Nerd Alert: Outrage Sells

Welcome to Nerd Alert, a series of special episodes bridging the gap between marketing academia and practitioners. We’re breaking down highly involved, complex research into plain language and takeaways any marketer can use.

In this episode, Elena and Rob explore how anger changes the way people shop. They break down new research showing angry buyers move faster, skip the safe middle option, and end up more satisfied with what they choose.

Topics covered:   
[02:00] "The Unique Role of Anger Among Negative Emotions in Goal-Directed Decision Making" 

[03:00] Does anger lead to better or worse buying choices? 

[04:00] The compromise effect and the safe middle option 

[05:00] Angry shoppers click less and decide faster 

[06:00] Are angry buyers happier with their choices? 

[07:00] Turning anger appeals into action 

[08:00] How brands can use a "villain" to tap into emotion 

 


To learn more, visit marketingarchitects.com/podcast or subscribe to our newsletter at marketingarchitects.com/newsletter. 
 

Resources: 
Khan, U., DePaoli, A., & Maimaran, M. (2019). The unique role of anger among negative emotions in goal-directed decision making. Journal of the Association for Consumer Research, 4(1), 64–76. https://doi.org/10.1086/701028 
 

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