1932

Abstract

We review the burgeoning literature on the social effects of emotions, documenting the impact of emotional expressions on observers’ affect, cognition, and behavior. We find convergent evidence that emotional expressions influence observers’ affective reactions, inferential processes, and behaviors across various domains, including close relationships, group decision making, customer service, negotiation, and leadership. Affective reactions and inferential processes mediate the effects of emotional expressions on observers’ behaviors, and the relative potency of these mediators depends on the observers’ information processing and the perceived appropriateness of the emotional expressions. The social effects of emotions are similar across expressive modalities (face, voice, body, text, symbols). We discuss the findings in relation to emotional contagion, emotional intelligence, emotion regulation, emotions as social information (EASI) theory, and the functionality of emotions in engendering social influence. Finally, we identify gaps in our current understanding of the topic and call for interdisciplinary collaboration and methodological diversification.

Loading

Article metrics loading...

/content/journals/10.1146/annurev-psych-020821-010855
2022-01-04
2024-11-10
Loading full text...

Full text loading...

/deliver/fulltext/psych/73/1/annurev-psych-020821-010855.html?itemId=/content/journals/10.1146/annurev-psych-020821-010855&mimeType=html&fmt=ahah

Literature Cited

  1. Adam H, Brett JM. 2015. Context matters: the social effects of anger in cooperative, balanced, and competitive negotiation situations. J. Exp. Soc. Psychol. 61:44–58
    [Google Scholar]
  2. Adam H, Brett JM. 2018. Everything in moderation: the social effects of anger depend on its perceived intensity. J. Exp. Soc. Psychol. 76:12–18
    [Google Scholar]
  3. Adam H, Shirako A, Maddux WW. 2010. Cultural variance in the interpersonal effects of anger in negotiations. Psychol. Sci. 21:882–89
    [Google Scholar]
  4. Adolphs R, Tranel D, Damasio H, Damasio A. 1994. Impaired recognition of emotion in facial expressions following bilateral damage to the human amygdala. Nature 372:669–72
    [Google Scholar]
  5. Algoe SB, Dwyer PC, Younge A, Oveis C. 2020. A new perspective on the social functions of emotions: gratitude and the witnessing effect. J. Pers. Soc. Psychol. 119:40–74
    [Google Scholar]
  6. Anderson C, Keltner D, John OP. 2003. Emotional convergence between people over time. J. Pers. Soc. Psychol. 84:1054–68
    [Google Scholar]
  7. Andrade EB, Ho TH. 2007. How is the boss's mood today? I want a raise. Psychol. Sci. 18:668–71
    [Google Scholar]
  8. Averill JR. 1982. Anger and Aggression New York: Springer
    [Google Scholar]
  9. Bänziger T, Grandjean D, Scherer KR. 2009. Emotion recognition from expressions in face, voice, and body: the Multimodal Emotion Recognition Test (MERT). Emotion 9:691–704
    [Google Scholar]
  10. Barasch A, Levine EE, Schweitzer ME. 2016. Bliss is ignorance: how the magnitude of expressed happiness influences perceived naiveté and interpersonal exploitation. Organ. Behav. Hum. Decis. Process. 137:184–206
    [Google Scholar]
  11. Barger PB, Grandey AA. 2006. Service with a smile and encounter satisfaction: emotional contagion and appraisal mechanisms. Acad. Manag. J. 49:1229–38
    [Google Scholar]
  12. Barsade SG. 2002. The ripple effect: emotional contagion and its influence on group behavior. Adm. Sci. Q. 47:644–75
    [Google Scholar]
  13. Bartel CA, Saavedra R. 2000. The collective construction of work group moods. Adm. Sci. Q. 45:197–231
    [Google Scholar]
  14. Bono JE, Ilies R. 2006. Charisma, positive emotions, and mood contagion. Leadersh. Q. 17:317–34
    [Google Scholar]
  15. Brescoll VL, Uhlmann EL. 2008. Can an angry woman get ahead? Status conferral, gender, and expression of emotion in the workplace. Psychol. Sci. 19:268–75
    [Google Scholar]
  16. Buck R. 1985. Prime theory: an integrated view of motivation and emotion. Psychol. Rev. 92:389–413
    [Google Scholar]
