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Gaming Emotions in Social Interactions

Author

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  • Eduardo B. Andrade
  • Teck-Hua Ho

Abstract

One's own emotions may influence someone else's behavior in a social interaction. If one believes this, she or he has an incentive to game emotions-to strategically modify the expression of a current emotional state-in an attempt to influence her or 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 nonemotional information, and (4) improve their financial well-being from emotion gaming. (c) 2009 by JOURNAL OF CONSUMER RESEARCH, Inc..

Suggested Citation

  • Eduardo B. Andrade & Teck-Hua Ho, 2009. "Gaming Emotions in Social Interactions," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 36(4), pages 539-552, December.
    • Handle: RePEc:oup:jconrs:v:36:y:2009:i:4:p:539-552
    DOI: 10.1086/599221
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    Cited by:

    1. Francesco Bogliacino & Cristiano Codagnone & Giuseppe Alessandro Veltri & Amitav Chakravarti & Pietro Ortoleva & George Gaskell & Andriy Ivchenko & Francisco Lupiáñez-Villanueva & Francesco Mureddu & , 2015. "Pathos & Ethos: Emotions and Willingness to Pay for Tobacco Products," PLOS ONE, Public Library of Science, vol. 10(10), pages 1-25, October.
    2. Maurice E. Schweitzer & Teck-Hua Ho & Xing Zhang, 2018. "How Monitoring Influences Trust: A Tale of Two Faces," Management Science, INFORMS, vol. 64(1), pages 253-270, January.
    3. Wolpert, David H., 2010. "Why income comparison is rational," Games and Economic Behavior, Elsevier, vol. 69(2), pages 458-474, July.
    4. Teck-Hua Ho & Catherine Yeung, 2014. "Giving Feedback to Clients," Management Science, INFORMS, vol. 60(8), pages 1926-1944, August.
    5. Jonah Berger & Matthew D Rocklage & Grant Packard, 2022. "Expression Modalities: How Speaking Versus Writing Shapes Word of Mouth [Affective and Semantic Components in Political Person Perception]," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 49(3), pages 389-408.
    6. Wang, Cynthia S. & Sivanathan, Niro & Narayanan, Jayanth & Ganegoda, Deshani B. & Bauer, Monika & Bodenhausen, Galen V. & Murnighan, Keith, 2011. "Retribution and emotional regulation: The effects of time delay in angry economic interactions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 116(1), pages 46-54, September.
    7. Kang, Polly & Schweitzer, Maurice E., 2022. "Emotional Deception in Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 173(C).
    8. Chen, Daniel & Hopfensitz, Astrid & van Leeuwen, Boris & van de Ven, Jeroen, 2019. "The Strategic Display of Emotions," Other publications TiSEM ab45cbcc-1ea1-4762-b5c9-e, Tilburg University, School of Economics and Management.
    9. Boris van Leeuwen & Charles N. Noussair & Theo Offerman & Sigrid Suetens & Matthijs van Veelen & Jeroen van de Ven, 2018. "Predictably Angry—Facial Cues Provide a Credible Signal of Destructive Behavior," Management Science, INFORMS, vol. 64(7), pages 3352-3364, July.
    10. Snyder, Hannah & Witell, Lars & Gustafsson, Anders & McColl-Kennedy, Janet R., 2022. "Consumer lying behavior in service encounters," Journal of Business Research, Elsevier, vol. 141(C), pages 755-769.
    11. Geddes, Deanna & Lindebaum, Dirk, 2020. "Unpacking the ‘why’ behind strategic emotion expression at work: A narrative review and proposed taxonomy," European Management Journal, Elsevier, vol. 38(5), pages 708-722.
    12. Vivian P. Ta & Ryan L. Boyd & Sarah Seraj & Anne Keller & Caroline Griffith & Alexia Loggarakis & Lael Medema, 2022. "An inclusive, real-world investigation of persuasion in language and verbal behavior," Journal of Computational Social Science, Springer, vol. 5(1), pages 883-903, May.
    13. Joseph P. Gaspar & Redona Methasani & Maurice E. Schweitzer, 2022. "Emotional Intelligence and Deception: A Theoretical Model and Propositions," Journal of Business Ethics, Springer, vol. 177(3), pages 567-584, May.
    14. Castagnetti, Alessandro & Proto, Eugenio & Sofianos, Andis, 2023. "Anger impairs strategic behavior: A Beauty-Contest based analysis," Journal of Economic Behavior & Organization, Elsevier, vol. 213(C), pages 128-141.
    15. Wolpert David & Jamison Julian & Newth David & Harre Michael, 2011. "Strategic Choice of Preferences: the Persona Model," The B.E. Journal of Theoretical Economics, De Gruyter, vol. 11(1), pages 1-39, August.
    16. Mukherjee, Ashesh & Lee, Seung Yun & Burnham, Thomas, 2020. "The effect of others’ participation on charitable behavior: Moderating role of recipient resource scarcity," Journal of Business Research, Elsevier, vol. 120(C), pages 213-228.
    17. Oza, Shweta S. & Srivastava, Joydeep & Koukova, Nevena T., 2010. "How suspicion mitigates the effect of influence tactics," Organizational Behavior and Human Decision Processes, Elsevier, vol. 112(1), pages 1-10, May.
    18. Sung Youl Jun & Tae Wook Ju & Hye Kyung Park & Jacob C. Lee & Tae Min Kim, 2023. "Information distortion in word-of-mouth retransmission: the effects of retransmitter intention and source expertise," Asian Business & Management, Palgrave Macmillan, vol. 22(5), pages 1848-1876, November.
    19. Brunner, Markus & Ostermaier, Andreas, 2018. "Implicit communication in the ultimatum game," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 77(C), pages 11-19.
    20. Kausel, Edgar E. & Connolly, Terry, 2014. "Do people have accurate beliefs about the behavioral consequences of incidental emotions? Evidence from trust games," Journal of Economic Psychology, Elsevier, vol. 42(C), pages 96-111.

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