IDEAS home Printed from https://ideas.repec.org/a/inm/ororsc/v10y1999i2p181-198.html
   My bibliography  Save this article

The Effects of Mood on Individuals' Use of Structured Decision Protocols

Author

Listed:
  • Kimberly D. Elsbach

    (Graduate School of Management, University of California, Davis, California 95616)

  • Pamela S. Barr

    (J. Mack Robinson College of Business, Georgia State University, Atlanta, Georgia 30302-4014)

Abstract

This paper begins to answer the call to broaden current theories of individual decision-making by including in them the effects of human mood. Grounding our arguments in psychological literature on the effects of mood on information processing, motivation, and decision heuristics, we develop hypotheses about how mood can significantly affect individuals' use of structured decision protocols. In support of our hypotheses, results from an experimental study of complex decision-making suggest that, in situations where a structured decision protocol is the usual method of decision-making, individuals in moderately negative moods are significantly more likely than those in moderately positive moods to: (1) carefully execute all the steps of a structured decision protocol, (2) execute the steps of a structured decision protocol in the correct order, and (3) rely on the outcome of the structured decision protocol as the primary basis for the decision. We discuss these findings in terms of their implications for both organizational decision models and psychological models of mood and decision-making. In general, our findings help establish mood as an important variable in models of organizational decision-making and help shed light on often conflicting findings about the benefits of positive vs. negative mood for individual decision-making.

Suggested Citation

  • Kimberly D. Elsbach & Pamela S. Barr, 1999. "The Effects of Mood on Individuals' Use of Structured Decision Protocols," Organization Science, INFORMS, vol. 10(2), pages 181-198, April.
    • Handle: RePEc:inm:ororsc:v:10:y:1999:i:2:p:181-198
    DOI: 10.1287/orsc.10.2.181
    as

    Download full text from publisher

    File URL: http://dx.doi.org/10.1287/orsc.10.2.181
    Download Restriction: no
    File URL: https://libkey.io/10.1287/orsc.10.2.181?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    References listed on IDEAS