  17. Butler EA, Egloff B, Wilhelm FH, Smith NC, Erickson EA, Gross JJ. 2003. The social consequences of expressive suppression. Emotion 3:48–67
    [Google Scholar]
  18. Buttelmann D, Call J, Tomasello M. 2009. Do great apes use emotional expressions to infer desires?. Dev. Sci. 12:688–98
    [Google Scholar]
  19. Campagna RL, Mislin AA, Kong DT, Bottom WP. 2016. Strategic consequences of emotional misrepresentation in negotiation: the blowback effect. J. Appl. Psychol. 101:605–24
    [Google Scholar]
  20. Cheshin A, Amit A, Van Kleef GA. 2018. The interpersonal effects of emotion intensity in customer service: Perceived appropriateness and authenticity of attendants’ emotional displays shape customer trust and satisfaction. Organ. Behav. Hum. Decis. Process. 144:97–111
    [Google Scholar]
  21. Cheshin A, Rafaeli A, Bos N. 2011. Anger and happiness in virtual teams: emotional influences of text and behavior on others’ affect in the absence of non-verbal cues. Organ. Behav. Hum. Decis. Process. 116:2–16
    [Google Scholar]
  22. Clark MS, Ouellette R, Powell MC, Milberg S. 1987. Recipient's mood, relationship type, and helping. J. Pers. Soc. Psychol. 53:94–103
    [Google Scholar]
  23. Cohen-Chen S, Van Kleef GA, Crisp RJ, Halperin E. 2019. Dealing in hope: Does observing hope expressions increase conciliatory attitudes in intergroup conflict?. J. Exp. Soc. Psychol. 83:102–11
    [Google Scholar]
  24. Connelly S, Ruark G. 2010. Leadership style and activating potential moderators of the relationships among leader emotional displays and outcomes. Leadersh. Q. 21:745–64
    [Google Scholar]
  25. Côté S. 2005. A social interaction model of the effects of emotion regulation on work strain. Acad. Manag. Rev. 30:509–30
    [Google Scholar]
  26. Côté S. 2014. Emotional intelligence in organizations. Annu. Rev. Organ. Psychol. Organ. Behav. 1:459–88
    [Google Scholar]
  27. Côté S, Hideg I, Van Kleef GA. 2013. The consequences of faking anger in negotiations. J. Exp. Soc. Psychol. 49:453–63
    [Google Scholar]
  28. Coyne JC. 1976. Depression and the response of others. J. Abnorm. Psychol. 85:186–93
    [Google Scholar]
  29. Darby BW, Schlenker BR. 1982. Children's reactions to apologies. J. Pers. Soc. Psychol. 43:742–53
    [Google Scholar]
  30. Darwin C. 1872. The Expression of the Emotions in Man and Animals London: HarperCollins, 3rd ed..
    [Google Scholar]
  31. de Melo CM, Carnevale PJ, Read SJ, Gratch J. 2014. Reading people's minds from emotion expressions in interdependent decision making. J. Pers. Soc. Psychol. 106:73–88
    [Google Scholar]
  32. DeCelles KA, DeVoe SE, Rafaeli A, Agasi S. 2019. Helping to reduce fights before flights: how environmental stressors in organizations shape customer emotions and customer–employee interactions. Pers. Psychol. 72:49–80
    [Google Scholar]
  33. Dimberg U, Öhman A. 1996. Behold the wrath: psychophysiological responses to facial stimuli. Motiv. Emot. 20:149–82
    [Google Scholar]
  34. Eisenberg N. 2000. Emotion, regulation, and moral development. Annu. Rev. Psychol. 51:665–97
    [Google Scholar]
  35. Ekman P. 1972. Universals and cultural differences in facial expressions of emotion. Nebraska Symposium on Motivation 1971 19 J Cole207–82 Lincoln: Univ. Neb. Press
    [Google Scholar]
  36. Ekman P. 1993. Facial expression and emotion. Am. Psychol. 48:384–92
    [Google Scholar]
  37. Elfenbein HA. 2007. Emotion in organizations: a review and theoretical integration. Acad. Manag. Ann. 1:315–86
    [Google Scholar]
  38. Elfenbein HA. 2014. The many faces of emotional contagion: an affective process theory of affective linkage. Organ. Psychol. Rev. 4:326–62
    [Google Scholar]
  39. Elfenbein HA, Ambady N. 2002. On the universality and cultural specificity of emotion recognition: a meta-analysis. Psychol. Bull. 128:203–35
    [Google Scholar]
  40. Elfenbein HA, Der Foo M, White J, Tan HH, Aik VC 2007. Reading your counterpart: the benefit of emotion recognition accuracy for effectiveness in negotiation. J. Nonverbal Behav. 31:205–23
    [Google Scholar]
