Journal Articles

2016 & in press

Stamkou, E., Van Kleef, G. A., Fischer, A. H., & Kret, M. E. (in press). Are the powerful really blind to the feelings of others? How concern over one’s power shapes attention to emotions. Personality and Social Psychology Bulletin.

Cheshin, A., Heerdink, M. W., Kossakowski, J. J., & Van Kleef, G. A. (in press). Pitching emotions: The interpersonal effects of emotions in professional baseball. Frontiers in Psychology.

Gabriel, A. S., Cheshin, A., Moran, C. M., & Van Kleef, G. A. (2016). Enhancing emotional performance and customer service through human resources practices: A systems perspective. Human Resource Management Review, 26, 14-24.

Van Kleef, G. A., & Fischer, A. H. (2016). Emotional collectives: How groups shape emotions and emotions shape groups. Cognition & Emotion, 30, 3-19.

Homan, A. C., Van Kleef, G. A., & Sanchez-Burks, J. (2016). Team members’ emotional displays as indicators of team functioning. Cognition & Emotion, 30, 134-149.

2015

Van Kleef, G. A., Wanders, F., Stamkou, E., & Homan, A. C. (2015). The social dynamics of breaking the rules: Antecedents and consequences of norm-violating behavior. Current Opinion in Psychology, 6, 25-31.

Koning, L. F., & Van Kleef, G. A. (2015). How leaders’ emotional displays shape followers’ organizational citizenship behavior. The Leadership Quarterly, 26, 489-501.

Van Doorn, E. A., Van Kleef, G. A., & Van der Pligt, J. (2015). Deriving meaning from others’ emotions: Attribution, appraisal, and the use of emotions as social information. Frontiers in Psychology, 6, 1077.

Van Kleef, G. A., Van den Berg, H., & Heerdink, M. W. (2015). The persuasive power of emotions: Effects of emotional expressions on attitude formation and change. Journal of Applied Psychology, 100, 1124-1142.

Heerdink, M. W., Van Kleef, G. A., Homan, A. C., & Fischer, A. H. (2015). Emotional reactions to deviance in groups: The relation between number of angry reactions, felt rejection, and conformity. Frontiers in Psychology, 6, 830.

Van Kleef, G. A., Oveis, C., Homan, A. C., Van der Löwe, I., & Keltner, D. (2015). Power gets you high: The powerful are more inspired by themselves than by others. Social Psychological and Personality Science, 6, 472-480.

Netzer, L., Van Kleef, G. A., & Tamir, M. (2015). Interpersonal instrumental emotion regulation. Journal of Experimental Social Psychology, 58, 124-135.

Van Doorn, E. A., Van Kleef, G. A., & Van der Pligt, J. (2015). How emotional expressions shape prosocial behavior: Interpersonal effects of anger and disappointment on compliance with requests. Motivation and Emotion, 39, 128-141.

Heerdink, M. W., Van Kleef, G. A., Homan, A. C., & Fischer, A. H. (2015). Emotional expressions as cues of rejection and acceptance: Evidence from the affect misattribution paradigm. Journal of Experimental Social Psychology, 56, 60-68.

2014

Van Kleef, G. A. (2014). Understanding the positive and negative effects of emotional expressions in organizations: EASI does it. Human Relations, 67, 1145-1164.

Van Doorn, E. A., Van Kleef, G. A., & Van der Pligt, J. (2014). How instructors’ emotional expressions shape students’ learning performance: The role of anger, happiness, and regulatory focus. Journal of Experimental Psychology: General, 143, 980-984.

Dijkstra, K. A., Van der Pligt, J., & Van Kleef, G. A. (2014). Effects of processing style on responsiveness to affective stimuli and processing fluency. Cognition and Emotion, 28, 959-970.

2013

Lelieveld, G.-J., Van Dijk, E., Van Beest, I., & Van Kleef, G. A. (2013). Does communicating disappointment in negotiations help or hurt? Solving an apparent inconsistency in the social-functional approach to emotions. Journal of Personality and Social Psychology, 105, 605-620.

