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When hedonic products help regulate my mood

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  • Inés López López
  • Salvador Ruiz de Maya

Abstract

This paper analyzes how affect mechanisms work when consumers form their attitude toward and intention to purchase a hedonic product. The first of two studies shows that when products have the potential to improve moods, affect regulation dominates affective evaluation in forming purchase intentions. In other words, the need to repair one’s mood overrides mood-congruent reviews. However, the affect regulation mechanism is not very stable, and study two shows that introducing a competing source of information, such as product reviews, overwhelms the effect. Results show that when consumers are in a bad mood, product reviews significantly influence their attitude and purchase intention regarding a hedonic product. However, this effect is not significant for consumers in a positive mood because they generate both arguments and counterarguments that compensate for the information received from a third party. Copyright Springer Science+Business Media, LLC 2012

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  • Inés López López & Salvador Ruiz de Maya, 2012. "When hedonic products help regulate my mood," Marketing Letters, Springer, vol. 23(3), pages 701-717, September.
    • Handle: RePEc:kap:mktlet:v:23:y:2012:i:3:p:701-717
    DOI: 10.1007/s11002-012-9172-7
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    References listed on IDEAS

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