The interplay of emotions, elaboration, and ambivalence on attitude-behavior consistency

摘要

Previous research on the relationship between attitudinal ambivalence and behavioral prediction mainly focused on the cognitive perspective. This paper introduces the simultaneous roles played by emotions (positive or negative) and elaboration. We find that both emotions and elaboration could moderate the effect of attitudinal ambivalence on attitude-behavior consistency. Furthermore, positive and negative emotions have different psychological mechanisms: positive emotions influence attitude-behavior consistency directly; negative emotions influence attitude-behavior consistency indirectly through elaboration. This article also discusses the theory contribution, marketing implication, and avenues for future research. Copyright (c) 2016 John Wiley & Sons, Ltd.