Materazzi effect and the strategic use of anger in competitive interactions.
We propose that individuals use anger strategically in interactions. We first show that in some environments angering people makes them more effective in competitions, whereas in others, anger makes them less effective. We then show that individuals anticipate these effects and strategically use the option to anger their opponents. In particular, they are more likely to anger their opponents when anger negatively affects the opponents' performances. This finding suggests people understand the effects of emotions on behavior and exploit them to their advantage.
Rady School of Management and Department of Economics, University of California, San Diego, CA 92093.
Uri
U
Gneezy
Alex
A
Imas
D000786:Anger; D003163:Competitive Behavior; D003466:Cultural Characteristics; D006801:Humans; D011114:Polynesia