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Gaming Emotions in Social Interactions

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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..

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Bibliographic Info

Article provided by University of Chicago Press in its journal Journal of Consumer Research.

Volume (Year): 36 (2009)
Issue (Month): 4 (December)
Pages: 539-552

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Handle: RePEc:ucp:jconrs:v:36:y:2009:i:4:p:539-552

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Web page: http://www.journals.uchicago.edu/JCR/

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Cited by:
  1. 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.
  2. 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.
  3. Wolpert, David H., 2010. "Why income comparison is rational," Games and Economic Behavior, Elsevier, vol. 69(2), pages 458-474, July.

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