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Emotions in decision-making

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response and cause fear. In the second pathway, cognitive representations of the emotions can be activated in the brain without being directly elicited by a physiological response—called the "as-if body loop". For instance, imagining an encounter with a snake would initiate a similar flight-or-fight response "as-if" you were in that particular situation (albeit perhaps a much weaker one). In other words, the brain can anticipate expected bodily changes, which allows the individual to respond faster to external stimuli without waiting for an event to actually occur.
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decision-maker. Again, a fear of flying may be enhanced by the vividness of the mental image of a plane crash may be in the mind of the decision-maker. Finally, how soon an outcome may happen impacts the related immediate emotions: the sooner the impending possible outcome, the more intense the emotion associated with that event. Overall, these emotions are real, experienced emotions, as opposed to those anticipated while thinking about possible outcomes, and as such can very powerfully impact decision-making.
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anxious subjects who preferred low-risk/low-reward options. They stated that "anxiety and sadness convey distinct types of information to the decision-maker and prime different goals." It was found that "while anxiety primes an implicit goal of uncertainty reduction, sadness primes an implicit goal of reward replacement". Thus emotions cannot simply be classified as positive or negative as we need to consider the consequences of the emotions in ultimate decision-making.
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positive outcome is perceived, the person may feel happy and motivated to pursue that behavior. When a somatic marker associated with the negative outcome is perceived, the person may feel sad and the emotion may act as an internal alarm to warn the individual to avoid a course of action. These situation-specific somatic states based on, and reinforced by, past experiences help to guide behavior in favor of more advantageous choices and therefore are adaptive.
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gains or losses associated with that decision are experienced. A great deal of research has focused on the risk/return spectrum that is considered in most decisions. For example, students may anticipate regret when deciding which section of a class is best to register for, or participants in a weight-loss plan might anticipate the pleasure they will feel if they lose weight, versus the negative feelings unsuccessful efforts may engender.
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for this phenomenon. Bower and others stated that emotions and feelings cannot be extracted from the human mind. The emotions felt in a particular situation will be recorded in the emotional memory and can be activated when the person faces a similar situation or has to make a difficult decision in a
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Another important factor is the memory of events in decision making. The mood someone has works as "a retrieval cue" whereby happy feelings make positive materials come to mind which in turn have great impact on the decisions that are made. The same is true of negative feelings. Bower coined the term
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According to Dunn, "the somatic marker hypothesis proposes that ‘somatic marker’ biasing signals from the body are represented and regulated in the emotion circuitry of the brain, particularly the ventromedial prefrontal cortex (VMPFC), to help regulate decision-making in situations of complexity and
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Participants with "normal emotion processing" were engaged in a card-drawing task. When drawing from "dangerous decks" and consequently experiencing losses and the associated negative emotions, they subsequently made safer and more lucrative choices. Participants with brain damage that had left them
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Improving speed: While making a good decision is important, making a quick decision is also important. Therefore, emotions and associated somatic conditions can offer mechanisms for encouraging a decision maker to decide quickly, especially when one or more options are potentially dangerous. Hunger,
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Providing information: This includes both positive and negative emotions that arise directly from the options being considered by the decision maker, who can then evaluate choices with this "information." This role is especially likely when the felt emotion is reducible; that is, easily reduced to a
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Loewenstein and Lerner divide emotions during decision-making into two types: those anticipating future emotions and those immediately experienced while deliberating and deciding. Anticipated (or expected) emotions are not experienced directly, but are expectations of how the person will feel once
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Enhancing commitment: In some ways, making the decision best for the self may be construed "the best" overall. However, acting in the best interests of others is also important in human civilization, and moral sentiments, or emotions, serve to help decision makers commit to such a decision rather
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Emotions, as defined by Damasio, are changes in both body and brain states in response to different stimuli. Physiological changes (e.g., muscle tone, heart rate, endocrine release, posture, facial expression, etc.) occur in the body and are relayed to the brain where they are transformed into an
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Also, decision-makers tend to compare a possible result of a decision against what could have happened, rather than to their current state: for instance, game participants who could win $ 1000 and end up with nothing base their disappointment on the loss of the hoped-for prize, rather than on the
