I'll Know What You're Like When I See How You Feel: How and When Affective Displays Adjust Behavior-Based Impressions

Psychological Science, Vol. 20, No. 5, pp. 586-593, 2009

Columbia Business School Research Paper

8 Pages Posted: 30 Oct 2011

See all articles by Daniel Ames

Daniel Ames

Columbia University - Columbia Business School, Management

Gita Johar

Columbia University - Columbia Business School, Marketing

Date Written: 2009

Abstract

Accumulating evidence suggests that targets' displays of emotion shape perceivers' impression of those targets. Prior research has highlighted generalization effects, such as an angry display prompting an impression of hostility. In two studies, we went beyond generalization to examine the interaction of displays and behaviors, finding new evidence of augmenting effects (behavior-correspondent inferences are stronger when behavior is accompanied by positive affect) and discounting effects (such inferences are weaker when behavior is accompanied by negative affect). Thus, the same display can have different effects on impressions depending on the behavior it accompanies. We found evidence that these effects are mediated by ascribed intentions and that they have a boundary: When behaviors and affective displays are repeated, the augmenting and discounting power of displays appears to wane.

Suggested Citation

Ames, Daniel and Johar, Gita, I'll Know What You're Like When I See How You Feel: How and When Affective Displays Adjust Behavior-Based Impressions (2009). Psychological Science, Vol. 20, No. 5, pp. 586-593, 2009, Columbia Business School Research Paper, Available at SSRN: https://ssrn.com/abstract=1951192

Daniel Ames

Columbia University - Columbia Business School, Management ( email )

3022 Broadway
New York, NY 10027
United States

Gita Johar (Contact Author)

Columbia University - Columbia Business School, Marketing ( email )

New York, NY 10027
United States

Do you have negative results from your research you’d like to share?

Paper statistics

Downloads
46
Abstract Views
569
PlumX Metrics