Moved By Fear: Exploring Affect As a Driver of Narrative Transportation
Fear arousal’s role in narrative transportation—a mechanism through which narratives persuade people—has not been well studied. Across three studies, we provide strong evidence that fear arousal actually leads to more transportation and, therefore, more persuasion, a possibility not predicted by existing transportation models.
Matthew Farmer and Jesper Nielsen (2017) ,"Moved By Fear: Exploring Affect As a Driver of Narrative Transportation", in NA - Advances in Consumer Research Volume 45, eds. Ayelet Gneezy, Vladas Griskevicius, and Patti Williams, Duluth, MN : Association for Consumer Research, Pages: 598-599.
Matthew Farmer, University of Arizona, USA
Jesper Nielsen, University of Arizona, USA
NA - Advances in Consumer Research Volume 45 | 2017
When Sharing Isn’t Caring: The Influence of Seeking the Best on Sharing Favorable Word of Mouth about Unsatisfactory Purchases
Nicholas J. Olson, Texas A&M University, USA
Rohini Ahluwalia, University of Minnesota, USA
Cohesion or Coercion? Why Coordinated Behavior Backfires in Marketing Contexts
Noah VanBergen, University of Cincinnati, USA
Scope Insensitivity in Debt Repayment
Daniel Mochon, Tulane University, USA
Nina Mazar, Boston University, USA
Dan Ariely, Duke University, USA