    as
    1. Cellar, Douglas F. & Barrett, Gerald V., 1987. "Script processing and intrinsic motivation: The cognitive sets underlying cognitive labels," Organizational Behavior and Human Decision Processes, Elsevier, vol. 40(1), pages 115-135, August.
    2. Carnevale, Peter J. D. & Isen, Alice M., 1986. "The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 37(1), pages 1-13, February.
    3. Barry M. Staw & Robert I. Sutton & Lisa H. Pelled, 1994. "Employee Positive Emotion and Favorable Outcomes at the Workplace," Organization Science, INFORMS, vol. 5(1), pages 51-71, February.
    4. Alice M. Isen & Andrew S. Rosenzweig & Mark J. Young, 1991. "The Influence of Positive Affect on Clinical Problem solving," Medical Decision Making, , vol. 11(3), pages 221-227, August.
    5. Ann Langley & Henry Mintzberg & Patricia Pitcher & Elizabeth Posada & Jan Saint-Macary, 1995. "Opening up Decision Making: The View from the Black Stool," Organization Science, INFORMS, vol. 6(3), pages 260-279, June.
    6. Howard Thomas, 1984. "Strategic decision analysis: Applied decision analysis and its role in the strategic management process," Strategic Management Journal, Wiley Blackwell, vol. 5(2), pages 139-156, April.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Chen, Yao & Djamasbi, Soussan & Du, Juan & Lim, Sungmook, 2013. "Integer-valued DEA super-efficiency based on directional distance function with an application of evaluating mood and its impact on performance," International Journal of Production Economics, Elsevier, vol. 146(2), pages 550-556.
    2. Meissner, Philip & Poensgen, Christian & Wulf, Torsten, 2021. "How hot cognition can lead us astray: The effect of anger on strategic decision making," European Management Journal, Elsevier, vol. 39(4), pages 434-444.
    3. Daniella Laureiro‐Martínez & Stefano Brusoni, 2018. "Cognitive flexibility and adaptive decision‐making: Evidence from a laboratory study of expert decision makers," Strategic Management Journal, Wiley Blackwell, vol. 39(4), pages 1031-1058, April.
    4. Grant Soosalu & Suzanne Henwood & Arun Deo, 2019. "Head, Heart, and Gut in Decision Making: Development of a Multiple Brain Preference Questionnaire," SAGE Open, , vol. 9(1), pages 21582440198, March.
    5. Hoffmann, Christin & Thommes, Kirsten, 2024. "Can leaders motivate employees’ energy-efficient behavior with thoughtful communication?," Journal of Environmental Economics and Management, Elsevier, vol. 125(C).
    6. Gianluca Vagnani & Francesco Mazzurco, 2022. "Incidental Negative Life Events and the Disposition Effect at the Individual Level," Journal of Finance and Investment Analysis, SCIENPRESS Ltd, vol. 11(2), pages 1-1.
    7. Libby Weber, 2017. "A Sociocognitive View of Repeated Interfirm Exchanges: How the Coevolution of Trust and Learning Impacts Subsequent Contracts," Organization Science, INFORMS, vol. 28(4), pages 744-759, August.
    8. Gerard P. Hodgkinson & Barbara Burkhard & Nicolai J. Foss & Dietmar Grichnik & Riikka M. Sarala & Yi Tang & Marc Van Essen, 2023. "The Heuristics and Biases of Top Managers: Past, Present, and Future," Journal of Management Studies, Wiley Blackwell, vol. 60(5), pages 1033-1063, July.
    9. Paul P. Momtaz, 2021. "CEO emotions and firm valuation in initial coin offerings: An artificial emotional intelligence approach," Strategic Management Journal, Wiley Blackwell, vol. 42(3), pages 558-578, March.
    10. Donaldson, Colin & Villagrasa, Jorge & Alegre, Joaquin & Liguori, Eric W., 2024. "Back to the future: Entrepreneurial leadership and levelling up in the mobile-gaming sector," Technology in Society, Elsevier, vol. 79(C).
    11. Streicher, Tobias & Schmidt, Sascha L. & Schreyer, Dominik & Torgler, Benno, 2020. "Anticipated feelings and support for public mega projects: Hosting the Olympic Games," Technological Forecasting and Social Change, Elsevier, vol. 158(C).
    12. Blume, Brian D. & Covin, Jeffrey G., 2011. "Attributions to intuition in the venture founding process: Do entrepreneurs actually use intuition or just say that they do?," Journal of Business Venturing, Elsevier, vol. 26(1), pages 137-151, January.
    13. Cristofaro, Matteo, 2019. "The role of affect in management decisions: A systematic review," European Management Journal, Elsevier, vol. 37(1), pages 6-17.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Miner, Andrew G. & Glomb, Theresa M., 2010. "State mood, task performance, and behavior at work: A within-persons approach," Organizational Behavior and Human Decision Processes, Elsevier, vol. 112(1), pages 43-57, May.
    2. Elfenbein, Hillary Anger, 2007. "Emotion in Organizations: A Review in Stages," Institute for Research on Labor and Employment, Working Paper Series qt2bn0n9mv, Institute of Industrial Relations, UC Berkeley.
