Emotion and Decision Making

Published on Jan 5, 2015in Annual Review of Psychology18.156
· DOI :10.1146/ANNUREV-PSYCH-010213-115043
Jennifer S. Lerner40
Estimated H-index: 40
(Harvard University),
Ye Li10
Estimated H-index: 10
(Columbia University)
+ 1 AuthorsKarim S. Kassam17
Estimated H-index: 17
(Harvard University)
Sources
Abstract
A revolution in the science of emotion has emerged in recent decades, with the potential to create a paradigm shift in decision theories. The research reveals that emotions constitute potent, pervasive, predictable, sometimes harmful and sometimes beneficial drivers of decision making. Across different domains, important regularities appear in the mechanisms through which emotions influence judgments and choices. We organize and analyze what has been learned from the past 35 years of work on emotion and decision making. In so doing, we propose the emotion-imbued choice model, which accounts for inputs from traditional rational choice theory and from newer emotion research, synthesizing scientific models.
Download
📖 Papers frequently viewed together
2,122 Citations
1,905 Citations
370 Citations
References162
Newest
#1Elizabeth A. PhelpsH-Index: 92
#2Karolina M. LempertH-Index: 13
Last. Peter Sokol-Hessner (NYU: New York University)H-Index: 16
view all 3 authors...
Although the prevalent view of emotion and decision making is derived from the notion that there are dual systems of emotion and reason, a modulatory relationship more accurately reflects the current research in affective neuroscience and neuroeconomics. Studies show two potential mechanisms for affect's modulation of the computation of subjective value and decisions. Incidental affective states may carry over to the assessment of subjective value and the decision, and emotional reactions to the...
188 CitationsSource
#1David DeSteno (NU: Northeastern University)H-Index: 36
#2Ye Li (UCR: University of California, Riverside)H-Index: 10
Last. Jennifer S. Lerner (Harvard University)H-Index: 40
view all 4 authors...
The human mind tends to excessively discount the value of delayed rewards relative to immediate ones, with “hot†affective processes believed to drive desires for short-term gratification. Supporting this view, recent findings demonstrate that sadness exacerbates financial impatience even when the sadness is unrelated to the economic decision at hand (Lerner, Li, & Weber, 2012). Such findings might reinforce the view that emotions must always be suppressed to combat impatience. But if emotion...
61 CitationsSource
#1Uri Gneezy (UvA: University of Amsterdam)H-Index: 76
#2Alex Imas (UCSD: University of California, San Diego)H-Index: 13
We propose that individuals use anger strategically in interactions. We first show that in some environments angering people makes them more effective in competitions, whereas in others, anger makes them less effective. We then show that individuals anticipate these effects and strategically use the option to anger their opponents. In particular, they are more likely to anger their opponents when anger negatively affects the opponents’ performances. This finding suggests people understand the ef...
28 CitationsSource
#1Belinda CamposH-Index: 22
#2Dacher KeltnerH-Index: 106
6 CitationsSource
#2J. CarnevaleH-Index: 1
Last. Jonathan GratchH-Index: 65
view all 3 authors...
The expression of emotion can play a significant role in strategic decision-making. In this study, we hypothesized that emotion expression alters behavior in morally charged negotiation. We investigated the impact of facial displays of discrete emotions, specifically anger and sadness, in a morally charged multi-issue negotiation task. Our results indicate that if a negotiator associated moral significance to the object of the negotiation, displays of anger resulted in reduced concession making ...
22 Citations
#1Piercarlo Valdesolo (CMC: Claremont McKenna College)H-Index: 11
#2Jesse Graham (SC: University of Southern California)H-Index: 34
Across five studies, we found that awe increases both supernatural belief (Studies 1, 2, and 5) and intentional-pattern perception (Studies 3 and 4)—two phenomena that have been linked to agency detection, or the tendency to interpret events as the consequence of intentional and purpose-driven agents. Effects were both directly and conceptually replicated, and mediational analyses revealed that these effects were driven by the influence of awe on tolerance for uncertainty. Experiences of awe dec...
109 CitationsSource
#1Celso M. de Melo (SC: University of Southern California)H-Index: 15
#2Peter J. Carnevale (SC: University of Southern California)H-Index: 45
Last. Jonathan Gratch (SC: University of Southern California)H-Index: 65
view all 4 authors...
How do people make inferences about other people's minds from their emotion displays? The ability to infer others' beliefs, desires, and intentions from their facial expressions should be especially important in interdependent decision making when people make decisions from beliefs about the others' intention to cooperate. Five experiments tested the general proposition that people follow principles of appraisal when making inferences from emotion displays, in context. Experiment 1 revealed that...
126 CitationsSource
#1Gert-Jan Lelieveld (LEI: Leiden University)H-Index: 9
#2Eric van Dijk (LEI: Leiden University)H-Index: 67
Last. Gerben A. van Kleef (UvA: University of Amsterdam)H-Index: 63
view all 4 authors...
On the basis of a social-functional approach to emotion, scholars have argued that expressing disappointment in negotiations communicates weakness, which may evoke exploitation. Yet, it is also argued that communicating disappointment serves as a call for help, which may elicit generous offers. Our goal was to resolve this apparent inconsistency. We develop the argument that communicating disappointment elicits generous offers when it evokes guilt in the target, but elicits low offers when it do...
