The Effect of Induced Positive and Negative Emotion and Openness-to-Feeling in Student’s Consumer Decision Making

How do emotional states affect risk-taking and consumer decisions? Serial experiments were conducted to demonstrate and explain the relationships among emotions, risk-taking, and consumer decisions. Study 1 showed that participants whose emotional condition was negative were more likely to systematically engage in risk-taking behavior than those exhibiting positive emotions, and the emotional effects were moderated by openness to feeling (OF) as a function of individual personality. Studies 2–5 were mainly to examine the effects of emotional conditions on consumer decision. The results of studies 2–5 substantiated our prediction that participants in positive emotional states were less likely to respond to puffer advertising and sales promotion, thus increasing the share of an option that is “average” in all dimensions, and more likely to have a compromise effect than in those in a negative emotional condition. Studies 2–5 also found that the emotional effects were moderated by individuals’ openness to their own feelings. The effects are discussed in relation to the literature on emotions, risk-taking, and consumer decisions.     

I feel so sorry! Tapping the joint influence of empathy and personal distress on helping behavior

Observing a person in need usually provokes a compound and dynamic emotional experience made up of empathy and personal distress which, in turn, may influence helping behavior. As the exclusive use of rating scales to measure these two emotions does not permit the analysis of their concurrent evolution, we added the analogical emotional scale (AES) in order to measure how these two emotions evolve throughout the emotional experience, from its onset to its conclusion. Therefore, in two studies, the concurrence of empathy and personal distress was induced, both rating scales and AES were used, and participants were given an unexpected opportunity to help. Two effects were found. First, the helping behavior was lower when personal distress prevailed over empathy at the end of the experience (Studies 1 and 2). Second, this “end” effect was coherent with the nature of the different motives evoked by personal distress and empathy—directed to increasing either one’s own welfare (egoistic) or the victim’s welfare (altruism) (Study 2). These results support the usefulness of combining the rating scales and the AES for gaining a better understanding of the nature and behavioral consequences of complex, compound and dynamic emotional experiences.     

Masked emotional priming beyond global valence activations

An immense body of research demonstrates that emotional facial expressions can be processed unconsciously. However, it has been assumed that such processing takes place solely on a global valence-based level, allowing individuals to disentangle positive from negative emotions but not the specific emotion. In three studies, we investigated the specificity of emotion processing under conditions of limited awareness using a modified variant of an affective priming task. Faces with happy, angry, sad, fearful, and neutral expressions were presented as masked primes for 33 ms (Study 1) or 14 ms (Studies 2 and 3) followed by emotional target faces (Studies 1 and 2) or emotional adjectives (Study 3). Participants’ task was to categorise the target emotion. In all three studies, discrimination of targets was significantly affected by the emotional primes beyond a simple positive versus negative distinction. Results indicate that specific aspects of emotions might be automatically disentangled in addition to valence, even under conditions of subjective unawareness.     

Are emotionally intelligent people less prejudiced? The importance of emotion management skills for outgroup attitudes

People vary in their ability to understand, process, and manage information about one's own and others’ emotions, a construct known as Emotional Intelligence (EI). Past research highlighted the importance of EI in interpersonal relations as well as the key role of emotions underlying outgroup prejudice. Remarkably, hardly any research has investigated the associations between EI and outgroup prejudice. In three studies (total N = 922) conducted in Spain and the United Kingdom, we measured emotional intelligence using self-report and performance tests and prejudice toward a variety of outgroups. Results showed that those with stronger performance-based emotion management skills expressed lower generalized ethnic prejudice (Studies 1–3), more positive attitudes toward immigrants (Study 2a) and refugees (Study 2b), and less homophobic attitudes (Study 3). This negative association between emotion management and prejudice was found with different performance-based EI measures and held after controlling for self-perceived EI (Study 1) and self-reported abilities to regulate emotions (Study 3). Study 3 further demonstrated that higher empathy partly accounted for the association between emotion management and prejudice. The findings suggest that emotion management abilities play an important, but so far largely neglected role in generalized prejudice.     

Seeking security or growth: a regulatory focus perspective on motivations in romantic relationships

