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 MoreFeatured
I6. How Does Runner’s World Shape a Runner’s World? Understanding Representations of the “Ideal” Female Body in Fitness Advertising
Carly Drake, University of Calgary, Canada
Scott Radford, University of Calgary, Canada
Featured
N7. Emotion Or Information? Effects Of Online Social Support On Customer Engagement
Chuang Wei, Tsinghua University
Maggie Wenjing Liu, Tsinghua University
Qichao Zhu, Tsinghua University
Featured
C4. The role of attachment to a human brand in improving eating habits
Amélie Guèvremont, École des Sciences de la Gestion, UQAM