41 CitationsSource
#1Stéphane Côté (U of T: University of Toronto)H-Index: 33
#2Ivona Hideg (WLU: Wilfrid Laurier University)H-Index: 13
Last. Gerben A. van Kleef (UvA: University of Amsterdam)H-Index: 63
view all 3 authors...
Past research has found that showing anger induces cooperative behavior from counterparts in negotiations. We build on and extend this research by examining the effects of faking anger by surface acting (i.e., showing anger that is not truly felt inside) on the behavior of negotiation counterparts. We specifically propose that surface acting anger leads counterparts to be intransigent due to reduced trust. In Experiment 1, surface acting anger increased demands in a face-to-face negotiation, rel...
80 CitationsSource
#1Jeremy A. Yip (Yale University)H-Index: 9
#2Stéphane Côté (U of T: University of Toronto)H-Index: 33
In two experiments, we examined how a core dimension of emotional intelligence, emotion-understanding ability, facilitates decision making. Individuals with higher levels of emotion-understanding ability can correctly identify which events caused their emotions and, in particular, whether their emotions stem from events that are unrelated to current decisions. We predicted that incidental feelings of anxiety, which are unrelated to current decisions, would reduce risk taking more strongly among ...
78 CitationsSource
Cited By834
Newest
Recent findings and emerging trends concerning the role of affect and emotion in climate change perceptions and judgments as well as their potential as drivers of sustainable action are reviewed. The affective responses people experience toward climate change are consistently found to be among the strongest predictors of risk perceptions, mitigation behavior, adaptation behavior, policy support, and technology acceptance. As correlational results do not imply that inducing affective states will ...
4 CitationsSource
Source
Abstract null null This paper is the first to consider the link between information in the facial expressions of economic actors and economic activity. While much research has focused on text based sentiment, little is understood about the possible information conveyed by facial expressions. A collection of media photographs corresponding to the US economy for the period 1996-2018 is used to construct indices of emotions communicated by facial expressions. The indices are correlated with busines...
Source
Abstract null null In May 2018, the Supreme Court ruled the Professional and Amateur Sports Protection Act (which made sports betting largely illegal in the U.S.) unconstitutional. This set the stage for legal sports betting—a new consumer behavior (or innovation) with the potential to increase fan engagement and create new revenue streams for leagues and teams. Although many believe sports betting will lead to positive marketing outcomes for leagues and teams, we question whether it can also le...
Source
#1Markus Lange (FU: Free University of Berlin)H-Index: 1
#2Christian von Scheve (FU: Free University of Berlin)H-Index: 18
How do actors on financial markets transform the plethora of informational signals into concrete valuations of traded assets? How do they make decisions in an environment characterized by fundament...
Source
#1Raphael Underwood ('KCL': King's College London)H-Index: 5
#2Eva K. Tolmeijer ('KCL': King's College London)H-Index: 1
Last. Liam Mason (UCL: University College London)H-Index: 14
view all 0 authors...
Abstract null null Existing models of emotion processing are based almost exclusively on brain activation data, yet make assumptions about network connectivity. There is a need to integrate connectivity findings into these models. null We systematically reviewed all studies of functional and effective connectivity employing tasks to investigate negative emotion processing and regulation in healthy participants. Thirty-three studies met inclusion criteria. A quality assessment tool was derived fr...
Source
#1Sofia Collignon (RHUL: Royal Holloway, University of London)H-Index: 3
#2Wolfgang Rudig (University of Strathclyde)H-Index: 19
Source
#1Eamon Y. Duffy (JHUSOM: Johns Hopkins University School of Medicine)H-Index: 1
#2Dominique Ashen (Johns Hopkins University)H-Index: 1
Last. Miguel Cainzos-Achirica (JHUSOM: Johns Hopkins University School of Medicine)H-Index: 17
view all 0 authors...
Preventive cardiology visits have traditionally focused on educating patients about disease risk factors and the need to avoid and manage them through lifestyle changes and medications. However, long-term patient adherence to the recommended interventions remains a key unmet need. In this review we discuss the rationale and potential benefits of a paradigm shift in the clinician-patient encounter, from focusing on education to explicitly discussing key drivers of individual motivation. This incl...
Source
#1Andrea C Johnson (UPenn: University of Pennsylvania)H-Index: 8
#2Monique Mitchell Turner (MSU: Michigan State University)H-Index: 17
Last. Darren Mays (OSU: Ohio State University)H-Index: 1
view all 0 authors...
BACKGROUND Young adults are vulnerable to cigarette package marketing. Pictorial warning labels are recommended for tobacco control. Research should address questions raised in legal challenges including causal mechanisms. Evidence is mixed and understudied among young adults (e.g., discrete emotions and risk perceptions). PURPOSE This study investigated mediators of pictorial warning label effects on motivation to quit smoking among young adult smokers. METHODS This study analyzed data from a r...
Source
#1Shiran Bord (Max Stern Academic College of Emek Yezreel)H-Index: 4
#2Ayelet Schor (Max Stern Academic College of Emek Yezreel)
Last. Dafna Halperin (Max Stern Academic College of Emek Yezreel)H-Index: 2
view all 0 authors...
Social distancing was found to prevent COVID-19 contagion. Therefore, understanding the factors associated with the public’s adherence is important. Acknowledging the importance of emotional wellbeing regarding older people’s health, and understanding their emotional state during the pandemic, are crucial. This study assessed factors associated with older people’s adherence to social distancing and their emotional status. A cross-sectional online survey was conducted among 1822 respondents above...
Source