Feelings and Consumer Decision Making: Extending the Appraisal-Tendency Framework The Harvard community has made this article openly available. Please share how this access benefits you. Your story matters Citation Lerner, Jennifer S., Seunghee Han, and Dacher Keltner. 2007. “Feelings and Consumer Decision Making: Extending the Appraisal- Tendency Framework.” Journal of Consumer Psychology 17 (3) (July): 181–187. doi:10.1016/s1057-7408(07)70027-x. Published Version 10.1016/S1057-7408(07)70027-X Citable link http://nrs.harvard.edu/urn-3:HUL.InstRepos:37143006 Terms of Use This article was downloaded from Harvard University’s DASH repository, and is made available under the terms and conditions applicable to Other Posted Material, as set forth at http:// nrs.harvard.edu/urn-3:HUL.InstRepos:dash.current.terms-of- use#LAA Feelings and Consumer Decision Making 1 Running head: FEELINGS AND CONSUMER DECISION MAKING Feelings and Consumer Decision Making: The Appraisal-Tendency Framework Seunghee Han, Jennifer S. Lerner Carnegie Mellon University Dacher Keltner University of California, Berkeley Invited article for the Journal of Consumer Psychology Draft Date: January 3rd, 2006 Correspondence Address: Seunghee Han Department of Social and Decision Sciences Carnegie Mellon University Pittsburgh, PA 15213 Phone: 412-268-2869, Fax: 412-268-6938 Email:
[email protected] Feelings and Consumer Decision Making 2 Abstract This article presents the Appraisal Tendency Framework (ATF) (Lerner & Keltner, 2000, 2001; Lerner & Tiedens, 2006) as a basis for predicting the influence of specific emotions on consumer decision making. In particular, the ATF addresses how and why specific emotions carry over from past situations to color future judgments and choices.