TITLE

"The Differential Effects of Guilt Appeals in Persuasive Marketing Communications"

AUTHOR(S)
LaBarge, Monica C.; Godek, John
PUB. DATE
January 2005
SOURCE
Advances in Consumer Research;2005, Vol. 32 Issue 1, p260
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
This article presents an overview of a study on the differential effects of guilt appeals in persuasive marketing communications. Limited research in the persuasive effects of negative appeals indicate that some negative emotions, such as guilt, have a strong motivational quality. In particular, anticipatory and reactive guilt have fundamentally different characteristics and correspondingly are likely to have differential effects on attitudes and behavior. As hypothesized, felt guilt, negative emotions and unintended emotions were reported to be higher in the reactive guilt condition and positive emotions, positive attitudes and intentions were all reported to be higher in the anticipatory guilt condition.
ACCESSION #
18936613

Tags: GUILT;  MARKETING;  HUMAN behavior;  ATTITUDE (Psychology);  INTENTION;  MOTIVATION (Psychology)

 

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