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Gaming Emotions in Social InteractionsEduardo B. AndradeUniversity of California, Berkeley - Haas School of Business Teck HoUniversity of California, Berkeley - Haas School of Business 2009 Journal of Consumer Research, April 2009 Abstract: One's own emotions may influence someone else's behavior in a social interaction. If one believes this, s/he has an incentive to game emotions-to strategically modify the expression of a current emotional state-in an attempt to influence her/his counterpart. In a series of three experiments, this article investigates the extent to which people (1) misrepresent a current emotional state, (2) willfully acknowledge their strategic actions, (3) choose to game emotions over non-emotional information, and (4) improve their financial wellbeing from emotion gaming.
Number of Pages in PDF File: 47 Keywords: emotions, negotiations, feelings, affect, social interaction JEL Classification: M00 Accepted Paper SeriesDate posted: January 25, 2008 ; Last revised: June 15, 2009Suggested CitationContact Information
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