Heerdink, M. W., Van Kleef, G. A., Homan, A. C., & Fischer, A. H. (2013). On the social influence of emotions in groups: Interpersonal effects of anger and happiness on conformity versus deviance. Journal of Personality and Social Psychology, 105, 262-284.

Visser, V., Van Knippenberg, D., Van Kleef, G. A., & Wisse, B. (2013). How leader displays of happiness and sadness influence follower performance: Emotional contagion and creative versus analytical performance. Leadership Quarterly, 24, 172-188.

Sinaceur, M., Adam, H., Van Kleef, G. A., & Galinsky, A. D. (2013). The advantages of being unpredictable: How emotional inconsistency extracts concessions in negotiation. Journal of Experimental Social Psychology, 49, 498-508.

Côté, S., Hideg, I., & Van Kleef, G. A. (2013). The consequences of faking anger in negotiations. Journal of Experimental Social Psychology, 49, 453-463.

Lelieveld, G.-J., Van Dijk, E., Güroğlu, B., Van Beest, I., Van Kleef, G. A., Rombouts, S., & Crone, E. (2013). Behavioral and neural reactions to emotions of others in the distribution of resources. Social Neuroscience, 8, 52-62.

Van Kleef, G. A., Steinel, W., & Homan, A. C. (2013). On being peripheral and paying attention: Social information processing in intergroup conflict. Journal of Applied Psychology, 98, 63-79.

2012

Van Kleef, G. A., Homan, A. C., & Cheshin, A. (2012). Emotional influence at work: Take it EASI. Organizational Psychology Review, 2, 311-339.

Wang, L., Northcraft, G., & Van Kleef, G. A. (2012). Beyond negotiated outcomes: The hidden costs of anger expression in dyadic negotiation. Organizational Behavior and Human Decision Processes, 119, 54-63.

Lelieveld, G.-J., Van Dijk, E., Van Beest, I., & Van Kleef, G. A. (2012). Why anger and disappointment affect bargaining behavior differently: The moderating role of power and the mediating role of reciprocal and complementary emotions. Personality and Social Psychology Bulletin, 38, 1209-1221.

Harinck, F., & Van Kleef, G. A. (2012). Be hard on the interests and soft on the values: Conflict issue moderates the interpersonal effects of anger in negotiations. British Journal of Social Psychology, 51, 741-752.

Hawk, S. T., Fischer, A. H., & Van Kleef, G. A. (2012). Face the noise: Embodied responses to nonverbal vocalizations of discrete emotions. Journal of Personality and Social Psychology, 102, 796-814.

Van Doorn, E. A., Heerdink, M. W., & Van Kleef, G. A. (2012). Emotion and the construal of social situations: Inferences of cooperation versus competition from expressions of anger, happiness, and disappointment. Cognition and Emotion, 12, 442-461.

2011

Van Kleef, G. A., Van Doorn, E. A., Heerdink, M. W., & Koning, L. F. (2011). Emotion is for influence. European Review of Social Psychology, 22, 114-163.

Côté, S., DeCelles, K., McCarthy, J., & Van Kleef, G. A., & Hideg, I. (2011). The Jekyll and Hyde of emotional intelligence: Emotion regulation knowledge facilitates prosocial and interpersonally deviant behavior. Psychological Science, 22, 1073-1080.

Sinaceur, M., Van Kleef, G. A., Neale, M. A., Adam, H., & Haag, C. (2011). Hot or cold: Is communicating anger or threats more effective in negotiation?Journal of Applied Psychology, 96, 1018-1032.

Van Kleef, G. A., Homan, A. C., Finkenauer, C., Gündemir, S., & Stamkou, E. (2011). Breaking the rules to rise to power: How norm violators gain power in the eyes of others. Social Psychological and Personality Science, 2, 500-507.

