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Gaming Emotions in Social Interactions


Eduardo B. Andrade


University of California, Berkeley - Haas School of Business

Teck Ho


University 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

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Date posted: January 25, 2008 ; Last revised: June 15, 2009

Suggested Citation

Andrade, Eduardo B. and Ho, Teck, Gaming Emotions in Social Interactions (2009). Journal of Consumer Research, April 2009. Available at SSRN: http://ssrn.com/abstract=1087033

Contact Information

Eduardo B. Andrade (Contact Author)
University of California, Berkeley - Haas School of Business ( email )
545 Student Services Building, #1900
2220 Piedmont Avenue
Berkeley, CA 94720
United States
Teck Ho
University of California, Berkeley - Haas School of Business ( email )
545 Student Services Building, #1900
2220 Piedmont Avenue
Berkeley, CA 94720
United States
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