Emotional Contagion in the Online Environment: Investigating the Dynamics and Implications of Emotional Encounters in Mixed-Motive Situations in the Electronic Context

29 Pages Posted: 12 Jul 2006

See all articles by Liuba Y. Belkin

Liuba Y. Belkin

Lehigh University

Terri R. Kurtzberg

Rutgers, The State University of New Jersey - Rutgers Business School at Newark & New Brunswick

Charles E. Naquin

University of Notre Dame - Mendoza College of Business

Abstract

This paper explores the effects of individual emotional encounters in mixed motive situations on each individual outcomes, dyadic outcomes, and attitudes in an electronic communication context. Results of the experiment show that positive emotions expressed online tended to lead to greater emotional contagion than did negative emotions, and can be beneficial for a future relationship, while negative emotions online tended to exert influence over individual gains. Specifically, our data indicates that those participants who negotiated with an emotionally negative other obtained lower individual outcomes than did their counterparts, while those negative counterparts had the biggest share of the pie among all conditions. Implications for theory and research are discussed.

Keywords: affect, e-mail, emotional contagion, negotiations

Suggested Citation

Belkin, Liuba Y. and Kurtzberg, Terri R. and Naquin, Charles E., Emotional Contagion in the Online Environment: Investigating the Dynamics and Implications of Emotional Encounters in Mixed-Motive Situations in the Electronic Context. IACM 2006 Meetings Paper, Available at SSRN: https://ssrn.com/abstract=913774 or http://dx.doi.org/10.2139/ssrn.913774

Liuba Y. Belkin (Contact Author)

Lehigh University ( email )

Bethlehem, PA 18015
United States

Terri R. Kurtzberg

Rutgers, The State University of New Jersey - Rutgers Business School at Newark & New Brunswick ( email )

111 Washington Street
Newark, NJ 07102
United States

Charles E. Naquin

University of Notre Dame - Mendoza College of Business ( email )

Notre Dame, IN 46556-5646
United States

Do you have negative results from your research you’d like to share?

Paper statistics

Downloads
341
Abstract Views
2,610
Rank
161,446
PlumX Metrics