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Generally, it is the contemplation of incremental losses or gains that generates anticipated emotions in decision-makers, as opposed to their overall condition. This means that an investor who imagines losing a small amount of money will generally focus with disappointment on the lost investment,
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According to the SMH, two distinct pathways reactivate somatic marker responses. In the first pathway, emotion can be evoked by the changes in the body that are projected to the brain—called the "body loop". For instance, encountering a feared object like a snake may initiate the fight-or-flight
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When making decisions, these physiological signals (or ‘somatic markers’) and their evoked emotion are consciously or unconsciously associated with their past outcomes and bias decision-making towards certain behaviors while avoiding others. For instance, when a somatic marker associated with a
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Alternatively, the influence of negative feelings at the time of decision-making was studied by Raghunathan and Tuan Pham (1999). They conducted three experiments in gambling decisions and job selection decisions, where unhappy subjects were found to prefer high-risk/high-reward options unlike
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Assessing relevance: Emotions help decision makers decide whether a certain element of the decision is relevant to their particular situations. Each person’s personal history and state(s) of mind leads to a different set of relevant information. The two such emotions most studied to date are
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statistics would show air travel to be statistically less likely to present a danger. The intense emotions can exact a higher influence on the decision than the probabilities under consideration. Also, immediate emotions can be very sensitive to how vivid the possible outcome is to the
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Immediate emotions tend to operate differently from anticipated emotions. First, when they are intense they tend to negate the probability of the possible outcome; for example, a fear of flying experienced while deciding how to travel may lead a person to choose driving even though
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Study participants who had been induced to feel sad were likely to set a lower selling price for an item they were asked to sell; the researchers suggest that selling the item would bring about a change in the participants’ circumstances and thus perhaps a positive change in
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Research done by Isen and Patrick put forth the theory of "mood maintenance" which states that happy decision-makers are reluctant to gamble. In other words, happy people decide against gambling, since they would not want to undermine the happy feeling.
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rather than with pleasure on the overall amount still owned. Similarly, a dieter who anticipates losing two pounds may imagine feeling pleasure even though those two pounds are a very small percentage of what needs to be lost overall.
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Isen, A. M. & Shalker, T. E., 1982. The effect of feeling state on evaluation of positive, neutral, and negative stimuli: When you “accentuate the positive,” do you “eliminate the negative”? Social Psychology Quarterly, 45 (1),
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emotion that tells the individual something about the stimulus that they have encountered. Over time, emotions and their corresponding bodily change(s) become associated with particular situations and their past outcomes.
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Lowenstein, G., & Lerner, J.S. (2003). The role of affect in decision making. In R. Davidson, K. Scherer, & H. Goldsmith (Eds.), Handbook of affective science, pp. 619-642. New York: Oxford University
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Bechara, A.R., Damasio, H., Damasio, A., & Lee, G.P. (1999). Different contributions of the human amygdala ventromedial prefrontal cortex to decision-making. The journal of neuroscience, 19(13), 5473-5481.
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Raghunathan, R. & Tuan Pham, M., 1999. All negative moods are not equal: Motivational influences of anxiety and sadness on decision making. Organizational Behavior and Human Decision Processes, 79 (1),
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Damasio, A.R., Tranel, D. & Damasio, H. (1991). "Somatic markers and the guidance of behaviour: theory and preliminary testing" (pp. 217–229). In H.S. Levin, H.M. Eisenberg & A.L. Benton (Eds.).
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Leith, K.F., & Baumeister, R.F. (1996). Why do bad moods increase self-defeating behavior? Emotion, risk taking, and self-regulation. Journal of Personality and Social Psychology, 71(6), 1250-1267.
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Decision-makers who were made to consider safety concerns that induced negative emotions when deciding which car to purchase, were more likely to "choose not to choose," or to stick with the status quo.
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Sayegh, L. Anthony, W. P. & Perrewé, P. L., 2004. Managerial decision-making under crisis: The role of emotion in an intuitive decision process. Human Resource Management Review, 14 (2), 179–199.
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Pfister and Böhm (2008) have developed a classification of how emotions function in decision-making that conceptualizes an integral role for emotions, rather than simply influencing decision-making.
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Much research has been conducted on the various impacts of emotion on decision-making. Studies indicate the complexity and breadth of those impacts. Listed below are some examples of their results.
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Han, S., & Lerner, J.S. (2009). Decision making. In D. Sander and K.R. Scherer (Eds.), Oxford companion to emotion and the affective sciences, pp. 111-113. Oxford: Oxford University Press.
