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.
| Original language | English |
|---|---|
| Pages (from-to) | 539-552 |
| Number of pages | 14 |
| Journal | Journal of Consumer Research |
| Volume | 36 |
| Issue number | 4 |
| DOIs | |
| Publication status | Published - Dec 2009 |
| Externally published | Yes |
ASJC Scopus Subject Areas
- Business and International Management
- Anthropology
- Arts and Humanities (miscellaneous)
- Economics and Econometrics
- Marketing