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29 results

Page 1 of 2

  • When and why does observability increase honesty? The role of gossip and reputational concern

  • Annika S. Nieper, Bianca Beersma, Maria T. M. Dijkstra, Gerben A. Van Kleef
  • Journal:
    Judgment and Decision Making / Volume 20 / 2025
    Published online by Cambridge University Press:
    13 January 2025, e5
    • Article
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  • People frequently engage in dishonest behavior, which entails costs to society. A common advice to increase honesty is to enhance observability. However, previous research produced conflicting findings, making it unclear when and why observability increases honesty. Here we show that observability enhances honesty when observers can gossip to relevant others (i.e., to future interaction partners who can influence the gossip target’s outcome), because it increases reputational concern. In 2 incentivized and pre-registered studies, participants privately rolled a die 30 times and were informed that reporting higher numbers would lead to higher outcomes (total N = 1608; 28650 observations). We manipulated observability and gossip. Both studies revealed that gossip to relevant others decreased dishonest reporting, whereas mere observation did not. Importantly, reputational concern partly mediated the impact of gossip on dishonesty. Moreover, gossip influenced recipients’ trust in gossip targets, with messages denoting dishonesty swaying trust more than messages denoting honesty. Our findings demonstrate when and why observability promotes honesty.

  • CHAPTER 9 - Social effects of emotions in leadership

  • from Part II - Social effects of emotions: the empirical record
  • Gerben A. van Kleef, Universiteit van Amsterdam
  • Book:
    The Interpersonal Dynamics of Emotion
    Published online:
    05 April 2016
    Print publication:
    21 April 2016, pp 170-194

  • Summary

    This chapter is concerned with the role of emotions in leader-follower relations. The central question in this chapter is how the emotional expressions of a leader influence the emotions, cognitions, attitudes, and behaviors of followers, and what the consequences are for leadership effectiveness. Research in this area has documented that leaders' emotional expressions may influence follower behavior and leadership effectiveness by triggering affective reactions (e.g., emotional contagion, liking of the leader) as well as inferential processes (e.g., inferences regarding performance quality) in followers. I will discuss studies on the contingencies of these processes and their outcomes, many of which relate to followers' information processing or the perceived appropriateness of the leaders' emotional displays. In this area, too, emerging evidence points to a critical role of emotional intelligence in determining the social effects of emotions, and this research is also reviewed.

  • Chapter 2 - Emotions as social information

  • from Part I - Emotions as Social Information Theory
  • Gerben A. van Kleef, Universiteit van Amsterdam
  • Book:
    The Interpersonal Dynamics of Emotion
    Published online:
    05 April 2016
    Print publication:
    21 April 2016, pp 13-36

  • Summary

    In this chapter I develop the general idea that a primary function of emotions is to disambiguate social situations by providing relevant information to other individuals in the social environment. I discuss theorizing on the evolution and social functions of emotions, research on social referencing in humans and emotional understanding in non-human primates, claims regarding the universality of emotional expressions, and evidence for the deliberate targeting of emotional expressions to other individuals and for the modulation of emotional expressivity by the presence of others. I then review illustrative research on the role of emotional expressions as cues to social predispositions. The chapter closes with a brief discussion of psychological disorders and physical conditions that compromise social interaction by disrupting the social-communicative functions of emotions.

  • Chapter 11 - Caveats and future directions

  • from Part III - Conclusions, implications, and new directions
  • Gerben A. van Kleef, Universiteit van Amsterdam
  • Book:
    The Interpersonal Dynamics of Emotion
    Published online:
    05 April 2016
    Print publication:
    21 April 2016, pp 223-243

  • Summary

    This chapter discusses limits to our current understanding and provides directions for future research. I first consider issues pertaining to evolutionary arguments about emotions and the separability of affective reactions and inferential processes. Next I make a case for expanding the repertoire of emotional expressions in future research. I discuss the importance of going beyond valence, draw attention to the concepts of mixed and dynamic emotional expressions, stress the importance of emotional intensity, and consider the distinction between incidental and integral emotions. Then I call attention to temporal issues in the study of the social effects of emotions, including longer-term effects of emotional expressions, the frequency of emotional expressions, feedback loops and reciprocal emotional influence, and the social effects of anticipated emotions. I then call for greater attention to the social context within which emotional expressions occur, including the role of culture. I argue that the interpersonal approach to emotions is highly relevant to the fields of clinical and developmental psychology, political science, sports science, and criminology, and I call for more research in these areas. I conclude by arguing that emotions constitute the only real world language and that the social-communicative functions of emotions are their primary raison d'être.

