Gaming Emotions in Social Interactions

47 Pages Posted: 25 Jan 2008 Last revised: 15 Jun 2009

Eduardo B. Andrade

University of California, Berkeley - Haas School of Business

Teck Ho

University of California, Berkeley - Haas School of Business

Date Written: 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.

Keywords: emotions, negotiations, feelings, affect, social interaction

JEL Classification: M00

Suggested Citation

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

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

Paper statistics

Downloads
373
Rank
62,077
Abstract Views
2,418