    3. De Neve, Jan-Emmanuel & Diener, Ed & Tay, Louis & Xuereb, Cody, 2013. "The objective benefits of subjective well-being," LSE Research Online Documents on Economics 51669, London School of Economics and Political Science, LSE Library.
    4. Hildreth, J. Angus D & Anderson, Cameron, 2014. "Failure at the top: How power undermines collaborative performance," Institute for Research on Labor and Employment, Working Paper Series qt7px2c22n, Institute of Industrial Relations, UC Berkeley.
    5. Estrada, Carlos A. & Isen, Alice M. & Young, Mark J., 1997. "Positive Affect Facilitates Integration of Information and Decreases Anchoring in Reasoning among Physicians," Organizational Behavior and Human Decision Processes, Elsevier, vol. 72(1), pages 117-135, October.
    6. Patrick Flavin & Michael Keane, 2012. "Life Satisfaction and Political Participation: Evidence from the United States," Journal of Happiness Studies, Springer, vol. 13(1), pages 63-78, March.
    7. Damen, F.J.A. & van Knippenberg, B. & van Knippenberg, D.L., 2006. "Affective Match: Leader Emotional Displays, Follower Positive Affect, and Follower Performance," ERIM Report Series Research in Management ERS-2006-072-ORG, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
    8. Healy, Andrew J. & Malhotra, Neil & Mo, Cecilia H., 2009. "Personal Emotions and Political Decision Making: Implications for Voter Competence," Research Papers 2034, Stanford University, Graduate School of Business.
    9. Pooja Kushwaha & M. K. Rao, 2017. "Integrating the Linkages between Learning Systems and Knowledge Process: An Exploration of Learning Outcomes," Business Perspectives and Research, , vol. 5(1), pages 11-23, January.
    10. Rose, Damaris & Stavrova, Olga, 2019. "Does life satisfaction predict reemployment? Evidence form German panel data," Journal of Economic Psychology, Elsevier, vol. 72(C), pages 1-11.
    11. Heather Chipuer & Paul Bramston & Grace Pretty, 2003. "Determinants of Subjective Quality of Life Among Rural Adolescents: A Developmental Perspective," Social Indicators Research: An International and Interdisciplinary Journal for Quality-of-Life Measurement, Springer, vol. 61(1), pages 79-95, January.
    12. Brett, Jeanne & Thompson, Leigh, 2016. "Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 68-79.
    13. Giliberto Capano & Andrea Lippi, 2017. "How policy instruments are chosen: patterns of decision makers’ choices," Policy Sciences, Springer;Society of Policy Sciences, vol. 50(2), pages 269-293, June.
    14. Alessia Berni & Luigi Moschera, 2021. "Performance and Competences in Call Centre: The Effect of Leadership Style," International Journal of Business and Management, Canadian Center of Science and Education, vol. 13(10), pages 204-204, July.
    15. Neumann, Franziska & Wulf, Torsten, 2022. "Intercultural differences in issue interpretation: Effects of emotions and framing," European Management Journal, Elsevier, vol. 40(2), pages 182-193.
    16. Jaeyeob Jeong & Myeonggil Choi, 2017. "The Expected Job Satisfaction Affecting Entrepreneurial Intention as Career Choice in the Cultural and Artistic Industry," Sustainability, MDPI, vol. 9(10), pages 1-16, September.
    17. Nan Hu & Xingnan Xue & Ling Liu, 2022. "The impact of air pollution on financial reporting quality: evidence from China," Accounting and Finance, Accounting and Finance Association of Australia and New Zealand, vol. 62(3), pages 3609-3644, September.
    18. Morteza Rezaei-Zadeh & Michael Hogan & John O’Reilly & Brendan Cleary & Eamonn Murphy, 2014. "Using Interactive Management to Identify, Rank and Model Entrepreneurial Competencies as Universities’ Entrepreneurship Curricula," Journal of Entrepreneurship and Innovation in Emerging Economies, Entrepreneurship Development Institute of India, vol. 23(1), pages 57-94, March.
    19. Fiona Davies & Luiz Moutinho & Graeme Hutcheson, 2005. "Constructing a knowledge‐based system to aid scenario‐based strategic planning: an application to the European airline industry," Intelligent Systems in Accounting, Finance and Management, John Wiley & Sons, Ltd., vol. 13(2), pages 61-79, June.
    20. 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.

    More about this item

    Keywords

    Mood; Decision-making; Protocols;
    All these keywords.

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:inm:ororsc:v:10:y:1999:i:2:p:181-198. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Chris Asher (email available below). General contact details of provider: https://edirc.repec.org/data/inforea.html .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.