  41. Fang X, Van Kleef GA, Sauter DA. 2018. Person perception from changing emotional expressions: primacy, recency, or averaging effect?. Cogn. Emot. 32:1597–610
    [Google Scholar]
  42. Fehr B, Baldwin M, Collins L, Patterson S, Benditt R. 1999. Anger in close relationships: an interpersonal script analysis. Pers. Soc. Psychol. Bull. 25:299–312
    [Google Scholar]
  43. Feinberg M, Willer R, Keltner D. 2012. Flustered and faithful: embarrassment as a signal of prosociality. J. Pers. Soc. Psychol. 102:81–97
    [Google Scholar]
  44. Filipowicz A, Barsade S, Melwani S. 2011. Understanding emotional transitions: the interpersonal consequences of changing emotions in negotiations. J. Pers. Soc. Psychol. 101:541–56
    [Google Scholar]
  45. Fischer AH, Roseman IJ. 2007. Beat them or ban them: the characteristics and social functions of anger and contempt. J. Pers. Soc. Psychol. 93:103–15
    [Google Scholar]
  46. Fredrickson BL. 2001. The role of positive emotions in positive psychology: the broaden-and-build theory of positive emotions. Am. Psychol. 56:218–26
    [Google Scholar]
  47. Fridlund AJ. 1994. Human Facial Expression: An Evolutionary View San Diego, CA: Academic
    [Google Scholar]
  48. Friedman R, Anderson C, Brett J, Olekalns M, Goates N, Lisco CC. 2004. The positive and negative effects of anger on dispute resolution: evidence from electronically mediated disputes. J. Appl. Psychol. 89:369–76
    [Google Scholar]
  49. Frijda NH 1994. Varieties of affect: emotions and episodes, moods, and sentiments. The Nature of Emotion: Fundamental Questions P Ekman, RJ Davidson 59–67 New York: Oxford Univ. Press
    [Google Scholar]
  50. Frijda NH, Kuipers P, Ter Schure E 1989. Relations among emotion, appraisal, and emotional action readiness. J. Pers. Soc. Psychol. 57:212–28
    [Google Scholar]
  51. Glikson E, Cheshin A, Van Kleef GA. 2018. The dark side of a smiley: effects of smiling emoticons on virtual first impressions. Soc. Psychol. Pers. Sci. 9:614–25
    [Google Scholar]
  52. Glomb TM, Hulin CL. 1997. Anger and gender effects in observed supervisor-subordinate dyadic interactions. Organ. Behav. Hum. Decis. Process. 72:281–307
    [Google Scholar]
  53. Gordon AM, Impett EA, Kogan A, Oveis C, Keltner D. 2012. To have and to hold: Gratitude promotes relationship maintenance in intimate bonds. J. Pers. Soc. Psychol. 103:257–74
    [Google Scholar]
  54. Gottman JM, Katz LF, Hooven C 1997. Meta-Emotion: How Families Communicate Emotionally Hillsdale, NJ: Erlbaum
    [Google Scholar]
  55. Gottman JM, Levenson RW. 1992. Marital processes predictive of later dissolution: behavior, physiology, and health. J. Pers. Soc. Psychol. 63:221–33
    [Google Scholar]
  56. Graham SM, Huang JY, Clark MS, Helgeson VS. 2008. The positives of negative emotions: Willingness to express negative emotions promotes relationships. Pers. Soc. Psychol. Bull. 34:394–406
    [Google Scholar]
  57. Grandey A. 2003. When “the show must go on”: surface and deep acting as determinants of emotional exhaustion and peer-rated service delivery. Acad. Manag. J. 46:86–96
    [Google Scholar]
  58. Gregory AJP, Anderson JF, Gable SL. 2020. You don't know how it feels: Accuracy in emotion perception predicts responsiveness of support. Emotion 20:343–52
    [Google Scholar]
  59. Gross JJ. 1998. Antecedent- and response-focused emotion regulation: divergent consequences for experience, expression, and physiology. J. Pers. Soc. Psychol. 74:224–37
    [Google Scholar]
  60. Groth M, Hennig-Thurau T, Walsh G 2009. Customer reactions to emotional labor: the roles of employee acting strategies and customer detection accuracy. Acad. Manag. J. 52:958–74
    [Google Scholar]
  61. Hareli S, David S. 2017. The effect of reactive emotions expressed in response to another's anger on inferences of social power. Emotion 17:717–27
    [Google Scholar]
  62. Hareli S, Hess U. 2010. What emotional reactions can tell us about the nature of others: an appraisal perspective on person perception. Cogn. Emot. 24:128–40
    [Google Scholar]
