Emotion is for influence

Kleef, Gerben A. van; Doorn, Evert A. van; Heerdink, Marc W.; Koning, Lukas

doi:10.1080/10463283.2011.627192

Cited by 150 publications

(202 citation statements)

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“…Consequently, EASI theory posits that expressions of the same emotion that are emitted via different expressive modalities (i.e., in the face, through the voice, by means of bodily postures, with words, or via symbols such as emoticons) have comparable effects, provided that the emotional expressions can be perceived by others (Van Kleef, Van Doorn, Heerdink, & Koning, 2011). The suitability of the various expressive channels within a given interaction context depends on situational affordances that influence the effectiveness of various types of verbal and nonverbal communication.…”

Section: Social Effects Of Emotions Across Expressive Modalitiesmentioning

confidence: 99%

The Social Effects of Emotions are Functionally Equivalent Across Expressive Modalities

Kleef

2017

Psychological Inquiry

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Section: Social Effects Of Emotions Across Expressive Modalitiesmentioning

confidence: 99%

The Social Effects of Emotions are Functionally Equivalent Across Expressive Modalities

Kleef

2017

Psychological Inquiry

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“…If leaders perceive these emotional expressions to be appropriate, would the result be different? Van Kleef et al (2011) pointed out that the perceived appropriateness of the emotional expression may moderate the effect of emotional expressions. Therefore, if leaders consider the emotional expression to be appropriate, emotional expressions may not reduce persuasion as much as when leaders consider these emotional expressions to be inappropriate.…”

Section: Studymentioning

confidence: 99%

“…First, we examined the role of power and the perceived appropriateness of the emotional expressions. Based on Van Kleef's EASI model, emotional expressions produce interpersonal effects by triggering affective reactions and/or inferential processes in recipients, depending on the recipient's information processing, and the perceived appropriateness of the emotional expression (Van Kleef, Van Doorn, Heerdink, & Koning, 2011). Therefore, power (a factor affecting how people process information), as well as perceived appropriateness, may moderate the effect of emotional expressions.…”

Section: Introductionmentioning

confidence: 99%

“…We anticipated that followers' emotional expressions are seen as inappropriate by leaders because dominant people are expected to express emotions such as anger (Hess, Adams, & Kleck, 2005;Tiedens, 2001), and they do not like mimetic behavior from subservient individuals (Tiedens & Fragale, 2003). According to Van Kleef et al (2011), inappropriate and appropriate emotional expressions may have different social consequences. Inappropriate emotional expressions have been found to cause retaliation in negotiation (Van Kleef & Côté, 2007).…”

Section: Introductionmentioning

confidence: 99%

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Effects of emotional expressions on persuasion

et al. 2015

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This paper investigates how expressions of emotion affect persuasiveness when the expresser and the recipient have different levels of power. The first study demonstrates that when the recipient overpowers the expresser, emotional expressions reduce persuasion. A second study reveals that power and perceived appropriateness of emotional expressions independently moderate the effect of emotional expressions. Emotional expressions hamper persuasion when the recipient overpowers the expresser, or when the emotional expressions are considered inappropriate.

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“…Said ability is captured in the construct epistemic motivation and 40 is partly rooted in various personality traits (Kruglanski & Webster, 1996). For example, a higher need for cognition, a lower need for cognitive closure and personal structure, as well as a higher openness to experience has been proposed to reflect high epistemic motivation and therefore a predisposition to cognitively interpret emotional expressions (van Kleef et al, 2012).Second, social-contextual factors contributing to follower perceptions as to which emotional expression is deemed appropriate or inappropriate represent a further contingency that influences whether leader displays of emotion induce an affective reaction or a cognitive interpretation, respectively (Van Kleef et al, 2011). …”

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The Two-Faced Leader: Effects of Leader Emotional Inconsistency on Follower Creative Performance

Stollberger¹,

Guillaume

2016

AMPROC

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Doctor of Philosophy 2016 THESIS SUMMARYBased on a review of the literatures pertaining to leadership, affect, and creative performance, the studies conducted as part of this thesis aim at testing a research model that examines how and under which conditions leader emotional inconsistency between happiness and anger is related to follower creative performance. For an experimental test of the proposed research model I collected data from 94 followers for whom a leader-follower interaction was simulated using a video manipulation. Moderated mediation analyses revealed that leader emotional inconsistency was positively associated with follower creative performance via increases in creative process engagement, but only for followers with high levels of epistemic motivation, which sheds light on the importance of follower's information processing capabilities when faced with complex emotional leadership. I replicated the results of the first study in a second experiment where a leader-follower interaction was simulated using a scenario manipulation. Using data collected from 81 followers, moderated mediation analyses showed that leader displays of emotional inconsistency were positively related to creative performance via increases in creative process engagement for followers with high levels of epistemic motivation. Both experimental studies provide evidence towards the directionality of the examined interrelationships across different types of experimental manipulations employed. Finally, I replicated the research model of this thesis in a field setting using a measurement scale of leader emotional inconsistency specifically developed for this study. Week-level data was collected from 60 leader-follower dyads working in two organisations and providing a total of 253 matched weekly leader and follower responses. Multilevel moderated mediation analyses showed that follower weekly creative performance follows from weekly leader displays of emotional inconsistency via increases in weekly creative process engagement for followers with high epistemic motivation. Taken together, the studies conducted provide both internal and external validity to the theoretically derived research model of this thesis.Keywords: Leader emotional inconsistency; happiness; anger; creative process engagement; creative performance; epistemic motivation; experiment; diary study; multilevel research; EASI theory 3 DEDICATION Kedves Tatámnak, nyugodj békében.To my dear grandpa, may you rest in peace.Szász Mihály (1925 -2016) 4 ACKNOWLEDGEMENTS Many colleagues and friends supported me on my PhD journey and I would like to express my gratitude to them. First of all, I would like to thank my supervisor Dr Yves Guillaume for steering me through the three intense years it took me to complete this thesis. As I never really warmed up to the label "student", I thank Yves for his patience and perseverance in dealing with a rebellious and at times stubborn PhD student such as myself. I also want to thank Prof Richard Crisp for his assistance in the writ...

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Emotion is for influence

Cited by 150 publications

References 152 publications

The Social Effects of Emotions are Functionally Equivalent Across Expressive Modalities

The Social Effects of Emotions are Functionally Equivalent Across Expressive Modalities

Effects of emotional expressions on persuasion

The Two-Faced Leader: Effects of Leader Emotional Inconsistency on Follower Creative Performance

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