The present research investigates how purchase motives (hedonic vs utilitarian) influence the effectiveness of partitioned versus combined pricing. Across four studies, we find that compared to combined pricing, partitioned pricing increases hedonic purchases, but not utilitarian purchases. We...

Purpose: Anger has become one of the dominantly experienced emotions in recent years, particularly under the COVID-19 pandemic. Considering the critical role that anger plays in consumers’ lives, the present research examines how feeling angry about money influences consumers’ spending and...

Past research offers conflicting findings on whether sadness-evoking charity appeals help solicit a donation. To reconcile these findings, we introduce prospective donors' regulatory focus as a moderator for understanding when and why sadness appeals motivate or demotivate giving. Specifically,...

Given the prevalence of bounded morality and possibly tainted financial gains, this research examines how feeling guilty about money changes consumer spending. Extending the research on mental and emotional accounting, we propose that consumers also engage in “moral accounting”: consumers...