When Learning Negative Brand Associations Leads to Positive Evaluations of Effectiveness

Abstract Research on associative learning suggests that marketers can enhance consumer attitudes by repeatedly pairing their brands with pleasant or “positively-valenced” stimuli (e.g., attractive models, babies, cute animals) rather than unpleasant or “negatively-valenced” stimuli (e.g., garbage cans and disgusting insects)—an evaluative conditioning effect also known as affect transfer. In this research, we combine the associative learning and the goal pursuit literatures to show that the influence of affect transfer on brands depends on the mindset that is active at the time of judgment. Four experiments and one field study uniquely demonstrate that negatively-valenced brand pairings may become desirable when consumers have an instrumentality mindset, which increases attention to the instrumentality, or effectiveness, of a given consumption behavior. This pattern of results occurs due to a bidirectional association between unpleasantness and instrumentality, making a brand with negative associations seem more effective. Results are robust across contexts (health, entertainment, news) and persist regardless of whether the (un)pleasant images are within or adjacent to the advertisement. The effect attenuates when consumers have a weaker association between unpleasantness and instrumentality, and reverses when consumers are cued to focus on favorability (vs. instrumentality). Contributions and implications for associative learning and brand management are discussed.