title: All Negative Moods Are Not Equal: Motivational Influences of Anxiety and Sadness on Decision Making.
abstract: Affective states of the same valence may have distinct, yet predictable, influences on decision processes. Results from three experiments show that, in gambling decisions, as well as in job-selection decisions, sad individuals are biased in favor of high-risk/high-reward options, whereas anxious individuals are biased in favor of low-risk/low-reward options. We argue that these biases occur because anxiety and sadness convey distinct types of information to the decision-maker and prime different goals. While anxiety primes an implicit goal of uncertainty reduction, sadness primes an implicit goal of reward replacement. We offer that these motivational influences operate through an active process of feeling monitoring, whereby anxious or sad individuals think about the options and ask themselves, "What would I feel better about ellipsis?" Copyright 1999 Academic Press.
authors.affiliation: Stern School of Business, New York University
authors.initials: R
authors.lastname: Raghunathan
authors.initials: MT
authors.lastname: Pham