Using a multimethod approach, we examined how regulatory focus shapes people's perceptual, behavioral, and emotional responses in different situations in romantic relationships. We first examined how chronic regulatory focus affects romantic partners' support perceptions and problem-solving behaviors while they were engaged in a conflict resolution discussion (Study 1). Next, we experimentally manipulated regulatory focus and tested its effects on partner perceptions when individuals recalled a prior conflict resolution discussion (Study 2). We then examined how chronic regulatory focus influences individuals' emotional responses to hypothetical relationship events (Study 3) and identified specific partner behaviors to which people should respond with regulatory goal-congruent emotions (Study 4). Strongly prevention-focused people perceived their partners as more distancing and less supportive during conflict (Studies 1 and 2), approached conflict resolution by discussing the details related to the conflict (Study 1), and experienced a negative relationship outcome with more agitation (Study 3). Strongly promotion-focused people perceived their partners as more supportive and less distancing (Studies 1 and 2), displayed more creative conflict resolution behavior (Study 1), and experienced a negative relationship outcome with more sadness and a favorable outcome with more positive emotions (Study 3). In Study 4, recalling irresponsible and responsible partner behaviors was associated with experiencing more prevention-focused emotions, whereas recalling affectionate and neglectful partner behaviors was associated with more promotion-focused emotions. The findings show that regulatory focus and approach-avoidance motivations influence certain interpersonal processes in similar ways, but regulatory focus theory also generates novel predictions on which approach-avoidance models are silent.     

Physiological and self-reported disgust reactions to obesity

There is accumulating evidence that disgust plays an important role in prejudice toward individuals with obesity, but that research is primarily based on self-reported emotions. In four studies, we examined whether participants displayed a physiological marker of disgust (i.e. levator labii activity recorded using facial electromyography) in response to images of obese individuals, and whether these responses corresponded with their self-reported disgust to those images. All four studies showed the predicted self-reported disgust response toward images of obese individuals. Study 1 further showed that participants exhibited more levator activity to images of obese individuals than to neutral images. However, Studies 2–4 failed to provide any evidence that the targets’ body size affected levator responses. These findings suggest that disgust may operate at multiple levels, and that the disgust response to images of obese individuals may be more of a cognitive-conceptual one than a physiological one.     

A Status Account of Gender Stereotypes: Beyond Communality and Agency

Women's lower status relative to men can account for people's differential attribution to women and men, of the constructs of the Extended Personal Attributes Questionnaire (EPAQ; Spence, Helmreich, & Holahan, 1979). Ratings in all three studies were made on the EPAQ scales. In Study 1a, participants rated their perceptions of the stereotypes of women and of men. In Study 1b, participants reported their own perceptions of women and men. In Study 2, participants were presented a minimal status manipulation (Conway, Pizzamiglio, & Mount, 1996) for which status is unconfounded with gender; participants then reported their perceptions of low- and high-status individuals. The men in Studies 1a and 1b were perceived as were high-status individuals in Study 2. Except for (i.e., verbal passive-aggression nagging, whining), women in Studies 1a and 1b were perceived as were low-status individuals in Study 2. Results are discussed in terms of status accounts of gender stereotypes and gender differences in social behavior.     

Alexithymia and Affect Intensity of Fine Artists

Research on creative artists has examined mainly their personality traits or cognitive abilities. However, it seems important to explore also their emotional traits to complete the profile. This study examines two emotional characteristics: alexithymia and affect intensity. Even if most research suggests that artists are less alexithymic and experience more intensively their emotions, Botella, M., Zenasni, F., and Lubart, T. (Psychology of Aesthetics, Creativity, and the Arts, 5 , 251, 2011) observed that art students were as alexithymic as psychology students and more alexithymic than a normative population. The aim of this study was to examine these issues with artists and non‐artists and to compare artists to art students. Results indicate that artists are less alexithymic and present higher affect intensity than non‐artists. Moreover, results show that art students present more difficulties processing their emotions than artists.     

Masked emotional priming beyond global valence activations

An immense body of research demonstrates that emotional facial expressions can be processed unconsciously. However, it has been assumed that such processing takes place solely on a global valence-based level, allowing individuals to disentangle positive from negative emotions but not the specific emotion. In three studies, we investigated the specificity of emotion processing under conditions of limited awareness using a modified variant of an affective priming task. Faces with happy, angry, sad, fearful, and neutral expressions were presented as masked primes for 33 ms (Study 1) or 14 ms (Studies 2 and 3) followed by emotional target faces (Studies 1 and 2) or emotional adjectives (Study 3). Participants' task was to categorise the target emotion. In all three studies, discrimination of targets was significantly affected by the emotional primes beyond a simple positive versus negative distinction. Results indicate that specific aspects of emotions might be automatically disentangled in addition to valence, even under conditions of subjective unawareness.     

The impact of rewards on empathic accuracy and emotional mimicry

The notion that motivation influences empathic accuracy has been inferred from aspects of the task, the situation or the relationship between interaction partners or between groups. The present research assessed whether monetary reward influences cognitive and affective empathy. In Study 1, cognitive empathy was assessed for 42 participants who decoded briefly (33 ms) presented expressions of sadness and anger. For half the participants, correctly decoded expressions on male faces were rewarded, for the other half correctly decoded expressions on female faces were rewarded. The results showed that rewards increase empathic accuracy for both emotions equally. In Study 2, facial EMG was measured as well to assess emotional mimicry as an index of affective empathy. Study 2 replicated the findings from Study 1 and found a moderation of affective empathy as indexed through facial mimicry for sadness. Thus, simple monetary rewards affect both cognitive and affective empathy.     

