The Enduring Impact of Transient Emotions on Decision Making

34 Pages Posted: 18 Feb 2009 Last revised: 1 Oct 2009

See all articles by Eduardo B. Andrade

Eduardo B. Andrade

Imperial College Business School

Dan Ariely

Duke University - Fuqua School of Business

Date Written: February 16, 2009

Abstract

People often do not realize they are being influenced by an incidental emotional state. As a result, decisions based on a fleeting incidental emotion can become the basis for future decisions and hence outlive the original cause for the behavior (i.e., the emotion itself). Using a sequence of ultimatum and dictator games, we provide empirical evidence for the enduring impact of transient emotions on economic decision making. Behavioral consistency and false consensus are presented as potential underlying processes.

Keywords: emotion, mood, affect, feelings, decision making, negotiation, ultimatum game

JEL Classification: Z00

Suggested Citation

Andrade, Eduardo B. and Ariely, Dan, The Enduring Impact of Transient Emotions on Decision Making (February 16, 2009). Organizational Behavior and Human Decision Processes, Forthcoming, Available at SSRN: https://ssrn.com/abstract=1344587

Eduardo B. Andrade (Contact Author)

Imperial College Business School ( email )

South Kensington Campus
Exhibition Road
London SW7 2AZ, SW7 2AZ
United Kingdom

Dan Ariely

Duke University - Fuqua School of Business ( email )

Box 90120
Durham, NC 27708-0120
United States
(919) 381-4366 (Phone)

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