  63. Hareli S, Moran-Amir O, David S, Hess U 2013. Emotions as signals of normative conduct. Cogn. Emot. 27:1395–404
    [Google Scholar]
  64. Harker LA, Keltner D. 2001. Expressions of positive emotion in women's college yearbook pictures and their relationship to personality and life outcomes across adulthood. J. Pers. Soc. Psychol. 80:112–24
    [Google Scholar]
  65. Hatfield E, Cacioppo JT, Rapson RL. 1994. Emotional Contagion Cambridge, UK: Cambridge Univ. Press
    [Google Scholar]
  66. Hawk ST, Fischer AH, Van Kleef GA. 2011. Taking your place or matching your face: two routes to empathic embarrassment. Emotion 11:502–13
    [Google Scholar]
  67. Hawk ST, Fischer AH, Van Kleef GA. 2012. Face the noise: embodied responses to nonverbal vocalizations of discrete emotions. J. Pers. Soc. Psychol. 102:796–814
    [Google Scholar]
  68. Heerdink MW, Koning LF, Van Doorn EA, Van Kleef GA. 2019. Emotions as guardians of group norms: Expressions of anger and disgust drive inferences about autonomy and purity violations. Cogn. Emot. 33:563–78
    [Google Scholar]
  69. Heerdink MW, Van Kleef GA, Homan AC, Fischer AH. 2013. On the social influence of emotions in groups: interpersonal effects of anger and happiness on conformity versus deviance. J. Pers. Soc. Psychol. 105:262–84
    [Google Scholar]
  70. Heerdink MW, Van Kleef GA, Homan AC, Fischer AH. 2015. Emotional expressions as cues of rejection and acceptance: evidence from the affect misattribution paradigm. J. Exp. Soc. Psychol. 56:60–68
    [Google Scholar]
  71. Hendriks MC, Vingerhoets AJ. 2006. Social messages of crying faces: their influence on anticipated person perception, emotions and behavioural responses. Cogn. Emot. 20:878–86
    [Google Scholar]
  72. Hess U, Blairy S. 2001. Facial mimicry and emotional contagion to dynamic emotional facial expressions and their influence on decoding accuracy. Int. J. Psychophysiol. 40:129–41
    [Google Scholar]
  73. Hess U, Fischer A. 2013. Emotional mimicry as social regulation. Pers. Soc. Psychol. Rev. 17:142–57
    [Google Scholar]
  74. Hillebrandt A, Barclay LJ. 2017. Comparing integral and incidental emotions: testing insights from emotions as social information theory and attribution theory. J. Appl. Psychol. 102:732–52
    [Google Scholar]
  75. Homan AC, Van Kleef GA, Sanchez-Burks J. 2016. Team members’ emotional displays as indicators of team functioning. Cogn. Emot. 30:134–49
    [Google Scholar]
  76. Izard CE. 1971. The Face of Emotion New York: Appleton-Century-Crofts
    [Google Scholar]
  77. Jachimowicz JM, To C, Agasi S, Côté S, Galinsky AD. 2019. The gravitational pull of expressing passion: when and how expressing passion elicits status conferral and support from others. Organ. Behav. Hum. Decis. Process. 153:41–62
    [Google Scholar]
  78. James W. 1884. What is an emotion?. Mind 9:188–205
    [Google Scholar]
  79. Jiang L, Yin D, Liu D. 2019. Can joy buy you money? The impact of the strength, duration, and phases of an entrepreneur's peak displayed joy on funding performance. Acad. Manag. J. 62:1848–71
    [Google Scholar]
  80. Johnson SK. 2008. I second that emotion: effects of emotional contagion and affect at work on leader and follower outcomes. Leadersh. Q. 19:1–19
    [Google Scholar]
  81. Kalokerinos EK, Greenaway KH, Casey JP. 2017. Context shapes social judgments of positive emotion suppression and expression. Emotion 17:169–86
    [Google Scholar]
  82. Katzir M, Hoffmann M, Liberman N. 2019. Disgust as an essentialist emotion that signals nonviolent outgrouping with potentially low social costs. Emotion 19:841–62
    [Google Scholar]
  83. Keltner D. 1996. Evidence for the distinctness of embarrassment, shame, and guilt: a study of recalled antecedents and facial expressions of emotion. Cogn. Emot. 10:155–72
    [Google Scholar]
  84. Keltner D, Haidt J. 1999. Social functions of emotions at four levels of analysis. Cogn. Emot. 13:505–21
    [Google Scholar]
  85. Keltner D, Young RC, Buswell BN. 1997. Appeasement in human emotion, social practice, and personality. Aggress. Behav 23:359–74
    [Google Scholar]
