The Role of Arousal in Commitment
An Explanation for the Number of Counterarguments
Bibliographic Data
| ID | 2219552 |
|---|---|
| Authors | Sekar Raju (0009-0009-5578-2015, University at Buffalo, State University of New York), H Rao Unnava (The Ohio State University) |
| Year | 2006 |
| Volume | 33 |
| Issue | 2 |
| Pages | 173-178 |
| Publication date | 2006-09-01 |
| Peer Reviewed | Yes |
| Open Access | No |
| Type | ARTICLE |
| Venue | Journal of Consumer Research (JOURNAL) |
| Journal identifiers | ISSN: 0093-5301 • E-ISSN: 1537-5277 |
| Publisher | Oxford University Press (OUP) (PUBLISHER) |
| DOI | 10.1086/506298 |
| OpenAlex | W2019426417 |
| Language | EN |
| Citations received | 5 |
| References cited | 18 |
This article identifies arousal as the motivating variable that helps high commitment consumers generate more counterarguments resulting in resistance to attitude change. Two studies examine the role of arousal on high and low commitment participants. In the first study, arousal is externally manipulated, and the effects of increased arousal are examined for high and low commitment participants. In study 2, the effect of sufficient versus insufficient elaboration on a message is examined in the context of arousal reduction. The relationship between the two types of arousal—tense and energy—is also examined
Arousal · Cognitive psychology · Epistemology · Consumer Behavior in Brand Consumption and Identification · Consumer Market Behavior and Pricing · Consumer Retail Behavior Studies · Philosophy · Psychology · Social Psychology
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| Unique citing works | 5 |
|---|---|
| Citations per year | 0,36 |
| Citation span | 2012 - 2021 (10) |
| Citation velocity | historical |
| Highly cited | No |
| Citation types | Neutral: 5 |