The role of discrete positive emotions in consumer response to place-of-origin

Ulrich R. Orth, Roberta Carolyn Crouch, Johan Bruwer, Justin Cohen

Research output: Contribution to journalArticle

Abstract

Purpose: The purpose of this study is to adopt a functional perspective to integrate and extend three streams of research, the first distinguishing between global affect and discrete emotional episodes, the second highlighting the capability of places to elicit emotions and the third demonstrating the differential impact of discrete emotions on consumer response. Doing so shows that four positive place emotions have a significant and variable influence on consumer purchase intentions for brands originating there. Design/methodology/approach: A focus group pilot corroborates that places relate to contentment, enchantment, happiness and pride, which impact consumer response. Study 1 uses landscape photographs to show the four place emotions influence purchase intention for bottled water. Study 2 retests the impact of place emotions, using short vignettes and establishes the moderating role of product hedonic nature. Study 3 replicates emotion effects, corroborating their non-conscious nature and establishing their impact in the presence of place cognitions. Findings: Together, the empirical studies provide evidence for effects of four discrete place emotions, especially with hedonic products and under conditions of cognitive load. Effects are robust when a person’s mood, buying volume, category knowledge, impulse buying tendencies and place cognitions are included as controls. Research limitations/implications: The study contributes to a better understanding of the emotional dimension of origin effects by adopting a novel, theory-based perspective on discrete positive place emotions impacting consumer response. Practical implications: Managers invest substantially in places to elicit positive feelings, gravitating toward the view that all they need to do is create a global positive effect with consumers. The study informs this perspective by demonstrating how discrete emotions influence consumer response. Originality/value: This study is among the first to examine discrete positive place emotions as possible drivers of consumers’ purchase intention.

Original languageEnglish
Pages (from-to)909-934
Number of pages26
JournalEuropean Journal of Marketing
Volume54
Issue number4
DOIs
Publication statusPublished - 4 Apr 2020
Externally publishedYes

Keywords

  • Brand management
  • Emotion
  • Origin
  • Purchase intention
  • Water
  • Wine

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