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Zeelenberg, M., van Dijk, W.W., & Manstead, A.S.R. (1998). Reconsidering the relation between regret and responsibility. Organizational behavior and human decision processes, 74(3), 254-272.
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Kant, F. (1991). Remarks on the observations on the feeling of the beautiful and sublime. (J.T. Goldthwait, Trans.). Berkeley, CA: University of California Press. (Original work published 1764).
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Lerner, J.S., Small, D.A., & Loewenstein, G. (2004). Heart strings and purse strings: carry-over effects of emotions on economic decisions. Psychological science, 15(5), 337-341.
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Isen, A. M. & Patrick, R., 1983.The effect of positive feelings on risk taking: When the chips are down. Organizational Behavior and Human Performance, 31 (2), pp. 194–202.
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Study participants who experienced "frustrated anger" were more likely to choose a high risk, high reward option in a lottery – a choice the authors categorize as "self-defeating."
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Dunn, B. D. Dalgleish, T. & Lawrence, A. D., 2006. The somatic marker hypothesis: A critical evaluation. Neuroscience and Biobehavioral Reviews, 30, pp. 239–271.
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Finally, decision-makers tend to weight possible outcomes differently based on the amount of delay between the choice and the outcome. Decisions made with a time delay –
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of the person. Although unrelated to the decision under consideration, this type of emotion can still impact the decision-making process as an incidental influence.
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Pfister, H.R., & Böhm, G. (2008). The multiplicity of emotions: A framework of emotional functions in decision making. Judgment and decision making, 3(1), 5-17.
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simple comparison (for example, attraction and repulsion), and unequivocally positive or negative. Pleasure and displeasure make up the spectrum of these emotions.
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This framework can help in exploring such concepts as ambivalence, tendencies toward particular types of action, and sustaining difficult choices over time.
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divide emotions during decision-making into two types: those anticipating future emotions and those immediately experienced while deliberating and deciding.
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uncertainty". Therefore, in situations of complexity and uncertainty, the marker signals allow the brain to recognise the situation and respond quickly.
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Barnes, A. and P. Thagard. 1996. Emotional decisions. Proceedings of the Eighteenth Annual Conference of the Cognitive Science Society pp. 426–429.
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However, there are presently theories and research for both rational decision-making and emotional decision-making focusing on the important role of
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Keltner, D., & Lerner, J.S. (2010). Emotion. In S.T. Fiske, D.T. Gilbert, & G. Lindzey (Eds.), Handbook of social psychology, pp. 317-352.
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fact that they have no less money than they had when they began the game. This process, and the anticipation of such emotion, is referred to as a
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Mellers, B.A., & McGraw, A.P. (2001). Anticipated emotions as guides to choice. Current directions in psychological science, 10(6). 210-214.
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Luce, M.F. (1998). Choosing to avoid: Coping with negatively emotion-laden consumer decisions. Journal of consumer research, 24(4) 409-433.
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Livet, P. (2010). Rational choice, neuroeconomy and mixed emotions. Philosophical transactions of the Royal Society B, 265, 259-269.
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Lerner, Jennifer; Keltner (2000). "Beyond Valence: Toward a model of emotion-specific influences on judgement and choice".
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formulated the somatic marker hypothesis (SMH), that proposes a mechanism by which emotional processes can guide (or bias)
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True emotions experienced while decision-making are termed immediate emotions, integrating cognition with
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short period of time. Often the decision maker is unaware of previous experiences in similar situations.
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unable to experience such emotional responses, did not change their behavior in this way.
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Bower, G. H., 1981. Mood and memory. American Psychologist, 36 (2), pp. 129–148.
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and the mental process and logic on the important role in rational decision-making.