  86. Knutson B. 1996. Facial expressions of emotion influence interpersonal trait inferences. J. Nonverbal Behav. 20:165–82
    [Google Scholar]
  87. Koning LF, Van Kleef GA. 2015. How leaders’ emotional displays shape followers’ organizational citizenship behavior. Leadersh. Q. 26:489–501
    [Google Scholar]
  88. Kopelman S, Rosette AS, Thompson L. 2006. The three faces of Eve: an examination of the strategic display of positive, negative, and neutral emotions in negotiations. Organ. Behav. Hum. Decis. Process. 99:81–101
    [Google Scholar]
  89. Kramer AD, Guillory JE, Hancock JT 2014. Experimental evidence of massive-scale emotional contagion through social networks. PNAS 111:8788–90
    [Google Scholar]
  90. Krumhuber E, Manstead ASR, Cosker D, Marshall D, Rosin PL, Kappas A. 2007. Facial dynamics as indicators of trustworthiness and cooperative behavior. Emotion 7:730–35
    [Google Scholar]
  91. Kubany ES, Bauer GB, Muraoka MY, Richard DC, Read P. 1995. Impact of labeled anger and blame in intimate relationships. J. Soc. Clin. Psychol. 14:53–60
    [Google Scholar]
  92. Kupfer TR, Giner-Sorolla R. 2017. Communicating moral motives: the social signaling function of disgust. Soc. Psychol. Pers. Sci. 8:632–40
    [Google Scholar]
  93. Lange J, Boecker L. 2019. Schadenfreude as social-functional dominance regulator. Emotion 19:489–502
    [Google Scholar]
  94. Lange J, Crusius J. 2015. The tango of two deadly sins: the social-functional relation of envy and pride. J. Pers. Soc. Psychol. 109:453–72
    [Google Scholar]
  95. Lanzetta JT, Englis BG. 1989. Expectations of cooperation and competition and their effects on observers’ vicarious emotional responses. J. Pers. Soc. Psychol. 56:543–54
    [Google Scholar]
  96. Lazarus RS. 1991. Emotion and Adaptation New York: Oxford Univ. Press
    [Google Scholar]
  97. Le BM, Côté S, Stellar JE, Impett EA. 2020. The distinct effects of empathic accuracy for a romantic partner's appeasement and dominance negative emotions. Psychol. Sci. 31:607–22
    [Google Scholar]
  98. LeDoux JE. 1995. Emotion: clues from the brain. Annu. Rev. Psychol. 46:209–35
    [Google Scholar]
  99. Lelieveld G-J, Van Dijk E, Van Beest I, Van Kleef GA. 2012. Why anger and disappointment affect bargaining behavior differently: the moderating role of power and the mediating role of reciprocal and complementary emotions. Pers. Soc. Psychol. Bull. 38:1209–21
    [Google Scholar]
  100. Lelieveld G-J, Van Dijk E, Van Beest I, Van Kleef GA. 2013. Does communicating disappointment in negotiations help or hurt? Solving an apparent inconsistency in the social-functional approach to emotions. J. Pers. Soc. Psychol. 105:605–20
    [Google Scholar]
  101. Levenson RW, Ekman P, Friesen WV. 1990. Voluntary facial action generates emotion-specific autonomic nervous system activity. Psychophysiology 27:363–84
    [Google Scholar]
  102. Lewis KM. 2000. When leaders display emotion: how followers respond to negative emotional expression of male and female leaders. J. Organ. Behav. 21:221–34
    [Google Scholar]
  103. Liu W, Song Z, Li X, Liao Z. 2017. Why and when leaders’ affective states influence employee upward voice. Acad. Manag. J. 60:238–63
    [Google Scholar]
  104. Liu W, Tangirala S, Lam W, Chen Z, Jia RT, Huang X. 2015. How and when peers’ positive mood influences employees’ voice. J. Appl. Psychol. 100:976–89
    [Google Scholar]
  105. Lundquist L-O, Dimberg U. 1995. Facial expressions are contagious. J. Psychophysiol. 9:203–11
    [Google Scholar]
  106. Manstead ASR, Fischer AH 2001. Social appraisal: the social world as object of and influence on appraisal processes. Appraisal Processes in Emotion: Theory, Research, Application KR Scherer, A Schorr, T Johnstone 221–32 New York: Oxford Univ. Press
    [Google Scholar]
  107. Melwani S, Barsade SG. 2011. Held in contempt: the psychological, interpersonal, and performance consequences of contempt in a work context. J. Pers. Soc. Psychol. 101:503–20
    [Google Scholar]
  108. Melwani S, Mueller JS, Overbeck JR. 2012. Looking down: the influence of contempt and compassion on emergent leadership categorizations. J. Appl. Psychol. 97:1171–85
