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



Share Proceeding

Featured papers

See More

Featured

Corporate Social Responsibility and Dishonest Consumer Behavior

In-Hye Kang, University of Maryland, USA
Amna Kirmani, University of Maryland, USA

Read More

Featured

Two-By-Two: Categorical Thinking About Continuous Bivariate Data

Bart de Langhe, ESADE Business School, Spain
Philip M. Fernbach, University of Colorado, USA
Julie Schiro, University College Dublin

Read More

Featured

Round It Up: Preference Exists for Rounded Totals (PERT)

Varun Sharma, Bocconi University, Italy
aradhna krishna, University of Michigan, USA
Zachary Estes, Bocconi University, Italy

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.