The Role of Goal Congruence and Goal Relevance on the Formation of Consumer Emotions, Attitude and Purchase Intention

Building upon the appraisal theory of emotions, this research tests a new model of the influence of goal congruence and goal relevance in the formation of emotions and how these emotions influence attitude and purchase intention. Results show that goal congruence is an antecedent of positive and negative emotions and that emotions influence attitude, which mediates the relationship between emotions and purchase intention. The findings shed light on the moderator role of goal relevance, showing that the relationship between positive emotions and attitude, and the relationship between attitude and behavioral intention are likely to be stronger when relevance is high.



Citation:

Francine Espinoza and Walter Nique (2005) ,"The Role of Goal Congruence and Goal Relevance on the Formation of Consumer Emotions, Attitude and Purchase Intention", in E - European Advances in Consumer Research Volume 7, eds. Karin M. Ekstrom and Helene Brembeck, Goteborg, Sweden : Association for Consumer Research.

Authors

Francine Espinoza, Ecole de Commerce de Troyes
Walter Nique, Ecole de Commerce de Troyes



Volume

E - European Advances in Consumer Research Volume 7 | 2005



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