Intrapersonal Emotional Responses to the Inquiry and Advocacy Modes of Interaction : A Psychophysiological Study
| Autor: | Esa Saarinen, Mikko Viinikainen, Raimo P. Hämäläinen, Ilkka Leppänen |
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| Přispěvatelé: | Loughborough University, Department of Mathematics and Systems Analysis, Department of Industrial Engineering and Management, Aalto-yliopisto, Aalto University |
| Jazyk: | angličtina |
| Rok vydání: | 2018 |
| Předmět: |
Strategy and Management
media_common.quotation_subject General Decision Sciences 050109 social psychology 050105 experimental psychology Mode (music) Arts and Humanities (miscellaneous) Management of Technology and Innovation Group interaction 0501 psychology and cognitive sciences Assertiveness media_common Inquiry 05 social sciences General Social Sciences Advocacy Psychophysiological responses Group decision-making Intrapersonal emotions Negotiation Organizational behavior Psychology Facial electromyography Social psychology Intrapersonal communication |
| Popis: | In negotiations and group decision making we can use two characteristically different interaction modes: inquiry and advocacy. Inquiry refers to an interested and explorative interaction mode, and advocacy to an assertive and narrow mode. Although these modes have been studied in organizational behavior literature, the intrapersonal emotional responses to the inquiry and advocacy modes remain yet unexplored. We explored intrapersonal emotions by facial electromyography and skin conductance responses and by emotional empathy self-reports. The subjects were prompted to adopt the two modes in hypothetical encounters with another person. We found that Duchenne smiles were specific to the inquiry mode, that emotional arousal showed specificity to the expressions, and that emotional empathy predicts expressiveness in the inquiry treatment. We discuss the implications of these results to the use of the interaction modes and the related possibilities of influencing group interaction by influencing one’s own internal emotional state in group decisions. |
| Databáze: | OpenAIRE |
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