Misery has more company than people think: underestimating the prevalence of others' negative emotions

Four studies document underestimations of the prevalence of others' negative emotions and suggest causes and correlates of these erroneous perceptions. In Study 1a, participants reported that their negative emotions were more private or hidden than were their positive emotions; in Study 1b, participants underestimated the peer prevalence of common negative, but not positive, experiences described in Study 1a. In Study 2, people underestimated negative emotions and overestimated positive emotions even for well-known peers, and this effect was partially mediated by the degree to which those peers reported suppression of negative (vs. positive) emotions. Study 3 showed that lower estimations of the prevalence of negative emotional experiences predicted greater loneliness and rumination and lower life satisfaction and that higher estimations for positive emotional experiences predicted lower life satisfaction. Taken together, these studies suggest that people may think they are more alone in their emotional difficulties than they really are.     

I might ease your pain,but only if you’re sad: The impact of the empathized emotion in the empathy-helping association

Ample research demonstrated that empathizing with someone in need promotes helping that person. Two studies examined whether this effect of empathy on helping behavior holds across different emotional reactions expressed by a target in need. Results of Study 1 indicate that perspective taking with a sad needy target increased empathic concern which, in turn, fostered helping the individual. This relation was not found for participants taking the perspective of angry or disgusted needy targets. Study 2 provides further support for the underlying mechanism of the results of Study 1. Perspective taking with a sad needy target increased empathizers’ empathic concern because perception of target neediness was increased. Again, this pattern was not found for perspective taking with an angry needy target. The findings correspond to theorizing on the role of emotions in person perception. Hence, the current research provides insights regarding the boundary conditions of the empathy-helping association.     

Empathizing With Others’ Pain Versus Empathizing With Others’ Joy: Examining the Separability of Positive and Negative Empathy and Their Relation to Different Types of Social Behaviors and Social Emotions

Existing work linking empathy with social behavior has focused overwhelmingly on empathy for the negative emotions of others. But recent research suggests that feeling along with others’ negative emotions is a capacity distinct from feeling along with others’ positive emotions. In Study 1, we demonstrate the separability of positive and negative empathy by showing that although both relate to some of the same foundational empathic processes, each has a number of distinct correlates. In Study 2 we take an experimental approach and show that encouraging participants to empathize with the positive versus negative emotions of a suffering yet hopeful social group results in distinct patterns of vicarious emotion. Finally, Study 3 shows that although both positive empathy and negative empathy are associated to a similar degree with helping behavior directed toward others in need, positive—but not negative—empathy is related to “everyday” prosocial behaviors aimed specifically at increasing others’ positive emotions (e.g., random acts of kindness). Together, these results provide what to our knowledge is the first demonstration of the causal potency of positive and negative empathy as well as the first evidence that positive and negative empathy relate to different types of social behaviors.     

Culture and group-based emotions: could group-based emotions be dialectical?

Group-based emotions are experienced when individuals are engaged in emotion-provoking events that implicate the in-group. This research examines the complexity of group-based emotions, specifically a concurrence of positive and negative emotions, focusing on the role of dialecticism, or a set of folk beliefs prevalent in Asian cultures that views nature and objects as constantly changing, inherently contradictory, and fundamentally interconnected. Study 1 found that dialecticism is positively associated with the complexity of Chinese participants’ group-based emotions after reading a scenario depicting a positive intergroup experience. Study 2 found that Chinese participants experienced more complex group-based emotions compared with Dutch participants in an intergroup situation and that this cultural difference was mediated by dialecticism. Study 3 manipulated dialecticism and confirmed its causal effect on complex group-based emotions. These studies also suggested the role of a balanced appraisal of an intergroup situation as a mediating factor.     

Emotional intelligence and job performance: The role of enactment and focus on others’ emotions

The link between emotional intelligence (EI) and job performance was examined focusing on the interplay between self- and other-focused EI dimensions. Two diary studies were conducted among divorce lawyers and salespersons. We adopted a two-level perspective including individual differences in EI (person-level EI) and within-person fluctuations in the usage of EI (enacted EI). It was hypothesized that a focus on others’ emotions predicts job performance in social jobs. Multilevel analyses showed that others-emotion appraisal contributed more to subjective (Studies 1 and 2) and objective (Study 2) job performance than other EI dimensions. This link was more apparent in person-level EI in Study 1 and in enacted EI in Study 2. Furthermore, EI dimensions interacted with regard to job performance, such that appraising the emotions of one person was more effective than appraising the emotions of two persons (other and self), and appraising others’ emotions was more effective when one’s own emotions were also used or regulated.     