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than being drawn back toward pure self-interest. Emotions such as guilt and
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Interactions between the emotional and executive brain systems
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Emotionally focused therapy § Emotion response types
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The four roles played by emotions in this framework are:
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Descartes' Error: Emotion, Reason, and the Human Brain
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Descartes' Error: emotion, reason, and the human brain
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One way of thinking holds that the mental process of
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(1991). 307:Motivated forgetting 120:dispositional affect 88:intertemporal choice 66:Anticipated emotions 1910:constructed emotion 1580:functional accounts 322:Motivated tactician 312:Motivated reasoning 292:Emotional reasoning 1810:in decision-making 1051:(sense of purpose) 338:The Righteous Mind 317:Motivated sequence 102:Immediate emotions 20:is (or should be) 1940: 1939: 1527:Appeal to emotion 1305:Social connection 481:978-0-399-13894-2 1975: 1963:Emotional issues 1915:discrete emotion 1815:in the workplace 1711:Empathy quotient 1442: 1382: 1376: 1281: 1272: 1263: 1138: 1039: 1005: 671: 664: 657: 648: 647: 642: 639: 633: 630: 624: 623: 613: 593: 587: 584: 578: 575: 569: 566: 560: 557: 548: 544: 538: 534: 528: 525: 519: 516: 510: 507: 501: 500: 492: 486: 485: 473: 463: 454: 446: 440: 428: 422: 419: 413: 410: 404: 401: 395: 392: 386: 382: 376: 373: 367: 364: 358: 355: 1983: 1982: 1978: 1977: 1976: 1974: 1973: 1972: 1953:Decision-making 1943: 1942: 1941: 1936: 1926: 1867:Jealousy in 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1046: 1044: 1041: 1038: 1037: 1032: 1030: 1027: 1025: 1022: 1020: 1017: 1015: 1012: 1010: 1007: 1004: 1003: 998: 996: 993: 989: 988: 987:Joie de vivre 984: 983: 982: 979: 977: 974: 972: 969: 967: 964: 962: 959: 957: 956:Gratification 954: 952: 949: 947: 944: 942: 939: 937: 934: 932: 929: 927: 924: 922: 919: 917: 914: 912: 909: 907: 904: 902: 899: 897: 894: 890: 887: 886: 885: 884:Embarrassment 882: 880: 877: 875: 872: 870: 867: 865: 862: 860: 857: 855: 852: 850: 847: 845: 842: 840: 837: 835: 832: 830: 827: 825: 822: 820: 817: 815: 812: 810: 807: 805: 802: 800: 797: 795: 792: 790: 789:Belongingness 787: 785: 782: 780: 777: 775: 772: 770: 767: 765: 762: 760: 757: 755: 752: 750: 747: 745: 742: 740: 737: 735: 732: 730: 727: 725: 722: 720: 717: 715: 712: 710: 707: 705: 702: 700: 697: 696: 694: 692: 688: 683: 679: 672: 667: 665: 660: 658: 653: 652: 649: 638: 629: 621: 617: 612: 607: 603: 599: 592: 583: 574: 565: 556: 554: 543: 533: 524: 515: 506: 498: 491: 483: 477: 472: 471: 462: 460: 452: 445: 438: 437: 432: 431:Damasio, A.R. 427: 418: 409: 400: 391: 381: 372: 363: 354: 350: 340: 339: 335: 333: 330: 328: 325: 323: 320: 318: 315: 313: 310: 308: 305: 303: 300: 298: 295: 293: 290: 288: 285: 283: 280: 279: 268: 264: 261: 258: 255: 254: 253: 245: 242: 231: 227: 218: 212: 207: 204: 200: 195: 191: 187: 186: 185: 182: 174: 170: 166: 162: 158: 156: 152: 148: 142: 132: 129: 123: 121: 117: 113: 109: 99: 97: 93: 89: 84: 82: 76: 72: 58: 56: 52: 48: 44: 40: 38: 33: 31: 27: 23: 19: 1932: 1872:Meta-emotion 1809: 1785:Emotionality 1758:responsivity 1706:and bullying 1701:intelligence 1511:Affectivity 1495:neuroscience 1465:in education 1048: 1009:Homesickness 985: 911:Enthrallment 896:Emotion work 759:Anticipation 637: 628: 601: 597: 591: 582: 573: 564: 542: 532: 523: 514: 505: 496: 490: 469: 450: 444: 434: 426: 417: 408: 399: 390: 380: 371: 362: 353: 336: 251: 240: 237: 228: 224: 216: 183: 180: 171: 167: 163: 159: 144: 124: 105: 85: 83:comparison. 