Anger in Ultimatum Bargaining: Emotional Outcomes Lead to Irrational Decisions

Anger in Ultimatum Bargaining: Emotional Outcomes Lead to Irrational Decisions

Francine Espinoza, University of Maryland

Alexander Fedorikhin, Indiana University

Joydeep Srivastava, University of Maryland

 

In ultimatum bargaining, unfair offers are rejected even when it is rational to accept any offer. We suggest that appraisals of fairness are linked to anger such that when individuals confront an unfair offer, they feel angry and are inclined to reject the offer. However, when individuals misattribute the cause of anger, they are more inclined to cooperate, decreasing the rate of rejection. Experiment 1 supports the idea that fairness appraisals are related to anger. Experiment 2 shows that if individuals misattribute the cause of anger, rejection rates of unfair offers can be significantly reduced, although the fairness appraisals are held constant.



Citation:

Francine Espinoza, Alexander Fedorikhin, and Joydeep Srivastava (2006) ,"Anger in Ultimatum Bargaining: Emotional Outcomes Lead to Irrational Decisions", in NA - Advances in Consumer Research Volume 33, eds. Connie Pechmann and Linda Price, Duluth, MN : Association for Consumer Research, Pages: 264-266.

Authors

Francine Espinoza, University of Maryland
Alexander Fedorikhin, Indiana University
Joydeep Srivastava, University of Maryland



Volume

NA - Advances in Consumer Research Volume 33 | 2006



Share Proceeding

Featured papers

See More

Featured

K11. Effects of Emotional vs. Rational Thinking on Consumer Responses to Verbal Precision

Ann Kronrod, University of Massachusetts, USA
Guang-Xin Xie, University of Massachusetts Boston
Shai Danziger, Tel Aviv University, Israel

Read More

Featured

System Justification and the Preference for Atavistic Products

Minju Han, Yale University, USA
George Newman, Yale University, USA

Read More

Featured

H2. Influencing Consumer Response to Products with High Styling: The Role of Mindsets

Ying-Ching Lin, National Chengchi Uniersity, Taiwan
Angela Chang, Northeastern University, USA

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.

Join ACR now!