    [Google Scholar]
  109. Mirsky IA, Miller RE, Murphy JV. 1958. The communication of affect in rhesus monkeys: I. An experimental method. J. Am. Psychoanal. Assoc. 6:433–41
    [Google Scholar]
  110. Niedenthal PM. 2007. Embodying emotion. Science 316:1002–5
    [Google Scholar]
  111. Niedenthal PM, Brauer M. 2012. Social functionality of human emotion. Annu. Rev. Psychol. 63:259–85
    [Google Scholar]
  112. Ohbuchi KI, Kameda M, Agarie N. 1989. Apology as aggression control: its role in mediating appraisal of and response to harm. J. Pers. Soc. Psychol. 56:219–27
    [Google Scholar]
  113. Parkinson B, Fischer AH, Manstead ASR. 2005. Emotion in Social Relations: Cultural, Group, and Interpersonal Processes New York: Psychol. Press
    [Google Scholar]
  114. Parkinson B, Simons G. 2009. Affecting others: social appraisal and emotion contagion in everyday decision making. Pers. Soc. Psychol. Bull. 35:1071–84
    [Google Scholar]
  115. Parkinson B, Simons G, Niven K 2016. Sharing concerns: interpersonal worry regulation in romantic couples. Emotion 16:449–58
    [Google Scholar]
  116. Parrott WG. 2001. Implications of dysfunctional emotions for understanding how emotions function. Rev. Gen. Psychol. 5:180–86
    [Google Scholar]
  117. Pugh SD. 2001. Service with a smile: emotional contagion in the service encounter. Acad. Manag. J. 44:1018–27
    [Google Scholar]
  118. Repacholi BM. 1998. Infants’ use of attentional cues to identify the referent of another person's emotional expression. Dev. Psychol. 34:1017–25
    [Google Scholar]
  119. Rothman NB. 2011. Steering sheep: how expressed emotional ambivalence elicits dominance in interdependent decision-making contexts. Organ. Behav. Hum. Decis. Process. 116:66–82
    [Google Scholar]
  120. Salerno JM, Peter-Hagene LC, Jay AC 2019. Women and African Americans are less influential when they express anger during group decision making. Group Process. Intergroup Relat. 22:57–79
    [Google Scholar]
  121. Salovey P, Mayer JD. 1990. Emotional intelligence. Imagin. Cogn. Pers 9:185–211
    [Google Scholar]
  122. Scherer K, Grandjean D. 2008. Facial expressions allow inference of both emotions and their components. Cogn. Emot. 22:789–801
    [Google Scholar]
  123. Shields SA. 2005. The politics of emotion in everyday life: “appropriate” emotion and claims on identity. Rev. Gen. Psychol. 9:3–15
    [Google Scholar]
  124. Sinaceur M, Adam H, Van Kleef GA, Galinsky AD. 2013. The advantages of being unpredictable: how emotional inconsistency extracts concessions in negotiation. J. Exp. Soc. Psychol. 49:498–508
    [Google Scholar]
  125. Sinaceur M, Kopelman S, Vasiljevic D, Haag C. 2015. Weep and get more: when and why sadness expression is effective in negotiations. J. Appl. Psychol. 100:1847–71
    [Google Scholar]
  126. Sinaceur M, Tiedens LZ. 2006. Get mad and get more than even: when and why anger expression is effective in negotiations. J. Exp. Soc. Psychol. 42:314–22
    [Google Scholar]
  127. Small DA, Verrochi NM. 2009. The face of need: facial emotion expression on charity advertisements. J. Mark. Res. 46:777–87
    [Google Scholar]
  128. Sorce JF, Emde RN, Campos J, Klinnert MD. 1985. Maternal emotional signaling: its effect on the visual cliff behavior of 1-year-olds. Dev. Psychol. 21:195–200
    [Google Scholar]
  129. Srivastava S, Tamir M, McGonigal KM, John OP, Gross JJ. 2009. The social costs of emotional suppression: a prospective study of the transition to college. J. Pers. Soc. Psychol. 96:883–97
    [Google Scholar]
  130. Staw BM, DeCelles KA, de Goey P. 2019. Leadership in the locker room: how the intensity of leaders’ unpleasant affective displays shapes team performance. J. Appl. Psychol. 104:1547–57
    [Google Scholar]
  131. Steinel W, Van Kleef GA, Harinck F. 2008. Are you talking to me?! Separating the people from the problem when expressing emotions in negotiation. J. Exp. Soc. Psychol. 44:362–69
    [Google Scholar]
