How experts use their emotions to influence decision makers: Differentiating two unique mechanisms

Sophia Cai, Jun Gu

Research output: Chapter in Book/Report/Conference proceedingConference abstractpeer-review

Abstract

This paper examines two distinct mechanisms via which the affective expression of an expert can influence a decision maker’s evaluation of a strategic issue faced by an organization. Results from two experimental studies consistently showed that an expert’s excitement caused decision makers to evaluate a strategic issue more positively via two distinct mechanisms – an affective-oriented mechanism and a cognitive-oriented mechanism. More importantly, this paper is the first to show that the influence achieved via the two mechanisms have unique characteristics on decision makers. The influence achieved via the affective-oriented mechanism was issue-diffusive and time-bound. In contrast, the influence achieved via the cognitive-oriented mechanism was issue-bound and time-diffusive. Implications of the findings and future research directions are discussed.
Original languageEnglish
Title of host publicationAcademy of Management Proceedings
EditorsSonia Taneja
PublisherAcademy of Management
Number of pages1
Volume2021
DOIs
Publication statusPublished - 26 Jul 2021
Event81st Annual Meeting of the Academy of Management - virtual
Duration: 29 Jul 20214 Aug 2021
https://aom.org/events/annual-meeting

Conference

Conference81st Annual Meeting of the Academy of Management
Abbreviated titleAOM Annual Meeting
Period29/07/214/08/21
Internet address

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