The psychometric and statistical properties of the scales were analyzed by data collected from four company samples and two student samples (n=208). The validity of the constructs was evaluated by comparing them with similar constructs, in particular, the Intra‐group Conflict Scale (ICS), developed.

A theory‐driven exploratory factor analysis elicited a 19‐item structure of four reliable factors, representing the four conflict types. A confirmatory factor analysis demonstrated satisfactory properties of the data matrix compared with the proposed model. Furthermore, a refined 12‐item scale was developed to consider the validity of the 4IC, with reasonably satisfactory findings.

Limitations concerning sample size, wording of items, the demarcation between conflict types and conflict approaches, and the robustness of the constructs are discussed. It is suggested that researchers may find the model useful for future studies of conflict in groups.

The model may be of assistance in handling conflicts in organizations. In particular, managers and employees may become aware that emotional conflicts are not always associated with relational or person‐oriented issues; they may as well concern task‐oriented issues. Furthermore, cognitive conflicts do not always have to be task‐oriented; they may also concern relational or person‐oriented issues. The introduction of the emotional task‐oriented and the cognitive person‐oriented conflict types may thus extend the conflict management toolbox for managers and employees.

The results of the study challenge common use of emotional and relationship/person conflicts as interchangeable conflict types, and cognitive and task conflict as interchangeable conflict types. Accordingly, the study suggests new ways to understand conflicts in groups.

Examines the role of the mood state that one brings to a service encounter and its effect on behaviour. Provides a broad overview of both mood effect and service encounter literature to arrive at a set of propositions linking the two. Offers implications for services marketers and directions for further research.

The purpose of this commentary is discuss how musical intervention and imagined interactions can be used to deal with conflict. Music has been called the universal language because of its tonality and rhythm. It affects conflict and aggression and helps people to deal with stress. Research is reviewed showing physiological arousal with background music. The effects of music on aggression are summarized in terms of emotional regulation, catharsis and empathy, and the use of mental imagery in the form of imagined interactions, including relational maintenance catharsis and conflict linkage, is discussed. The incremental sound organizer (ISO) principle of music therapy is discussed as a mechanism to affect emotions while listening to music. Finally, a tool to measure the emotional effect of music on listeners is discussed in terms of the musical mood wheel.

This is a commentary on the effects of background music on reducing aggression.

Music can reduce aggression, depending on how it is used. Music affects how we manage our emotions, reduces stress, provides catharsis and can be a distracting element. Music can enhance empathic feeling; induce positive moods, social bonding, physiological changes and neurobiological changes; and affect our arousal.

Music therapy and musical intervention can be applied to conflict resolution.

The ISO principle of music therapy is designed to deal with changing a person’s emotions as they listen to a medley of music. The mood of the person is measured using a series of scales reflecting a continuum of sadness to happiness, and the music is designed to match the mood of the patient to the music being played and/or listened to, which in turn fosters the achievement of an altered state of consciousness. For example, if you are angry, start with music that is loud and gradually switch to a more tranquil piece of music. “The vectoring power of music is that we change the mood or emotion of persons from one affective pole (joy) to its opposite (anger) through small incremental changes in the rhythm and intensity of the music” (Honeycutt, 2003, p. 82).

Background music in music psychology literature is often referred to as musical intervention. Background music can help us recall positive and negative scenes as the music triggers endorphins in the brain (Salimpoor et al., 2011). Background music is intended to enhance the surrounding context without drawing significant attention. It is often played in spaces such as restaurants, stores, offices or public places to create a certain mood or ambiance.

It is important to note that the effectiveness of musical intervention in reducing aggression can vary based on individual preferences, the specific type of music used, and the context in which it is applied. Additionally, while music intervention can play a role in aggression reduction, it is often most effective when used as part of a comprehensive therapeutic approach.

Measurement scales for sensory experience in retailing exist for sight, touch and sound. In the present study, the authors aim to develop the olfactory experience (OEX) scale in the context of retailing.

Based on literature review and six studies that follow standard scale development protocols (combined n = 1,203), the authors develop and validate a three-dimensional OEX scale. The scale is further validated in the final study in a different market set-up than the first five.

The authors found the three dimensions of OEX as (scent) company, congeniality and congruity. The OEX scale is found to be generalizable and valid across different cultural and market set-ups. In addition, the OEX (i.e. the scale) was found to effect psychological and behavioral outcomes of the consumer in a significant manner.

The present study contributes to the domain of sensory experience in retailing with the OEX scale and provides three new dimensions of OEX for the academicians to further explore.

The OEX scale provides a ready to use tool for the retailer to gauge the level of OEX in the store and to predict consumer attitudes and behavior.

The study is the first to develop a scale for OEX in retailing or for that matter in consumer behavior.

Surprise has been recognized as a key process in humor. Past studies have seldom tested elements that could increase the surprise in humor advertising, subsequently increasing perceived humor and positive ad outcomes. The purpose of this paper was to test the effects of priming a lower arousal baseline before humor ad exposure. It proposed that this would generate greater humor ad surprise because of contrast effects, leading to greater perceived humor and positive ad effects.

Three experiments tested the effects of arousal and valence of primes on humor ads. Attention, perceived humor and ad effectiveness of the humor ads were measured.

Evidence of lower (vs higher) arousal primes leading to greater humor ad evaluations was found across three experiments. Felt arousal of the ad mediated the relationship between the prime conditions and perceived humor.

No study has focused on context effects of the unique process of humor ads. This study advanced the arousal theory of incongruity-resolution humor and further emphasized the role of surprise. The findings implicate that the surroundings of the humor ad could increase its effectiveness.

The purpose of this paper is to study the nature and concept of emoticons/emojis. Instead of taking for granted that these user-generated formats are necessarily emotional, we empirically assessed in what extent are they and the specificity of each one. Drawing on congruent mood state, valence core and emotion appraisal theories we expected a compatible statistical association between positive/negative/neutral emotional valence expressions and emoticons of similar valence. The positive emoticons were consistently associated with positive valence posts. Added to that analysis, 21 emotional categories were identified in posts and correlated with eight emoticons.

Two studies were used to address this question. The first study defined emoticon concept and interpreted their meaning highlighting their communication goals and anticipated effects. The link between emojis and emoticons was also obtained. Some emoticons types present more ambiguity than others. In the second study, three years of real and private (Facebook) posts from 82 adolescents were content analyzed and coded.

Only the neutral emoticons always matched neutral emotional categories found in the written interaction. Although the emoticon valence and emotional category congruence pattern was the rule, we also detected a combination of different valence emoticons types and emotion categories valence expressions. Apparently the connection between emoticon and emotion are not so obviously straightforward as the literature used to assume. The created objects designed to communicate emotions (emoticons) have their specific corresponding logic with the emotional tone of the message.

Theoretically, we discussed the emotional content of emoticons/emojis. Although this king of signals have an Asian origin and later borrowed from the western countries, their ambiguity and differing specificity have never been analyzed.