  • Chapter 1 - Emotion

  • Gerben A. van Kleef, Universiteit van Amsterdam
  • Book:
    The Interpersonal Dynamics of Emotion
    Published online:
    05 April 2016
    Print publication:
    21 April 2016, pp 1-10

  • Summary

    In this chapter I introduce the interpersonal perspective on emotions. I define what I mean by emotion and how emotions are different from the related concepts of affect and mood. I provide a brief historical overview of theorizing and research on emotion, which clarifies that the effects of emotions have traditionally been conceptualized and studied at the individual level of analysis. I then discuss prior theorizing that has been influential in pushing towards a more social conception of emotions, including work by Charles Darwin, Paul Ekman, Nico Frijda, Tony Manstead, Dacher Keltner, Brian Parkinson, Agneta Fischer, and several others. I define the scope of the book by describing the essence of the interpersonal approach to emotion and explaining how this approach is different from other existing perspectives. The chapter concludes with an overview of the book. The first part of the book (Chapters 2-4) lays out emotions as social information (EASI) theory. The second part of the book (Chapters 5-9) provides a comprehensive review of research on the social effects of emotions. The third part of the book (Chapters 10-11) summarizes the current state of the art, highlights implications for theory and research, and discusses caveats and future directions.

  • CHAPTER 8 - Social effects of emotions on consumer behavior and customer service

  • from Part II - Social effects of emotions: the empirical record
  • Gerben A. van Kleef, Universiteit van Amsterdam
  • Book:
    The Interpersonal Dynamics of Emotion
    Published online:
    05 April 2016
    Print publication:
    21 April 2016, pp 146-169

  • Summary

    This chapter reviews the literature on the social effects of emotions in the context of customer service and consumer behavior. The first part of the chapter reviews research on the effects of service providers' emotional displays on the emotions, product attitudes, purchase intentions, and actual behavior of consumers. In this context I also discuss work on emotional labor and the perceived authenticity and appropriateness of service providers' emotional displays. Reversing the focus, the second part of the chapter addresses research on the effects of customers' emotional expressions on service employees' emotions, job satisfaction, wellbeing, cognitions, and performance. In the third part of the chapter I review studies on the effects of emotional expressions on the effectiveness of persuasive communications. The fourth part is devoted to emerging research on interpersonal emotion regulation in customer service. The final part of the chapter addresses the role of emotional intelligence in the service industry.

  • CHAPTER 10 - Critical evaluation, theoretical integration, and implications

  • from Part III - Conclusions, implications, and new directions
  • Gerben A. van Kleef, Universiteit van Amsterdam
  • Book:
    The Interpersonal Dynamics of Emotion
    Published online:
    05 April 2016
    Print publication:
    21 April 2016, pp 197-222

  • Summary

    This chapter summarizes emotions as social information (EASI) theory and provides a critical evaluation of its empirical support. I discuss how EASI relates to other theories on emotion, including the affect-as-information, affect infusion, and affect-as-input models. Next I discuss similarities and differences between EASI and models in the dual-process tradition. I also discuss the relationship between EASI and theorizing on emotional contagion, social appraisal, and reverse appraisal. Then I consider how EASI relates to affective events theory and the dual threshold model of anger. Next I highlight implications of the EASI framework for theory and research. Special attention is devoted to evolution and the social functionality of emotions, emotion regulation, emotional intelligence, the functional equivalence of expressive modalities, and the importance of studying discrete emotions rather than diffuse positive versus negative affect.

  • Chapter 7 - Social effects of emotions in conflict and negotiation

  • from Part II - Social effects of emotions: the empirical record
  • Gerben A. van Kleef, Universiteit van Amsterdam
  • Book:
    The Interpersonal Dynamics of Emotion
    Published online:
    05 April 2016
    Print publication:
    21 April 2016, pp 123-145

  • Summary

    In this chapter I review research on the interpersonal effects of emotions in conflict and negotiation. The key question here is how emotional expressions influence cooperation versus competition in situations of mixed-motive interdependence. I review research on the influence of emotional expressions in the context of a variety of conflict management settings, such as bargaining, dispute resolution, and coalition formation. These studies indicate that emotional expressions shape negotiation behavior and the resolution versus escalation of conflicts by instigating affective reactions as well as inferential processes in observers, depending on observers' information processing tendencies and on the perceived appropriateness of the emotional expressions. I also discuss emerging research on the role of emotional intelligence in conflict and negotiation.

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