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ISSN : 1229-8778
Research investigating the effect of mood on self-control has generated considerable interest. However, unlike negative moods, the role of positive mood on self-control is ambiguous. In the present research, we investigated the differential impact of the AE/AR mechanism in positive moods and of product information on self-control. In Study 1, we investigated the impact of two critical factors on consumers' purchase intention toward an unhealthy food item (beverage): mood and product information. Using a 2 x 2 between-subject factorial design on purchase intension, we found that consumers' intention to purchase was more positive when cost attributes were not included in the product information(M = 4.72) than when cost attributes were included in the product information(M = 3.55). More importantly, interaction between mood and product information was significant(F = 61.728, df = 1, p < .001). Contrast analysis supported our hypotheses. When cost attributes were included in the product information, consumers in the positive mood condition(M = 2.98) had lower purchase intentions toward unhealthy food than did consumers in the neutral mood condition (M = 4.13). However, when cost attributes weren't included in the product information, consumers in the positive mood condition(M = 5.31) had higher purchase intentions toward unhealthy food than did consumers in the neutral mood condition(M = 3.96). In addition, our results showed that anticipated mood mediated the effect of mood on purchase intentions when cost attributes were included in the product information(a = .84, b = -.29, a x b = -.24, 95% CI: -.5424 ∼ -.0263). Path coefficients showed that an AR mechanism of positive mood was activated when cost attributes were included in the product information. Our results also showed that anticipated mood mediated the effect of mood on purchase intentions when cost attributes were not included in the product information(a = -1.58, b = -.17, a x b = .26, 95% CI: .0307 ∼ .6656). Path coefficients showed that an AE mechanism was activated when cost attributes were not included in the product information. In Study 2, we investigated the effect of three critical factors on consumers' WTPs for unhealthy(hamburger) and healthy(salad) foods: mood, food type, and evaluation mode. Using a 2 x 2 x 2 design on WTP, we found differential effects of mood between Joint Evaluation(JE) and Single Evaluation(SE). In the JE condition, interaction between mood and food type was marginally significant(F = 3.453, df = 1, p = .71). For consumers in the neutral mood condition, food type had no impact on their WTPs(unhealthy food: 3975 vs. healthy food: 3820; t = -.308, p > .1). However, consumers in the positive mood condition had higher WTPs for healthy food(M = 5215) than for unhealthy food(M = 4000). In the SE condition, we found main effects for mood. Consumers' WTPs were higher in the positive mood condition(M = 4509.5) than in the neutral mood condition(M = 3807.3; F = 4.141, df = 1, p < .05). More importantly, interaction between mood and food type was significant(F = 4.415, df = 1, p < .05). For consumers in the neutral mood condition, food type had no impact on their WTPs (unhealthy food: 3705 vs. healthy food: 3904.8; t = .407, p > .1). However, consumers in the positive mood condition had higher WTPs for unhealthy food(M = 5138.1) than for healthy food(M = 3881). In Study 3, we investigated the boundary conditions of the effects of mood and product information on self-control. Specifically, Study 3 showed that the effects of mood and product information on self-control were attenuated in the high cognitive load condition. We investigated the impact of three critical factors on WTP of an unhealthy food(chocolate cake): mood, product information, and cognitive load. Using a 2 x 2 x 2 between-subject factorial design on WTP, we found that consumers' WTPs were more positive when cost attributes were not included in the product information(M = 5157.2) than when cost attributes were included in the product information(M = 4481.6; F = 33.877, df = 1, p < .001). In addition, consumers' WTPs were more positive in high cognitive load condition(M = 5482.6) than in low cognitive load condition(M = 4178.5; F = 134.014, df = 1, p < .001). More importantly, interaction between mood, product information, and cognitive load interaction was significant(F = 23.752, df = 1, p < .001). Contrast analysis supported our predictions. When cognitive load was high, mood and product information had no impact on the WTPs(all, p > .1). However, when cognitive load was low, the findings from Study 1 were replicated. When cost attributes were included in the product information, consumers in the positive mood condition(M = 3034.6) had lower WTPs of unhealthy food than consumers in the neutral mood condition(M = 4092.8; F = 20.187, df = 1, p < .001). However, when cost attributes weren't included in the product information, consumers in the positive mood condition(M = 5263) had higher WTPs of unhealthy food than consumers in the neutral mood condition(M = 4216.6; F = 21.623, df = 1, p < .001). The results of this research show that the impact of positive mood on self-control varied with the AE/AR mechanism. Furthermore, this research provides academic and practical implications.
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