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    The influence of mood on attitude-behavior consistency

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    Publication type
    Vlerick strategic journal article
    Author
    Elen, Maarten
    D'Heer, Evelien
    Geuens, Maggie
    Vermeir, Iris
    Publication Year
    2013
    Journal
    Journal of Business Research
    Publication Volume
    66
    Publication Issue
    7
    Publication Begin page
    917
    Publication End page
    923
    
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    Abstract
    Attitudes and preferences do not always prove to be good predictors of actual behavior. Following the call for moderating variables to get a better idea of when and for whom attitude–behavior consistency exists, the current paper focuses on mood as a potential situational moderator. Results from three online studies demonstrate that (1) mood significantly affects attitude–behavior consistency, (2) not the decision style that mood activates (i.e., a deliberative style under negative mood versus an intuitive decision style under positive mood), but a fit in decision style respondents use during attitude formation and decision making underlies this mood effect, and (3) this mood effect holds for individuals who tend to experience their emotions intensively (i.e., high affect intensity individuals), but reverses for individuals who experience their emotions less intensively (i.e., low affect intensity individuals).
    Keyword
    Mood, Attitude–behavior Consistency, Decision Style, Fitting Processing Styles, Affect Intensity
    Knowledge Domain/Industry
    Marketing & Sales
    DOI
    10.1016/j.jbusres.2011.12.011
    URI
    http://hdl.handle.net/20.500.12127/4601
    ae974a485f413a2113503eed53cd6c53
    10.1016/j.jbusres.2011.12.011
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