Emotional Influence – Summary of all articles – ’23-‘24
Table of Contents
Week 1 ..................................................................................................................................................... 2
Parkinson (1996) – Emotions are social .............................................................................................. 2
Week 2 ..................................................................................................................................................... 3
Parrot (2001) - Dysfunctional Emotions ............................................................................................. 3
Salovey & Grewal (2005, CDPS) - The Science of Emotional Intelligence............................................ 3
Week 3 ..................................................................................................................................................... 4
Barsade (2002) - The Ripple Effect ...................................................................................................... 4
Heerdink et al. (2013, JPSP) - Emotion & Conformity in Groups ......................................................... 6
Week 4 ..................................................................................................................................................... 9
Filipowicz et al. (2011, JPSP) - Emotional Transitions in Negotiations ................................................ 9
Lelieveld et al. (2013, JPSP) - Disappointment in Negotiation .......................................................... 10
Van Kleef et al. (2004) - Emotion and Motivation in Negotiation-CORRECTED................................. 12
Adam et al. (2010, PS) - Culture & Emotion in Negotiation .............................................................. 14
Week 5 ................................................................................................................................................... 16
Van Kleef et al. (2015, JAP) - The Persuasive Power of Emotions ..................................................... 16
Tsai & Huang (2002, JAP) - Employee Affective Delivery and Customer Behavioral Intentions ........ 18
Grandey et al. (2005, OBHDP) - Service with a Smile ........................................................................ 20
Cheshin et al. (2018, OBHDP) - Interpersonal Effects of Emotion Intensity in Customer Service ..... 21
Week 6 ................................................................................................................................................... 25
Lewis (2000) - When Leaders Display Emotion ................................................................................. 25
Sy et al. (2005) - The Contagious Leader ........................................................................................... 27
Van Kleef et al. (2009) - Leader Emotion & Team Performance ........................................................ 28
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,Emotional Influence – Summary of all articles – ’23-‘24
Week 1
Parkinson (1996) – Emotions are social
NOTE: The main point of this article is that emotions are social and the article is basically an overview
of research confirming this. Therefore, it is more illustrative than informative, thus I refer to the slides
17—23) as Parkinson’s point is explained there.
Social causes of emotions :
- Emotional significance defined interpersonally (e.g., via appraisals);
- Emotional significance defined culturally (e.g., appropriateness);
- Display rules and feeling rules (e.g., institutional).
Social emotions as causes of emotions:
- Emotional contagion (=
automatic tendency to
catch the mood of the
person with whom you are
interacting) and reciprocity;
- Effects of other people’s
emotions on interpretation
of the emotional situation;
Conclusion: The central argument
of this paper has been that emotion is not just a private meaning that indirectly surfaces in the social
world but rather something that emerges directly through the medium of interaction. Interpersonal
factors are typically the main causes of emotion, and emotions lead people to engage in certain kinds
of social encounter or withdraw from such interpersonal contact. Many emotions have relational
rather than personal meanings and the expression of these meanings in an emotional interaction
serves specific interpersonal functions depending on the nature of the emotion. In summary, emotion
is social through and through. Its fundamental basis in many cases is as a form of communication.
Emotion as a social rather than an individual phenomenon (see slides week 1):
1. Social antecedents
2. Regulated by social context
3. Shaped by others
4. Directed at others
5. Impact on others
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,Emotional Influence – Summary of all articles – ’23-‘24
Week 2
Parrot (2001) - Dysfunctional Emotions
Functionalism = emotions are adaptive and useful. → emphasize utility of emotions in terms of
responding and adapting to events and circumstances.