77: 73: 69: 41: 36: 34: 15: 1800:and culture 1605:recognition 1590:homeostatic 1490:forecasting 1439:Weltschmerz 1412:Misanthropy 1189:grandiosity 1071:Inspiration 1061:Infatuation 1029:Humiliation 951:Frustration 824:Contentment 116:expressions 43:Loewenstein 1947:Categories 1877:Pathognomy 1778:well-being 1694:and gender 1689:expression 1684:exhaustion 1669:detachment 1654:competence 1635:Emotional 1617:regulation 1600:perception 1595:in animals 1545:and memory 1481:Affective 1389:Worldviews 1251:melancholy 1236:Resentment 1106:Loneliness 1081:Irritation 1066:Insecurity 1056:Indulgence 931:Excitement 916:Enthusiasm 849:Depression 809:Confidence 804:Compassion 779:Attraction 704:Admiration 699:Acceptance 346:References 128:air safety 1905:appraisal 1845:sociology 1796:Emotions 1768:symbiosis 1753:reasoning 1723:isolation 1664:contagion 1649:blackmail 1575:expressed 1570:evolution 1560:and sleep 1550:and music 1485:computing 1432:Reclusion 1427:Pessimism 1402:Defeatism 1332:Suffering 1278:Sehnsucht 1221:Rejection 1172:self-pity 1147:Nostalgia 1116:limerence 1086:Isolation 1024:Hostility 981:Happiness 961:Gratitude 906:Emptiness 889:vicarious 839:Curiosity 814:Confusion 754:Annoyance 734:Amusement 724:Agitation 719:Affection 714:Aesthetic 709:Adoration 606:CiteSeerX 332:Pessimism 151:emotional 1763:security 1743:literacy 1728:lability 1718:intimacy 1659:conflict 1639:aperture 1536:Emotion 1520:negative 1515:positive 1505:spectrum 1470:measures 1422:Optimism 1417:Nihilism 1407:Fatalism 1397:Cynicism 1342:Sympathy 1337:Surprise 1179:Pleasure 1101:Kindness 1091:Jealousy 1076:Interest 1043:Hysteria 926:Euphoria 869:Distrust 819:Contempt 799:Calmness 691:Emotions 678:Emotions 433:(1994). 327:Optimism 275:See also 155:behavior 55:behavior 30:emotions 22:rational 1968:Emotion 1933:Italics 1896:Theory 1852:Feeling 1805:history 1790:bounded 1748:prosody 1555:and sex 1540:and art 1500:science 1456:Affect 1450:Related 1325:chronic 1300:Shyness 1260:Saudade 1246:Sadness 1241:Revenge 1231:Remorse 1162:Passion 1152:Outrage 1142:Neglect 1002:Hiraeth 901:Empathy 879:Ecstasy 864:Disgust 834:Cruelty 829:Courage 794:Boredom 774:Arousal 764:Anxiety 749:Anguish 108:somatic 51:Damasio 26:utility 1900:affect 1882:Pathos 1835:social 1679:eating 1352:Wonder 1320:Stress 1310:Sorrow 1226:Relief 1216:Regret 1204:vanity 1199:insult 1194:hubris 1049:Ikigai 1019:Horror 995:Hatred 854:Desire 844:Defeat 769:Apathy 608:  547:58–63. 537:56–77. 478:  385:Press. 248:Impact 199:regret 47:Lerner 1825:moral 1733:labor 1585:group 1364:Worry 1347:Trust 1315:Spite 1295:Shock 1290:Shame 1184:Pride 1157:Panic 1036:Hygge 976:Guilt 971:Grief 966:Greed 936:Faith 874:Doubt 744:Angst 739:Anger 729:Agony 266:mood. 1644:bias 1629:work 1211:Rage 1167:Pity 1128:Lust 1111:Love 1014:Hope 946:Flow 941:Fear 921:Envy 682:list 476:ISBN 211:love 201:and 94:and 45:and 1096:Joy 784:Awe 616:doi 1949:: 614:. 602:14 600:. 552:^ 458:^ 684:) 680:( 670:e 663:t 656:v 622:. 618:: 484:. 205:.

Index

decision-making
rational
utility
emotions
Loewenstein
Lerner
Damasio
behavior
counterfactual
intertemporal choice
hyperbolic discounting
affective forecasting
somatic
autonomic nervous system
expressions
dispositional affect
air safety
Somatic marker hypothesis
Antonio Damasio
emotional
behavior
regret
disappointment
love
Affective forecasting
Emotional bias
Emotional reasoning
Emotionally focused therapy § Emotion response types
Intensity of preference
Motivated forgetting

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