Investigation of emotional responses to an unexpected price

Research output: Contribution to journalArticle

3 Citations (Scopus)

Abstract

This article investigates the emotions elicited from observing unexpectedly high or low prices, and how such emotions relate to purchase intentions. The experiment conducted to analyze these issues found that neutral emotions, surprised and amazed, were strongly elicited in both types of experiences. Among the various emotions elicited, discontented, depressed, and frustrated were felt strongly in the negative experience and pleased, excited, enthusiastic, contented, and thrilled were felt strongly in the positive experience. Moreover, most emotions were found to be the mediators of the effect of the price experience on purchase intentions. A structure for the unexpected price emotions was then investigated and found to be much simpler compared to that of consumption emotions presented by Richins [Richins, M.L., 1997. Measuring emotions in the consumption experience. Journal of Consumer Research 24 (9), 127-146].

Original languageEnglish
Pages (from-to)2-8
Number of pages7
JournalAustralasian Marketing Journal
Volume17
Issue number1
DOIs
Publication statusPublished - 2009 May 1
Externally publishedYes

Keywords

  • Consumer behavior
  • Emotions
  • Price response

ASJC Scopus subject areas

  • Economics and Econometrics
  • Marketing

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