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date: 06 December 2019

Abstract and Keywords

Emotion is part and parcel of social influence. The emotions people feel shape the ways in which they respond to persuasion attempts, and the emotions people express influence other individuals who observe those expressions. This chapter is concerned with the latter type of emotional influence. Such interpersonal effects of emotional expressions are quite different from the traditionally studied intrapersonal effects of emotional experience. This calls for a new theoretical approach that is dedicated specifically to understanding the interpersonal effects of emotional expressions. I summarize emotions as social information (EASI) theory, which posits that emotional expressions shape social influence by triggering affective reactions and/or inferential processes in observers, depending on the observer’s information processing and the perceived appropriateness of the emotional expression. I review supportive evidence from various domains of social influence, including negotiation, leadership, attitude change, compliance, and conformity in groups. Differences and commonalities with traditional intrapersonal frameworks are discussed.

Keywords: emotion, social influence, interpersonal effects, persuasion, compliance, conformity, negotiation, leadership

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