Gaming Emotions in Social Interactions
Eduardo B. Andrade, Teck-Hua Ho
Journal of Consumer Research · 2009 · Volume 36 · Issue 4
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.
Keywords
Affect/Emotions/Mood, Bargaining/Negotiation, Persuasion, Economic Psychology, Experimental Design and Analysis (ANOVA)
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