Effects of Arousal on Pleasure: the Role of Telic and Paratelic States of Mind

Based on a theoretical framework that combines Thayer’s (1978) two-dimensional arousal model, reversal theory and appraisal theories, we propose that tense arousal and energetic arousal have independent effects on pleasure, and that activation for each arousal route depends on consumer motivations. Studies in an interactive product setting and a vacation resort setting confirmed the existence of two arousal routes to consumer pleasure. The vacation resort study also supported that a tense arousal route works to the extent that people are predominantly telic in orientation, whereas an energetic arousal route works to the extent that people are predominantly paratelic in orientation.



Citation:

Xiaomeng Fan, Duane Wegener, En-Chung Chang, and Richard Feinberg (2011) ,"Effects of Arousal on Pleasure: the Role of Telic and Paratelic States of Mind", in AP - Asia-Pacific Advances in Consumer Research Volume 9, eds. Zhihong Yi, Jing Jian Xiao, and June Cotte and Linda Price, Duluth, MN : Association for Consumer Research, Pages: 123-124.

Authors

Xiaomeng Fan, Purdue University, USA
Duane Wegener, Ohio State University, USA
En-Chung Chang, Renmin University of China, China
Richard Feinberg, Purdue University, USA



Volume

AP - Asia-Pacific Advances in Consumer Research Volume 9 | 2011



Share Proceeding

Featured papers

See More

Featured

Pretty Healthy Food: How Prettiness Amplifies Perceived Healthiness

Linda Hagen, University of Southern California, USA

Read More

Featured

The Viciousness and Caring of Sharing: Conflicts and Motivations of Online Shamers

Chen Pundak, Tel Aviv University, Israel
Yael Steinhart, Tel Aviv University, Israel
Jacob Goldenberg, IDC

Read More

Featured

When products become autonomous: Drawbacks of a perceived lack of control and how to resolve it

Moritz Joerling, RWTH Aachen University
Robert Böhm, RWTH Aachen University
Stefanie Paluch, RWTH Aachen University

Read More

Engage with Us

Becoming an Association for Consumer Research member is simple. Membership in ACR is relatively inexpensive, but brings significant benefits to its members.