Emotion in Influence: A Connectionist Model

25 Pages Posted: 10 Oct 2004

See all articles by Leigh Anne Liu

Leigh Anne Liu

Georgia State University - J. Mack Robinson College of Business

Ingrid Smithey Fulmer

Rutgers School of Management and Labor Relations - New Brunswick

Bruce Barry

Vanderbilt University - Owen Graduate School of Management

Abstract

The role of emotional messages in interpersonal influence is powerful but under-explored in the social influence literatures. In this extended abstract, we propose a connectionist approach and argue that the exchange of emotional messages in social influence encompasses dual processes of internal activation and external congruence. Specifically, we describe how the internal activation process instigates elements of the individual's previous affective network to compose responses that are congruent with the current external context of the influence episode. These responses then trigger the other party's cycle of internal activation and congruence-seeking response. Effectively, emotional exchange is a spiral of mutual influence. This connectionist approach contributes to the literature of emotion and influence by considering the emotional dimension of dynamic interpersonal influence processes. We consider implications of an individual's awareness of the use of emotional appeals for behavior in contexts involving dyadic influence.

Keywords: emotion, influence, connectionism

JEL Classification: D74

Suggested Citation

Liu, Leigh Anne and Smithey Fulmer, Ingrid and Barry, Bruce, Emotion in Influence: A Connectionist Model. Available at SSRN: https://ssrn.com/abstract=602069 or http://dx.doi.org/10.2139/ssrn.602069

Leigh Anne Liu (Contact Author)

Georgia State University - J. Mack Robinson College of Business ( email )

P.O. Box 4050
Atlanta, GA 30303-3083
United States

Ingrid Smithey Fulmer

Rutgers School of Management and Labor Relations - New Brunswick ( email )

Piscataway, NJ 08854
United States

Bruce Barry

Vanderbilt University - Owen Graduate School of Management ( email )

Nashville, TN 37203
United States

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