The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations

Kopelman, Shirli; Rosette, Ashleigh Shelby; Thompson, Leigh

doi:10.1016/j.obhdp.2005.08.003

Cited by 352 publications

(345 citation statements)

References 50 publications

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“…thus guarantee smooth buying decisions by customers. This has also been proved in previous researches: positive emotions can promote effective negotiation, while negative emotions are another way around (Carnevale and Isen, 1986;Kopelman Rosette and Thompson, 2006).…”

Section: Resultssupporting

confidence: 69%

Impact of Buyers' Emotions on Perceived Behavioral Control

Tian¹

2018

BMR

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This study focuses on how emotions of different types affect perceived behavioral control (PBC), which, by referencing to service marketing and organizational behavior theory, is divided into three aspects: perceived participation (PP), perceived risk (PR), and perceived organizational support (POS) here. To explore how different types of emotions affect these three variables respectively, subjects' emotions are controlled through experiment. Results reveal that the type of emotion has significant influence on the three variable values. Positive emotion parallels the highest PP and POS values, while neutral emotion comes with the lowest PR value.Keywords: emotion, perceived participation, perceived risk, perceived organizational support Research QuestionChina is becoming the world's most promising market thanks to an enormous population and expanding purchasing power. To tap the full potential of this huge market requires intensive study of Chinese consumers. Stimulating consumption and fueling domestic demand are now key drivers of China's GDP growth.PBC refers to people's perceptions of their ability to perform a given behavior. Drawing an analogy to the expectancy-value model of attitude PBC, as most scholars believe, can accurately predict the purchase intention of buyers (Ajzen, 1991;Hui & Bateson, 1991;Notani Notani, 1998;Kidwell and Jewell, 2003). There is plenty of research on emotions and consumers' purchase decisions, while few researcher turn their eyes tot how do emotions impact the decision making process. This thesis presents three PBC variables: PP, PR, and POS by referencing the study of emotion and consumer behaviors in service marketing theory and social psychology, and explores different values of the variables changing to emotions of varying types. Literature Review EmotionsResearch and literature related to emotions are already in massive number. How the complex-by-nature emotions are defined and understood, however, varies among scholars from different fields and different perspectives. James (1890) defined emotion as "adaptive behavior and physiological tendency" from the perspective of response tendency; Leeper (1948) "takes emotions to act essentially as motives, pervading and organizing behavior"; Lazarus (1984) defines, from interaction with environment, emotion as "an physiological and psychological responses to good or bad information in the present situation"; Campos focused on the relation between emotions and stimulus, and characterized emotions as "processes of establishing, maintaining, and disrupting the relations between the person and the internal or external environment, when such relations are significant to the individual". Emotions, as widely recognized by Chinese scholars, refer to people's attitudes, experience, and behavior actions to objective entities, thus a complicate mix of emotional experience, emotional behaviors, emotional arousal, and perception of emotional stimulation.Emotion evoking is a must to explore emotions, intentions and behaviors. Li Xiaobi...

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Section: Resultssupporting

confidence: 69%

Impact of Buyers' Emotions on Perceived Behavioral Control

Tian¹

2018

BMR

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“…Specifically, the review provided support for the notion put forward in EASI theory that emotional expressions across expressive channels influence observers' affective, inferential, and behavioral responses. With regard to affective responses, one robust finding across numerous studies is that expressions of happiness engender positive affective reactions in observers, such as reciprocal feelings of happiness, positive affect, and/or positive impressions of the expresser (e.g., Barsade, 2002;Sy et al, 2005;Van Kleef et al, 2004a;Van Kleef et al, 2009), whereas expressions of anger engender negative affective responses, such as reciprocal feelings of anger, negative affect, and/or negative impressions of the expresser (e.g., Barsade, 2002;Friedman et al, 2004;Kopelman, Rosette, & Thompson, 2006;Lewis, 2000;Sy et al, 2005;Van Kleef et al, 2004a;Van Kleef et al, 2009). Important to note, these effects occurred across different expressive modalities, and no systematic effects of expressive modality were observed.…”

Section: Social Effects Of Emotions Across Expressive Modalitiesmentioning

confidence: 99%

The Social Effects of Emotions are Functionally Equivalent Across Expressive Modalities

Kleef

2017

Psychological Inquiry

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“…It has been shown that customers give a higher tip when positive feelings are made salient in a restaurant, either through a server's "maximal" smile (Tidd and Lockard 1978) or a joke card next to the check (Gueguen 2002). Similarly, receivers are more likely to accept an offer in an ultimatum game when they are matched with a proposer -a confederate-who expressed more positive (vs. negative or neutral) emotions (Kopelman et al 2006). Consequently, those who intuit that their emotions will influence other people's decisions may wish to game emotions.…”

Section: Gaming Emotionsmentioning

confidence: 99%

“…For instance, in a comprehensive review of the affect and negotiation literature, Barry (2008) notes, "…it is sufficiently easy to present experimental participants with manipulations of 'tactical' emotion, but not so easy to study how negotiators actually use emotion tactically. In other words, we can explore how individuals respond to emotional gambits with conventional methods (as Kopelman et al 2006 have), but not necessarily how individuals themselves choose to engage and deploy emotions strategically" (p.…”

Section: Gaming Emotionsmentioning

confidence: 99%

Gaming Emotions in Social Interactions

Andrade¹,

Ho²

2009

J Consum Res

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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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The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations

Cited by 352 publications

References 50 publications

Impact of Buyers' Emotions on Perceived Behavioral Control

Impact of Buyers' Emotions on Perceived Behavioral Control

The Social Effects of Emotions are Functionally Equivalent Across Expressive Modalities

Gaming Emotions in Social Interactions

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