Gaming Emotions in Social Interactions

Eduardo B. Andrade and Teck Ho ()

Journal of Consumer Research, 2009, vol. 36, issue 4, 539-552

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..

Date: 2009
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Persistent link: https://EconPapers.repec.org/RePEc:oup:jconrs:v:36:y:2009:i:4:p:539-552

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