Signaling Emotion and Reason in Human Cooperation

We explore the relationship between decision modes (emotion vs. reason) and cooperation in prisoner’s dilemmas. We find that deciding emotionally is correlated with cooperation and people (correctly) perceive emotion to be a signal for cooperation. However, people fail to realize the strategic benefits of signaling emotion.



Citation:

Alixandra Barasch, Emma Levine, David Rand, Jonathan Berman, and Deborah Small (2016) ,"Signaling Emotion and Reason in Human Cooperation", in NA - Advances in Consumer Research Volume 44, eds. Page Moreau, Stefano Puntoni, and , Duluth, MN : Association for Consumer Research, Pages: 128-132.

Authors

Alixandra Barasch, University of Pennsylvania, USA
Emma Levine, University of Pennsylvania, USA
David Rand, Yale University, USA
Jonathan Berman, London Business School, UK
Deborah Small, University of Pennsylvania, USA



Volume

NA - Advances in Consumer Research Volume 44 | 2016



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