Please use this identifier to cite or link to this item: https://doi.org/10.1509/jmkr.47.6.1151
Title: When good cheer goes unrequited: How emotional receptivity affects evaluation of expressed emotion
Authors: Lee, Y.H. 
Lim, E.A.I.C.
Keywords: Consumer-marketer interactions
Emotion management
Emotional expressiveness
Emotional receptivity
Nonverbal behavior
Issue Date: 2010
Source: Lee, Y.H., Lim, E.A.I.C. (2010). When good cheer goes unrequited: How emotional receptivity affects evaluation of expressed emotion. Journal of Marketing Research 47 (6) : 1151-1161. ScholarBank@NUS Repository. https://doi.org/10.1509/jmkr.47.6.1151
Abstract: In three studies, the authors introduce and probe the role of emotional receptivity in consumer-marketer interactions. Emotional receptivity refers to a person's disposition toward experiencing a preferred level of emotional intensity. The results from the first two studies conducted In the laboratory and the field collectively demonstrate that consumers feel greater enjoyment and enhanced liking for the marketer when there is a close match between their emotional receptivity and the level of emotional intensity displayed by the marketer. In the third study, the authors show that consumers' emotional receptivity can be temporarily increased or decreased using advertisements that depict more or less expressive social interactions, respectively. The findings are similar to those observed In the first two studies. In addition, a preliminary study establishes the discriminant validity of the proposed battery of emotional receptivity items from existing related constructs. The authors discuss the theoretical and managerial implications and offer suggestions for further research. © 2010, American Marketing Association.
Source Title: Journal of Marketing Research
URI: http://scholarbank.nus.edu.sg/handle/10635/43881
ISSN: 00222437
DOI: 10.1509/jmkr.47.6.1151
Appears in Collections:Staff Publications

Show full item record
Files in This Item:
There are no files associated with this item.

SCOPUSTM   
Citations

7
checked on Dec 7, 2017

WEB OF SCIENCETM
Citations

5
checked on Nov 22, 2017

Page view(s)

99
checked on Dec 10, 2017

Google ScholarTM

Check

Altmetric


Items in DSpace are protected by copyright, with all rights reserved, unless otherwise indicated.