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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
Citation: 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.
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
ISSN: 00222437
DOI: 10.1509/jmkr.47.6.1151
Appears in Collections:Staff Publications

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