文章基本信息

标题：Emotional factors in purchasing decision making
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作者：Janine Fleith de Medeiros ; Cláudio Hoffmann Sampaio ; Marcelo Gattermann Perin 等
期刊名称：Psico
印刷版ISSN：0103-5371
电子版ISSN：1980-8623
出版年度：2010
卷号：41
期号：04
出版社：Faculdade de Psicologia, Pontifícia Universidade Católica do Rio Grande do Sul
摘要：This article examines, through an exploratory study of qualitative nature, the role of emotions throughout the stages of the process of deciding to purchase property for couples. From the conceptual contributions of studies related to the cognitive theory of emotions, a new instrument to collect data combining the indirect approach (simulated) with the direct approach (not simulated) it was elaborated. The results were analyzed by the method of content analysis and revealed the manifestation of seven (07) emotional factors in the group of positive emotions (delight, romance, satisfaction, joy, vibrancy, tranquility and surprise) and 05 ( five) factors belonging to the group of negative emotions (dissatisfaction, worry, shame, envy and surprise) in the course of 07 (seven) stages of the buying decision. Based on the results, it was found that emotional factors can speed up or slow down the steps of the model of decision-making process used as reference.
关键词：emotional factors