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Hope and self-regulatory goals applied to an advertising context: Promoting prevention stimulates goal-directed behavior

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  • Poels, Karolien
  • Dewitte, Siegfried

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  • Poels, Karolien & Dewitte, Siegfried, 2008. "Hope and self-regulatory goals applied to an advertising context: Promoting prevention stimulates goal-directed behavior," Journal of Business Research, Elsevier, vol. 61(10), pages 1030-1040, October.
    • Handle: RePEc:eee:jbrese:v:61:y:2008:i:10:p:1030-1040
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    1. Bougie, J.R.G. & Pieters, R. & Zeelenberg, M., 2003. "Angry customers don't come back, they get back : The experience and behavioral implications of anger and dissatisfaction in services," Other publications TiSEM 1708fb71-fd68-41d9-b870-e, Tilburg University, School of Economics and Management.
    2. Gustavo de Mello & Deborah J. MacInnis & David W. Stewart, 2007. "Threats to Hope: Effects on Reasoning about Product Information," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 34(2), pages 153-161, June.
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    4. Crowe, Ellen & Higgins, E. Tory, 1997. "Regulatory Focus and Strategic Inclinations: Promotion and Prevention in Decision-Making," Organizational Behavior and Human Decision Processes, Elsevier, vol. 69(2), pages 117-132, February.
    5. Louro, M.J.S. & Pieters, R. & Zeelenberg, M., 2005. "Negative returns on positive emotions : The influence of pride and self-regulatory goals on repurchase decisions," Other publications TiSEM 014beb9b-0df4-47a7-8c79-1, Tilburg University, School of Economics and Management.
    6. Pham, Michel Tuan & Avnet, Tamar, 2004. "Ideals and Oughts and the Reliance on Affect versus Substance in Persuasion," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 30(4), pages 503-518, March.
    7. Aaker, Jennifer L. & Lee, Angela Y., 2006. "Understanding Regulatory Fit," Research Papers 1910, Stanford University, Graduate School of Business.
    8. Zeelenberg, M. & Pieters, R., 1999. "On service delivery that might have been : Behavioral responses to disappointment and regret," Other publications TiSEM 6596c484-f332-4f60-a96a-3, Tilburg University, School of Economics and Management.
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    Cited by:

    1. Choi, Tae Rang & Choi, Jung Hwa & Sung, Yongjun, 2019. "I hope to protect myself from the threat: The impact of self-threat on prevention-versus promotion-focused hope," Journal of Business Research, Elsevier, vol. 99(C), pages 481-489.
    2. Syed Muhammad Fazal-e-Hasan & Hormoz Ahmadi & Louise Kelly & Ian N. Lings, 2019. "The role of brand innovativeness and customer hope in developing online repurchase intentions," Journal of Brand Management, Palgrave Macmillan, vol. 26(2), pages 85-98, March.
    3. Valentine Weydert & Pierre Desmet & Caroline Lancelot Miltgen, 2019. "Convincing consumers to share personal data: double-edged effect of offering money," Post-Print hal-02566613, HAL.
    4. Han, Heesup & Kim, Yunhi & Kim, Chulwon & Ham, Sunny, 2015. "Medical hotels in the growing healthcare business industry: Impact of international travelers' perceived outcomes," Journal of Business Research, Elsevier, vol. 68(9), pages 1869-1877.
    5. Septianto, Felix & Ye, Sheng & Northey, Gavin, 2021. "The effectiveness of advertising images in promoting experiential offerings: An emotional response approach," Journal of Business Research, Elsevier, vol. 122(C), pages 344-352.
    6. Bu, Kyunghee & Kim, Donghoon & Son, Jungmin, 2013. "Is the culture–emotion fit always important?," Journal of Business Research, Elsevier, vol. 66(8), pages 983-988.
    7. Lee, Seungae & Pounders, Kathrynn R., 2019. "Intrinsic versus extrinsic goals: The role of self-construal in understanding consumer response to goal framing in social marketing," Journal of Business Research, Elsevier, vol. 94(C), pages 99-112.
    8. Fazal-e-Hasan, Syed Muhammad & Ahmadi, Hormoz & Mortimer, Gary & Grimmer, Martin & Kelly, Louise, 2018. "Examining the role of consumer hope in explaining the impact of perceived brand value on customer–brand relationship outcomes in an online retailing environment," Journal of Retailing and Consumer Services, Elsevier, vol. 41(C), pages 101-111.
    9. Samer Sarofim & Frank G. Cabano, 2018. "In God we hope, in ads we believe: the influence of religion on hope, perceived ad credibility, and purchase behavior," Marketing Letters, Springer, vol. 29(3), pages 391-404, September.
    10. Chatterjee, Subimal & Malshe, Ashwin Vinod & Heath, Timothy B., 2010. "The effect of mixed versus blocked sequencing of promotion and prevention features on brand evaluation: The moderating role of regulatory focus," Journal of Business Research, Elsevier, vol. 63(12), pages 1290-1294, December.
    11. Xiao, Yi & Cauberghe, Verolien & Hudders, Liselot, 2020. "Moving forward: The effectiveness of online apologies framed with hope on negative behavioural intentions in crises," Journal of Business Research, Elsevier, vol. 109(C), pages 621-636.
    12. Ho, Shu-Hsun & Putthiwanit, Chutinon & Lin, Chia-Yin, 2011. "May I continue or should I stop? the effects of regulatory focus and message framings on video game players’ self-control," MPRA Paper 33544, University Library of Munich, Germany.
    13. Xiaomei Wang & Lin Zhang & Xiaoyu Jiang & Jia Wang, 2021. "Promoting Water Conservation Based on the Matching Effect of Regulatory Focus and Emotion," IJERPH, MDPI, vol. 18(4), pages 1-12, February.
    14. Bang, Hyejin & Yoo, Jinnie Jinyoung & Choi, Dongwon, 2017. "The carryover effect of national identity activation on consumers' evaluations of ads with patriotic appeals," Journal of Business Research, Elsevier, vol. 79(C), pages 66-78.
    15. Khalil, Mary & Northey, Gavin & Septianto, Felix & Lang, Bodo, 2022. "Hopefully that’s not wasted! The role of hope for reducing food waste," Journal of Business Research, Elsevier, vol. 147(C), pages 59-70.
    16. Teng, Lefa & Zhao, Guangzhi & Li, Feng & Liu, Lu & Shen, Lulu, 2019. "Increasing the persuasiveness of anti-drunk driving appeals: The effect of negative and positive message framing," Journal of Business Research, Elsevier, vol. 103(C), pages 240-249.

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