THE ROLE OF EMOTIONS IN CONSUMER DECISION-MAKING: ANALYZE HOW EMOTIONAL APPEAL IN MARKETING AFFECTS CONSUMER BEHAVIOR

THE ROLE OF EMOTIONS IN CONSUMER DECISION-MAKING: ANALYZE HOW EMOTIONAL APPEAL IN MARKETING AFFECTS CONSUMER BEHAVIOR

Dr. R.THAMILSELVAN

ASSISTANT PROFESSOR

SCHOOL OF MANAGEMENT STUDIES

SATHYABAMA INSTITUTE OF SCIENCE AND TECHNOLOGY, CHENNAI – 600 119

N. RAKESHYANAND

MASTER OF BUSINESS ADMINISTRATION (MARKETING & OPERATIONS)

SCHOOL OF MANAGEMENT STUDIES

SATHYABAMA INSTITUTE OF SCIENCE AND TECHNOLOGY, CHENNAI – 600 119

rakeshyanand1006@gmail.com

ABSTRACT

Emotions play a pivotal role in consumer decision-making, influencing how individuals perceive, evaluate, and choose products or services. Emotional appeal in marketing taps into consumers' feelings, often bypassing rational thought to create strong associations with a brand or product. This paper analyzes how emotional appeal shapes consumer behavior by building brand loyalty, enhancing engagement, and driving impulse purchases. Positive emotions such as happiness, excitement, and belonging can foster long-term consumer relationships, while negative emotions like fear or anxiety can prompt immediate action. Through emotional resonance, brands not only differentiate themselves in a crowded marketplace but also create memorable experiences that impact purchasing decisions. The findings suggest that successful emotional marketing strategies are those that align with consumers’ values, desires, and emotional states, highlighting the importance of understanding both rational and emotional drivers in shaping consumer behavior.

KEYWORDS

Emotional Appeal, Consumer Behavior, Brand Loyalty, Impulse Buying, Positive Emotions, Negative Emotions, Engagement, Emotional Marketing, Brand Differentiation, Cultural Sensitivity, Neuromarketing, AI and Emotion Recognition, Personalization, Social Media, Sustainability, Behavioral Economics.