Send to a Friend
Looking to Make a Sale or Get Promoted? Emotions Will Help Determine the Outcome
From:
To:
(subscription not required for recipient)
Enter a personalized message:
[Begin Message]
Message Body:
******************************** Looking to Make a Sale or Get Promoted? Emotions Will Help Determine the Outcome http://knowledge.wharton.upenn.edu/index.cfm?fa=viewfeature&id=1249 High emotion contributes to great opera. It does not, however, serve us well when making judgments about others. This is the argument advanced in "Feeling and Believing: The Influence of Emotion on Trust," a new paper by Maurice E. Schweitzer, Wharton professor of operations and information management, and PhD student Jennifer Dunn. The two researchers show how incidental emotions -- emotions from one situation that influence judgment in a following, unrelated situation -- affect our willingness to trust others, and thus our responses in certain business and social contexts. As Schweitzer puts it: "Did you give someone a big contract because of his reputation for dependability or because he told you a funny, uplifting story prior to making the deal?"
Finance and Investment
Leadership and Change
Executive Education
Marketing
Insurance and Pensions
Health Economics
Strategic Management
Real Estate
Law and Public Policy
Human Resources
Business Ethics
Innovation and Entrepreneurship
Operations Management
Managing Technology
Knowledge@Wharton
Visit The Wharton School of the University of Pennsylvania
Return to Home Page
Special Sections
Podcasts
Sponsors
News Room
Knowledge
Today
Feedback
Home