Steering sheep: How expressed emotional ambivalence elicits dominance in interdependent decision making contexts
AbstractThis research proposes that expressed emotional ambivalence elicits greater dominance in observers than expressed happiness or anger because ambivalence conveys deliberation and therefore submissiveness. Four laboratory studies yielded convergent findings across different measures of dominance and manipulations of emotional expressions (videos and vignettes). Study 1 showed that participants can identify the expression of tension and conflict as ambivalence and can reliably distinguish ambivalence expressions from the expression of a related emotion (sadness), as well as unrelated emotions (happiness and anger). Study 2 showed that participants intended to dominate the ambivalent partner significantly more than the happy, angry, or non-emotional partner. Study 3 provides evidence that negotiators dominated the ambivalent partner because they perceived the ambivalent partner as more deliberative, and thus submissive. Study 4 confirmed - using a different manipulation of ambivalence - that expressed ambivalence leads to perceived submissiveness because it suggests greater deliberation.
Download InfoIf you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
As the access to this document is restricted, you may want to look for a different version under "Related research" (further below) or search for a different version of it.
Bibliographic InfoArticle provided by Elsevier in its journal Organizational Behavior and Human Decision Processes.
Volume (Year): 116 (2011)
Issue (Month): 1 (September)
Contact details of provider:
Web page: http://www.elsevier.com/locate/obhdp
Emotions Emotional ambivalence Dominance Negotiation;
Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
- Kopelman, Shirli & Rosette, Ashleigh Shelby & Thompson, Leigh, 2006. "The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 99(1), pages 81-101, January.
- Guth, Werner & Schmittberger, Rolf & Schwarze, Bernd, 1982. "An experimental analysis of ultimatum bargaining," Journal of Economic Behavior & Organization, Elsevier, vol. 3(4), pages 367-388, December.
- Thompson, Leigh & Loewenstein, George, 1992. "Egocentric interpretations of fairness and interpersonal conflict," Organizational Behavior and Human Decision Processes, Elsevier, vol. 51(2), pages 176-197, March.
- Jennifer Aaker & Aimee Drolet & Dale Griffin, 2008. "Recalling Mixed Emotions," Journal of Consumer Research, University of Chicago Press, vol. 35(2), pages 268-278, 04.
- Kahneman, Daniel, 1992. "Reference points, anchors, norms, and mixed feelings," Organizational Behavior and Human Decision Processes, Elsevier, vol. 51(2), pages 296-312, March.
- Williams, Patti & Aaker, Jennifer L, 2002. " Can Mixed Emotions Peacefully Coexist?," Journal of Consumer Research, University of Chicago Press, vol. 28(4), pages 636-49, March.
- Aaker, Jennifer L. & Drolet, Aimee L. & Griffin, Dale, 2008. "Recalling Mixed Emotions," Research Papers 1913, Stanford University, Graduate School of Business.
- Wiesenfeld, Batia M. & Brockner, Joel & Thibault, Valerie, 2000. "Procedural Fairness, Managers' Self-Esteem, and Managerial Behaviors Following a Layoff," Organizational Behavior and Human Decision Processes, Elsevier, vol. 83(1), pages 1-32, September.
- Blader, Steven L. & Wiesenfeld, Batia M. & Fortin, Marion & Wheeler-Smith, Sara L., 2013. "Fairness lies in the heart of the beholder: How the social emotions of third parties influence reactions to injustice," Organizational Behavior and Human Decision Processes, Elsevier, vol. 121(1), pages 62-80.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Zhang, Lei).
If references are entirely missing, you can add them using this form.