  132. Stellar JE, Cohen A, Oveis C, Keltner D. 2015. Affective and physiological responses to the suffering of others: compassion and vagal activity. J. Pers. Soc. Psychol. 108:572–85
    [Google Scholar]
  133. Stellar JE, Gordon AM, Piff PK, Cordaro D, Anderson CL et al. 2017. Self-transcendent emotions and their social functions: Compassion, gratitude, and awe bind us to others through prosociality. Emot. Rev. 9:200–7
    [Google Scholar]
  134. Sy T, Côté S, Saavedra R. 2005. The contagious leader: impact of the leader's mood on the mood of group members, group affective tone, and group processes. J. Appl. Psychol. 90:295–305
    [Google Scholar]
  135. Tackman AM, Srivastava S. 2016. Social responses to expressive suppression: the role of personality judgments. J. Pers. Soc. Psychol. 110:574–91
    [Google Scholar]
  136. Thompson L, Valley KL, Kramer RM. 1995. The bittersweet feeling of success: an examination of social perception in negotiation. J. Exp. Soc. Psychol. 31:467–92
    [Google Scholar]
  137. Tiedens LZ. 2001. Anger and advancement versus sadness and subjugation: the effect of negative emotion expressions on social status conferral. J. Pers. Soc. Psychol. 80:86–94
    [Google Scholar]
  138. Tooby J, Cosmides L. 1990. The past explains the present: emotional adaptations and the structure of ancestral environments. Ethol. Sociobiol. 11:375–424
    [Google Scholar]
  139. Totterdell P. 2000. Catching moods and hitting runs: mood linkage and subjective performance in professional sport teams. J. Appl. Psychol. 85:848–59
    [Google Scholar]
  140. Totterdell P, Kellett S, Teuchmann K, Briner B. 1998. Evidence of mood linkage in work groups. J. Pers. Soc. Psychol. 74:1504–15
    [Google Scholar]
  141. Tracy JL, Shariff AF, Zhao W, Henrich J. 2013. Cross-cultural evidence that the nonverbal expression of pride is an automatic status signal. J. Exp. Psychol. Gen. 142:163–80
    [Google Scholar]
  142. Tsai W, Huang Y. 2002. Mechanisms linking employee affective delivery and customer behavioral intentions. J. Appl. Psychol. 87:1001–8
    [Google Scholar]
  143. Uljarevic M, Hamilton A. 2013. Recognition of emotions in autism: a formal meta-analysis. J. Autism Dev. Disord. 43:1517–26
    [Google Scholar]
  144. Van Beest I, Van Kleef GA, Van Dijk E. 2008. Get angry, get out: the interpersonal effects of anger communication in multiparty negotiation. J. Exp. Soc. Psychol. 44:993–1002
    [Google Scholar]
  145. Van der Schalk J, Fischer A, Doosje B, Wigboldus D, Hawk S, Rotteveel M, Hess U. 2011. Convergent and divergent responses to emotional displays of ingroup and outgroup. Emotion 11:286–98
    [Google Scholar]
  146. Van Dijk E, Van Kleef GA, Steinel W, Van Beest. 2008. A social functional approach to emotions in bargaining: when communicating anger pays and when it backfires. J. Pers. Soc. Psychol. 94:600–14
    [Google Scholar]
  147. Van Doorn EA, Heerdink MW, Van Kleef GA. 2012. Emotion and the construal of social situations: inferences of cooperation versus competition from expressions of anger, happiness, and disappointment. Cogn. Emot. 12:442–61
    [Google Scholar]
  148. Van Doorn EA, Van Kleef GA, Van der Pligt J. 2014. How instructors’ emotional expressions shape students’ learning performance: the roles of anger, happiness, and regulatory focus. J. Exp. Psychol. Gen. 143:980–84
    [Google Scholar]
  149. Van Doorn EA, Van Kleef GA, Van der Pligt J. 2015. How emotional expressions shape prosocial behavior: interpersonal effects of anger and disappointment on compliance with requests. Motiv. Emot. 39:128–41
    [Google Scholar]
  150. Van Kleef GA. 2009. How emotions regulate social life: the emotions as social information (EASI) model. Curr. Dir. Psychol. Sci. 18:184–88
    [Google Scholar]
  151. Van Kleef GA. 2016. The Interpersonal Dynamics of Emotion: Toward an Integrative Theory of Emotions as Social Information Cambridge, UK: Cambridge Univ. Press
    [Google Scholar]
  152. Van Kleef GA, Cheshin A, Koning LF, Wolf S. 2019. Emotional games: how coaches’ emotional expressions shape players’ emotions, inferences, and team performance. Psychol. Sport Exerc. 41:1–11