Agreeableness, empathy, and helping: a person x situation perspective

This research program explored links among prosocial motives, empathy, and helping behavior. Preliminary work found significant relations among components of self-reported empathy and personality (N = 223). In Study 1, the authors examined the generality of prosocial behavior across situations and group memberships of victims (N = 622). In Study 2, empathic focus and the victim's outgroup status were experimentally manipulated (N = 87). Study 3 (N = 245) replicated and extended Study 2 by collecting measures of prosocial emotions before helping. In Study 4 (N = 244), empathic focus and cost of helping as predictors of helping behavior were experimentally manipulated. Overall, prosocial motivation is linked to (a) Agreeableness as a dimension of personality, (b) proximal prosocial cognition and motives, and (c) helping behavior across a range of situations and victims. In persons low in prosocial motivation, when costs of helping are high, efforts to induce empathy situationally can undermine prosocial behavior.     

Others as Objects: How Women and Men Perceive the Consequences of Self-Objectification

Although the negative psychological impact of self-objectification is well-documented, whether people generally recognize this impact in other people remains unclear. We hypothesized that due to their relatively limited experience with self-objectification, men are less likely than women to perceive its ramifications. In Study 1a, where 132 U.S. undergraduates were induced to perceive a female target as self-objectifying, women saw more negative emotions in her. Study 1b, using a U.S. online sample (N?=?170), indicated that this difference was not due to participants’ own state of self-objectification. In Study 2, when participants (U.S. online sample, N?=?84) identified with objectified targets, women again reported stronger negative reactions, further supporting our hypothesis. Implications and future directions are discussed.     

Eliciting Empathy for Adults in Chronic Pain through Autobiographical Memory Sharing

Two studies (N = 80; N = 91) investigated whether sharing an autobiographical memory increases empathy for a person experiencing chronic pain. Across studies, empathy was assessed after reading a pain‐related narrative of either a 25‐ or 85‐year‐old target and again after assignment to one of two recall conditions. Conditions involved recalling a pain‐related autobiographical memory (Studies 1 and 2), or as comparisons, recalling the target's pain narrative (Study 1) or recalling a character in pain from a movie (Study 2). Looking across both studies, empathy levels appear to increase after sharing an autobiographical memory but not in the comparison conditions. Increases in empathy were related to trait‐level agreeableness. When target‐age differences emerged (Study 2), participants felt greater empathy for the older person. Findings are discussed in terms of the function of autobiographical memory in eliciting pro‐social emotions such as empathy and implications for training empathic responding. Copyright © 2012 John Wiley & Sons, Ltd.     

Personality neglect. The unforeseen impact of personal dispositions on emotional life

The present research provides the first evidence that people neglect their own personalities when they envision their future emotional lives. In Study 1, students ignored the impact of their dispositional happiness in predicting how they would feel 2 weeks after receiving grades. Yet dispositional happiness played an important role in shaping actual emotional experiences. Similarly, exhibiting personality neglect, participants in Study 2 overlooked their trait levels of neuroticism and optimism when forecasting their reaction to Barack Obama's election, though these personality dimensions were related to their actual emotional reactions. Because they overlooked the influence of their own dispositions, individuals incorrectly predicted their future feelings. Ironically, as a result of this personality neglect, more optimistic individuals were less likely to see their emotional future in an overly rosy light, whereas more neurotic individuals were more likely to overestimate the pleasure that the future would bring.     

Pro‐peace or anti‐war: The effect of emotions primed by protest songs on emotions toward in‐group and out‐group in conflict

Members of societies in conflict hold stable positive and negative views, and emotions of the in‐group and out‐group, respectively. Music is a potent tool to express and evoke emotions. It is a social product created within a social and political context, reflecting, and commenting it. Protest songs aim to change views and attitudes toward ongoing conflicts. Their message may be expressed positively (pro‐peace songs) or negatively (anti‐war songs). Previous research has shown that evoking emotions such as guilt toward the in‐group or empathy toward the out‐group may influence attitudes toward reconciliation. The present research, conducted in Israel, presents three studies investigating whether emotions evoked by positive or negative protest songs may influence in‐group members' guilt toward the in‐group (Israeli Jews) and empathy toward the out‐group (Palestinians). Studies 1 and 2 show that negative emotions evoked by negative protests songs predicted both empathy and guilt when the out‐group is considered as a whole (Study 1) or as a particular individual (Study 2). Study 2 in addition showed that empathy predicts an altruistic decision regarding an out‐group member. Emotions evoked by lyrics alone (Study 3) did not contribute to explained variance in either guilt or empathy, nor the altruistic decision. Results suggest that negative emotions expressed by negative protest songs, focused on the in‐group, are more effective in influencing attitudes toward out‐groups. Results are discussed in the context of group emotions in conflict and the role of protest songs in intergroup relations.