Determinants of emotional functionality:
1) Accuracy of the appraisal of the situation at hand → to be adaptive, emotions depend
critically on realistic beliefs, expectations, and perceptions;
2) Importance of the appraisal → fail to become engaged in matters in which their attention
and energy could produce substantial benefits;
3) Allocation of priority among multiple important goals. → If emotions are to be adaptive,
they must reflect a prioritizing of goals that corresponds to what is actually important;
4) The suitability of an emotional response for the situation at hand (i.e., appropriateness). →
Emotions do not simply emit functional behaviors, their action tendencies must be adapted
to circumstances;
5) self-regulation and coping & socialization and the training of the emotions.
The occurrence of functional emotions is often the result of extensive socialization and even training,
and even then self-regulation and coping are required.
Whether emotions are functional also depends on one’s emotional intelligence.
Salovey & Grewal (2005, CDPS) - The Science of Emotional Intelligence
The four-branch model characterizes emotional intelligence as a set of four related abilities: 1)
perceiving, 2) using, 3) understanding, and 4) managing emotions.
Emotional intelligence = The ability to monitor one's own and others' feelings, to discriminate among
them, and to use this information to guide one's thinking and action. → perceiving, using,
understanding, and managing emotions.(PUUM)
The first branch of emotional intelligence, perceiving emotions, is the ability to detect and decipher
emotions in faces, pictures, voices, and cultural artifacts (including own emotions).
The second branch of emotional intelligence, using emotions, is the ability to harness emotions to
facilitate various cognitive activities, such as thinking and problem solving.
The third branch of emotional intelligence, understanding emotions, is the ability to comprehend
emotion language and to appreciate complicated relationships among emotions.
The fourth branch of emotional intelligence, managing emotions, consists of the ability to regulate
emotions in both ourselves and in others.
These skills cannot exist outside of the social con text in which they operate. → one must be aware of
what is considered appropriate
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, Emotional Influence – Summary of all articles – ’23-‘24
Week 3
Barsade (2002) - The Ripple Effect
Cognitive contagion = transfer of ideas
Emotional contagion = a process in which a person or group influences the emotions or behavior of
another person or group through the conscious or unconscious induction of emotion states and
behavioral attitudes.
The three most basic types of affective experiences are dispositional affect, emotions, and moods.
Dispositional affect is a long-term, stable variable that, by definition, would not be prone to
contagion but could influence it. Emotions are intense, relatively short-term affective reactions to a
specific environmental stimulus. Moods, as compared with emotions, are weaker, more diffuse
affective reactions to general environmental stimuli, leading to relatively unstable short-term intra-
individual change sand can change readily. → Because of the more broad-ranging effects that moods
have been shown to have as compared with other types of affect, and as everyday moods seem most
representative of the commonplace and malleable affective short-term changes that can occur in
groups, I focus on contagion of mood here as a logical place to begin the study of group emotional
contagion.
When people enter a group, they are exposed to other group members’ emotions, which can be
characterized by the valence (positive or negative) of the emotion being displayed and the energy
level with which the emotion is expressed. The choice of these two factors is based on the circumplex
model of emotion. The concept behind this model is that emotions are arranged in a circumplex,
with the x axis representing the emotional valence (degree of pleasantness) and the y axis
representing the energy or activation level.
Primitive emotional contagion (see the Figure on next page):
1) attention to emotion of group member;
2) automatic, nonconscious mimicry;
3) afferent feedback people receive from mimicking others’ nonverbal behaviors and
expressions (an automatic process);
4) Influence of emotional contagion on group processes
Two factors in the type of emotion emitted will influence the degree of emotional contagion:
emotional valence and emotional energy.
Hypothesis 1: There will be contagion of mood among group members (strongly supported)
Emotional valence → Unpleasant emotions should lead to greater emotional contagion than
pleasant emotions.
Hypothesis 2: Unpleasant emotions are more likely to lead to mood contagion than are pleasant
emotions. (not supported)
Emotional energy → the intensity with which emotions are expressed and then communicated from
one person to another
Hypothesis 3: The same emotional valence (pleasant or unpleasant) expressed with high energy will
lead to more contagion than if expressed with low energy. (not supported)
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