Organic Cosmetics and the Use of Emotional Appeals

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Lucas Lopes Ferreira de Souza orcid
Caio Victor orcid
Julia Jorge Rodrigues Dumont orcid
Lorena Medeiros Maia orcid


Objective: to analyze the influence of emotional appeals on behavioral intention regarding organic products for personal care. Theoretical framework: this article uses the literature of emotional appeals, specifically the appeals of guilt, fear, authentic pride, and hubristic pride, to identify their effects on consumers’ behavioral intention in the context of organic personal care products. Emotional appeals of guilt, fear, authentic pride, and hubristic pride were examined. Methodology: four sequential experiments were conducted in real advertisement settings using a within-subjects and between-subjects experimental design. Data were analyzed using ANOVA. Results: the appeal of authentic pride was associated with a heightened value of joy and increased likelihood of consumer donation. The appeal of hubristic pride stimulated an effect of authentic pride. This way, the findings indicate that pride is a one-dimensional emotion in the national context of organic cosmetics consumers. Additionally, the appeal of one-dimensional pride aroused a more positive attitude and purchase intention regarding the advertised product compared to the emotions guilt, fear, and joy. Conclusion: these findings reposition the discussion on pride from a one-dimensional perspective because authentic pride stimulates joy. Further, positive appeals were more effective than negative appeals at increasing the consumers’ behavioral intention toward organic cosmetics. Contrary to the findings of previous surveys, pride was associated with more positive consumer attitudes toward the advertised product. Therefore, the use of pride appeal should be encouraged to promote consumer awareness.


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Souza, L. L. F. de, Victor, C., Dumont, J. J. R., & Maia, L. M. (2023). Organic Cosmetics and the Use of Emotional Appeals. Journal of Contemporary Administration, 27(3), e220089.
Theoretical-empirical Articles


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