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Influence of reinforcement contingencies and cognitive styles on affective responses: an examination of Rolls' theory of emotion in the context of consumer choice

Foxall, Gordon Robert and Yani-De-Soriano, Marie Mirella 2011. Influence of reinforcement contingencies and cognitive styles on affective responses: an examination of Rolls' theory of emotion in the context of consumer choice. Journal of Applied Social Psychology 41 (10) , pp. 2508-2537. 10.1111/j.1559-1816.2011.00823.x

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Abstract

This paper examines Rolls' (2005) propositions that emotional responses can be systematically related to environmental contingencies and that individual differences are related to emotional responses. In addition, consumer situations, defined functionally in terms of the reinforcement pattern they uniquely portray, as proposed by the behavioral perspective model (BPM) of consumer choice are predictably associated with patterns of self-reported pleasure, arousal, and dominance (Mehrabian & Russell, 1974). Rolls' argument that individual differences influence conditionality and emotionality is examined via hypotheses from the theory of adaptive–innovative cognitive style (Kirton, 1976, 2003). The results confirm that affective response to consumer environments is consistently predicted by the modeled pattern of operant contingencies, but not the expected relationship between cognitive styles and affective responses.

Item Type: Article
Date Type: Publication
Status: Published
Schools: Business (Including Economics)
Subjects: H Social Sciences > H Social Sciences (General)
H Social Sciences > HF Commerce
H Social Sciences > HM Sociology
Publisher: Wiley-Blackwell
ISSN: 0021-9029
Last Modified: 04 Jun 2017 03:15
URI: http://orca.cf.ac.uk/id/eprint/18942

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