Forum for Science, Industry and Business

Sponsored by:     3M 
Search our Site:

 

Feeling blue? University of Minnesota Study finds new insight to predicting consumer emotions

12.03.2009
It's no secret that emotions influence peoples' decisions about what, when and how they buy. Whether choosing between a movie and a play, deciding whether to attend a sporting event shortly before an important event or selecting an indulgent breakfast treat in anticipation of a tough day at work, consumers' choices are often guided by how they expect their purchase will make them feel. New research by Jane Ebert, a professor of marketing at the University of Minnesota's Carlson School of Management, reveals that how we go about predicting our emotions can lead to very different outcomes.

In a series of four studies, Ebert and co-authors Daniel Gilbert (Harvard) and Timothy Wilson (University of Virginia) use methods of prediction called forecasting and backcasting to show how they lead to quite different outcomes.

Consumers can predict their feelings following an event by forecasting--first imagining their feelings when the event occurs ("I'll be very unhappy if I see the Red Sox lose today") and then considering how those feelings might change over time ("…but I'll probably feel better in a few days, in time for my birthday party"). Alternatively, they can predict their feelings following an event by backcasting-first imagining their feelings in a future period ("I'm going to be happy in a few days because my birthday party is coming up") and then considering the effects of the event ("…and if I see the Red Sox lose today it won't change that much").

For example, a person who sees an ad for a Caribbean Cruise in the dead of winter would expect to enjoy the trip more if the copy read, "Winter getting you down? How's it going to feel after three more weeks of this? Wouldn't a sun-filled tropical vacation help? Book one today," than if the ad simply touted the trip before invoking the customer's feelings. By first getting buyers to think ahead to more winter, the advertisement actually makes them consider the effects of the vacation on their feeling more then if they just think about the vacation.

People make a lot of decisions based on how they expect their choices to make them feel. "We found that we can easily change a consumer's expectations of those feelings," said Ebert. The differences in the information that forecasters and backcasters consider and the predictions that they make suggest that simply changing the order in which consumers think about a potential consumption event and how they expect to feel in the future can markedly change expectations about their feelings as a result of the event.

Jane Ebert's teaching and research focuses on understanding how marketers and policy-makers can increase the influence of consumers' future goals (such as good health and a comfortable retirement) on their current decisions and behavior. The paper "Forecasting and Backcasting: Predicting the Impact of Events on the Future," forthcoming in the Journal of Consumer Research, and more information on Professor Ebert can be found at www.carlsonschool.umn.edu/marketinginstitute/jebert.

Ryan Mathre | EurekAlert!
Further information:
http://www.umn.edu

More articles from Studies and Analyses:

nachricht WAKE-UP provides new treatment option for stroke patients | International study led by UKE
17.05.2018 | Universitätsklinikum Hamburg-Eppendorf

nachricht First form of therapy for childhood dementia CLN2 developed
25.04.2018 | Universitätsklinikum Hamburg-Eppendorf

All articles from Studies and Analyses >>>

The most recent press releases about innovation >>>

Die letzten 5 Focus-News des innovations-reports im Überblick:

Im Focus: Explanation for puzzling quantum oscillations has been found

So-called quantum many-body scars allow quantum systems to stay out of equilibrium much longer, explaining experiment | Study published in Nature Physics

Recently, researchers from Harvard and MIT succeeded in trapping a record 53 atoms and individually controlling their quantum state, realizing what is called a...

Im Focus: Dozens of binaries from Milky Way's globular clusters could be detectable by LISA

Next-generation gravitational wave detector in space will complement LIGO on Earth

The historic first detection of gravitational waves from colliding black holes far outside our galaxy opened a new window to understanding the universe. A...

Im Focus: Entangled atoms shine in unison

A team led by Austrian experimental physicist Rainer Blatt has succeeded in characterizing the quantum entanglement of two spatially separated atoms by observing their light emission. This fundamental demonstration could lead to the development of highly sensitive optical gradiometers for the precise measurement of the gravitational field or the earth's magnetic field.

The age of quantum technology has long been heralded. Decades of research into the quantum world have led to the development of methods that make it possible...

Im Focus: Computer-Designed Customized Regenerative Heart Valves

Cardiovascular tissue engineering aims to treat heart disease with prostheses that grow and regenerate. Now, researchers from the University of Zurich, the Technical University Eindhoven and the Charité Berlin have successfully implanted regenerative heart valves, designed with the aid of computer simulations, into sheep for the first time.

Producing living tissue or organs based on human cells is one of the main research fields in regenerative medicine. Tissue engineering, which involves growing...

Im Focus: Light-induced superconductivity under high pressure

A team of scientists of the Max Planck Institute for the Structure and Dynamics of Matter (MPSD) at the Center for Free-Electron Laser Science in Hamburg investigated optically-induced superconductivity in the alkali-doped fulleride K3C60under high external pressures. This study allowed, on one hand, to uniquely assess the nature of the transient state as a superconducting phase. In addition, it unveiled the possibility to induce superconductivity in K3C60 at temperatures far above the -170 degrees Celsius hypothesized previously, and rather all the way to room temperature. The paper by Cantaluppi et al has been published in Nature Physics.

Unlike ordinary metals, superconductors have the unique capability of transporting electrical currents without any loss. Nowadays, their technological...

All Focus news of the innovation-report >>>

Anzeige

Anzeige

VideoLinks
Industry & Economy
Event News

Save the date: Forum European Neuroscience – 07-11 July 2018 in Berlin, Germany

02.05.2018 | Event News

Invitation to the upcoming "Current Topics in Bioinformatics: Big Data in Genomics and Medicine"

13.04.2018 | Event News

Unique scope of UV LED technologies and applications presented in Berlin: ICULTA-2018

12.04.2018 | Event News

 
Latest News

Supersonic waves may help electronics beat the heat

18.05.2018 | Power and Electrical Engineering

Keeping a Close Eye on Ice Loss

18.05.2018 | Information Technology

CrowdWater: An App for Flood Research

18.05.2018 | Information Technology

VideoLinks
Science & Research
Overview of more VideoLinks >>>