    [Google Scholar]
  153. Van Kleef GA, Côté S. 2007. Expressing anger in conflict: when it helps and when it hurts. J. Appl. Psychol. 92:1557–69
    [Google Scholar]
  154. Van Kleef GA, De Dreu CKW, Manstead ASR. 2004a. The interpersonal effects of anger and happiness in negotiations. J. Pers. Soc. Psychol. 86:57–76
    [Google Scholar]
  155. Van Kleef GA, De Dreu CKW, Manstead ASR. 2004b. The interpersonal effects of emotions in negotiations: a motivated information processing approach. J. Pers. Soc. Psychol. 87:510–28
    [Google Scholar]
  156. Van Kleef GA, De Dreu CKW, Manstead ASR. 2006. Supplication and appeasement in conflict and negotiation: the interpersonal effects of disappointment, worry, guilt, and regret. J. Pers. Soc. Psychol. 91:124–42
    [Google Scholar]
  157. Van Kleef GA, Homan AC, Beersma B, Van Knippenberg D. 2010. On angry leaders and agreeable followers: how leaders’ emotions and followers’ personalities shape motivation and team performance. Psychol. Sci. 21:1827–34
    [Google Scholar]
  158. Van Kleef GA, Homan AC, Beersma B, Van Knippenberg D, Van Knippenberg B, Damen F. 2009. Searing sentiment or cold calculation? The effects of leader emotional displays on team performance depend on follower epistemic motivation. Acad. Manag. J. 52:562–80
    [Google Scholar]
  159. Van Kleef GA, Oveis C, Van der Löwe I, LuoKogan A, Goetz J, Keltner D. 2008. Power, distress, and compassion: turning a blind eye to the suffering of others. Psychol. Sci. 19:1315–22
    [Google Scholar]
  160. Van Kleef GA, Van den Berg H, Heerdink MW. 2015. The persuasive power of emotions: effects of emotional expressions on attitude formation and change. J. Appl. Psychol. 100:1124–42
    [Google Scholar]
  161. Visser VA, Van Knippenberg D, Van Kleef GA, Wisse B. 2013. How leader displays of happiness and sadness influence follower performance: emotional contagion and creative versus analytical performance. Leadersh. Q. 24:172–88
    [Google Scholar]
  162. Wagenmakers EJ, Beek T, Dijkhoff L, Gronau QF. 2016. Registered replication report: Strack, Martin, & Stepper (1988). Perspect. Psychol. Sci. 11:917–28
    [Google Scholar]
  163. Wang L, Northcraft G, Van Kleef GA. 2012. Beyond negotiated outcomes: the hidden costs of anger expression in dyadic negotiation. Organ. Behav. Hum. Decis. Process. 119:54–63
    [Google Scholar]
  164. Wang L, Restubog S, Shao B, Lu V, Van Kleef GA. 2018. Does anger expression help or harm leader effectiveness? The role of competence-based versus integrity-based violations and abusive supervision. Acad. Manag. J. 61:1050–72
    [Google Scholar]
  165. Wang Z, Singh SN, Li YJ, Mishra S, Ambrose M, Biernat M. 2017. Effects of employees’ positive affective displays on customer loyalty intentions: an emotions-as-social-information perspective. Acad. Manag. J. 60:109–29
    [Google Scholar]
  166. Weisbuch M, Ambady N. 2008. Affective divergence: automatic responses to others’ emotions depend on group membership. J. Pers. Soc. Psychol. 95:1063–79
    [Google Scholar]
  167. Weisbuch M, Grunberg RL, Slepian ML, Ambady N. 2016. Perceptions of variability in facial emotion influence beliefs about the stability of psychological characteristics. Emotion 16:957–64
    [Google Scholar]
  168. Wolf EB, Lee JJ, Sah S, Brooks AW. 2016. Managing perceptions of distress at work: reframing emotion as passion. Organ. Behav. Hum. Decis. Process. 137:1–12
    [Google Scholar]
  169. Wubben MJ, De Cremer D, Van Dijk E. 2009. When and how communicated guilt affects contributions in public good dilemmas. J. Exp. Soc. Psychol. 45:15–23
    [Google Scholar]
  170. Wubben MJ, De Cremer D, Van Dijk E. 2012. Is pride a prosocial emotion? Interpersonal effects of authentic and hubristic pride. Cogn. Emot. 26:1084–97
    [Google Scholar]
/content/journals/10.1146/annurev-psych-020821-010855
Loading
  • Article Type: Review Article
This is a required field
Please enter a valid email address
Approval was a Success
Invalid data
An Error Occurred
Approval was partially successful, following selected items could not be processed due to error