Emotional factors in purchasing decision making

Authors

  • Janine Fleith de Medeiros Universidade de Passo Fundo
  • Cláudio Hoffmann Sampaio PUCRS
  • Marcelo Gattermann Perin PUCRS

Keywords:

emotional factors, making process, purchase, consumer, couples.

Abstract

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.

Downloads

Download data is not yet available.

Author Biographies

Janine Fleith de Medeiros, Universidade de Passo Fundo

Professor Pesquisador da Faculdade de Ciências Econômicas, Administrativas e Contábeis

Cláudio Hoffmann Sampaio, PUCRS

Professor Pesquisador da FACE PUCRS

Marcelo Gattermann Perin, PUCRS

Professor Pesquisador FACE PUCRS

Downloads

Published

2010-10-06

How to Cite

Fleith de Medeiros, J., Hoffmann Sampaio, C., & Gattermann Perin, M. (2010). Emotional factors in purchasing decision making. Psico, 41(4). Retrieved from https://pucrs.emnuvens.com.br/revistapsico/article/view/6567

Issue

Vol. 41 No. 4 (2010): Diversidade na Psicologia: entre a Prática e o Saber

Section

Articles

License

Copyright

The submission of originals to Psico implies the transfer by the authors of the right for publication. Authors retain copyright and grant the journal right of first publication. If the authors wish to include the same data into another publication, they must cite Psico as the site of original publication.

Creative Commons License

Except where otherwise specified, material published in this journal is licensed under a Creative Commons Attribution 4.0 International license, which allows unrestricted use, distribution and reproduction in any medium, provided the original publication is correctly cited.