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



Share Proceeding

Featured papers

See More

Featured

The Effect of Future Focus on Self-Control is Moderated by Self-Efficacy

Rafay A Siddiqui, Hong Kong Polytechnic University
Jane Park, University of California Riverside, USA
Frank May, Virginia Tech, USA

Read More

Featured

Walking the Thin Edge: The Dark Side of Brand Communities and Collecting

Emily Chung, RMIT University
Marcia Christina Ferreira, Brunel University
daiane scaraboto, Pontificia Universidad Católica de Chile

Read More

Featured

P3. Cash Costs You: The Pain of Holding

J Zenkic, University of Melbourne, Australia
Kobe Millet, Vrije Universiteit Amsterdam
Nicole Mead, University of Melbourne, Australia

Read More

Engage with Us

Becoming an Association for Consumer Research member is simple. Membership in ACR is relatively inexpensive, but brings significant benefits to its members.