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Compared to cognitive and behavioural spillover, emotional spillovers remain relatively undertheorised. This is the first paper to conceptualise discrete emotion spillover. In discrete emotion spillover, the content and valence of an emotion experienced towards target A spills over to target B, and indirectly influences subsequent behaviour towards target B. We test this model in two studies, examining the spillover of anger following corporate social irresponsibility (CSI). First, we show that anger spillover depends on attribution of blame, and leads to emotion-consistent outcomes (i.e. punitive behaviour). Second, we demonstrate the effectiveness of communication strategies that can reduce attribution of blame, thus limiting emotion spillover. We conclude by highlighting the implications of the proposed conceptualisation of discrete emotion spillover in other marketing contexts. [ABSTRACT FROM AUTHOR]

Negative emotional appeals are used frequently in social marketing. Focusing on guilt and fear appeals, existing theories fail to explain emotional appeal effectiveness in changing consumption behaviour over time. To address this limitation, an elicitation–consumption framework is developed for fear and guilt appeal use. An agenda for further research, outlining three research questions and four propositions, is also presented. This framework integrates the study of how emotional appeals are communicated with how they are experienced during decision-making; complementing current theorising by offering a framework for experimental testing of the delayed, longitudinal effects of social marketing campaigns. The elicitation–consumption framework aids practitioners seeking to design effective emotional appeals by encouraging an effects-based communication approach. [ABSTRACT FROM PUBLISHER]

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Purpose The purpose of the study is to outline the unique role of compassion in reactions to cases of irresponsible corporate behavior that present information about victims of these events. In this study, four antecedents of compassion for the victims of irresponsibility are presented, and a model that explains the consequences of this emotion is tested empirically.Design/methodology/approach Two studies test the research hypotheses using a mix of experimental and survey research. The effects are tested both in laboratory conditions, where consumers assess a fictitious case of corporate irresponsibility, and through a test of reactions to real online campaigns.Findings Compassion is one of the drivers of consumers’ anger at the culprit, playing an indirect role in decisions to retaliate against perpetrators. Four key drivers of compassion are identified in the research: the perceived suffering of the victims, the perceived similarity of the victims to the observer, victims’ derogation and the vividness of the description of the victims.Practical implications The study offers insights both for campaigners wishing to instigate boycotts and organizations managing complex stakeholder relationships following a crisis. Insights on the role of compassion and its antecedents lead to more effective communications able to heighten or dampen this emotion.Originality/value Existing research offers contrasting views on the potential role of compassion in reactions to injustices. This study presents a novel account that clarifies previous findings and extends our knowledge of causes and consequences of compassion. [ABSTRACT FROM AUTHOR]

Purpose The paper aims to propose a new conceptualisation of consumer anger directed against a company.Design/methodology/approach In this paper, an integrative review of the literature on anger in marketing has been conducted.Findings Anger at the firm is experienced in two forms: vengeful anger or problem-focused anger. The motivational goals associated with each differentiate between the two types and lead to different relational consequences: vengeful anger implies a desire to hurt the culprit, whereas problem-focused anger solely requires the attainment of a thwarted goal. The two types are associated with different patterns of appraisals, levels of intensity and emotion expression. These differences, documented in the literature, are not universal but shaped by contextual and personal variables. Although marketers conflate these two types of anger under the same label, only vengeful anger represents a threat to marketing relationships, whereas problem-focused anger has positive consequences if managed appropriately.Research limitations/implications Studies that examine anger will benefit from a more nuanced understanding of this concept. This paper raises important implications for the measurement of this emotion, as existing scales are not able to measure the goals associated with the two types of anger.Practical implications The insights presented help managers form strategies to address consumer anger in contexts such as service failures and/or crisis communications.Originality/value The paper extends scholars’ understanding of consumer anger. It offers an improved conceptualisation of this emotion, opening new avenues for future research. [ABSTRACT FROM AUTHOR]

• Emotions have a multifaceted and complex influence on innovation adoption. • Emotions' cognitive content should be considered when modelling innovation adoption. • Emotions are elicited by other targets than the innovation itself. • Emotions' influence on adoption changes through the phases of the process. • Emotion regulation explains the non-deterministic influence of emotions. The dominant models of innovation adoption have traditionally overlooked the role of emotions, despite the relevance of this construct in consumer decision-making. To address this historical gap, a notable stream of research on emotions in innovation adoption has emerged in recent years. To enrich our understanding of the psychology of innovation adoption, this paper integrates insights from research on emotions in psychology with a systematic review of the literature on consumer emotions in innovation adoption. Drawing on well-established theories of emotions and decision-making, we derive five fundamental dimensions that help define the role of emotions in the consumer adoption of innovations. A systematic review of existing evidence within the specific field of innovation adoption summarises the existing evidence through the lens of the five dimensions. The contributions of the paper are twofold. First, the paper offers a novel perspective that provides a deeper understanding of emotions as a psychological mechanism enabling or impeding innovation adoption. Second, we set an agenda for invigorating research in this important domain. [ABSTRACT FROM AUTHOR]

This research explores the feelings of guilt and pride experienced by consumers after a purchase decision that involves issues of environmental and social sustainability. Through a multi-method design, the authors examine key dimensions that influence the process of emotional appraisal, illustrate the characteristics of appraisals of guilt/pride and investigate the consequences that emotions have on future choices. In this exploratory research, when a purchase decision includes an ethical dilemma, consumers were found to express guilt or pride even when the purchase is not intentional, i.e. forced by circumstances. Moreover, the study explores how emotions experienced after decisions may have a positive influence on the future purchase of sustainable alternatives. Finally, the paper proposes a new model that describes the process of emotional appraisal and reports on a number of dimensions that were found to lead to guilt and pride. The insights presented extend knowledge of two key consumer emotions and present important implications for practitioners promoting ethical products. [ABSTRACT FROM AUTHOR]