Hawk, S. T., Fischer, A. H., & Van Kleef, G. A. (2011). Taking your place or matching your face: Two routes to empathic embarrassment. Emotion, 11, 502-513.

Lelieveld, G.-J., Van Dijk, E., Van Beest, I., Steinel, W., & Van Kleef, G. A. (2011). Disappointed in you, angry about your offer: Distinct negative emotions induce concessions via different mechanisms. Journal of Experimental Social Psychology, 47, 635-641.

2010

Van Kleef,G. A., Homan, A. C., Beersma,B., & Van Knippenberg, D.(2010). On angry leaders and agreeable followers: How leaders’ emotions and followers’ personalities shape motivation and team performance. Psychological Science, 21, 1827-1834.

Greer, L. L., & Van Kleef, G. A. (2010). Equality versus differentiation: The effects of power dispersion on group interaction. Journal of Applied Psychology, 95, 1032-1044.

Van Kleef, G. A., Anastasopoulou, C., & Nijstad, B. A. (2010). Can expressions of anger enhance creativity? A test of the emotions as social information (EASI) model. Journalof Experimental Social Psychology, 46, 1042-1048.

Van Kleef, G. A.,& De Dreu, C. K.W. (2010). Longer-term consequences of anger expression in negotiation: Retaliation or spillover? Journal of Experimental Social Psychology, 46, 753-760.

Fischer, A. H., & Van Kleef, G. A. (2010). Where have all the people gone? A plea for including social interaction in emotion research. Emotion Review, 2,208-211.

Van Kleef, G. A. (2010). The emerging view of emotion as social information. Social and Personality Psychology Compass, 4/5, 331-343.

Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R. (2010). An interpersonal approach to emotion in social decision making: The emotions as social information model. Advances in Experimental Social Psychology,42,45-96.

2009

De Cremer, D., & Van Kleef, G. A. (2009). When being overpaid makes me feel good about myself: It depends on how the other feels. Journal of Economic Psychology,30,793-802.

Van Kleef, G. A. (2009). How emotions regulate social life: The emotions as social information (EASI) model. Current Directions in Psychological Science, 18, 184-188.

Pietroni, D., Van Kleef, G. A., Rubaltelli, E., & Rumiati, R. (2009). When happiness pays in negotiation: The interpersonal effects of exit-option directed emotions. Mind and Society, 8, 77-92.

Van Kleef, G. A., Homan, A. C., Beersma, B., van Knippenberg, D., van Knippenberg, B., & Damen, F. (2009). Searing sentiment or cold calculation? The effects of leader emotional displays on team performance depend on follower epistemic motivation. Academy of Management Journal, 52, 562-580.

Hawk, S. T., Van Kleef, G. A., Fischer, A. H., & Van der Schalk, J. (2009). Worth a thousand words: Absolute and relative decodability of nonlinguistic affect vocalizations. Emotion, 9, 293–305.

2008

Van Kleef, G. A., Oveis, C., Van der Löwe, I., LuoKogan,A., Goetz, J., & Keltner, D. (2008). Power, distress,and compassion: Turning a blind eye to the suffering of others. Psychological Science, 19, 1315-1322.

Van Kleef, G. A., & Van Lange, P. A. M. (2008). What other’s disappointment may do to selfish people: Emotion and social value orientation in a negotiation context. Personality and Social Psychology Bulletin, 34, 1084-1095.

Van Beest, I., Van Kleef, G. A., & Van Dijk, E. (2008). Get angry, get out: The interpersonal effects of anger communication in multiparty negotiation. Journal of Experimental Social Psychology, 44, 993-1002.

Keltner, D., Van Kleef, G. A., Chen, S., & Kraus, M. (2008). A reciprocal influence model of social power: Emerging principles and lines of inquiry. Advances in Experimental Social Psychology, 40, 151-192.

Van Dijk, E., Van Kleef, G. A., Steinel, W.,& Van Beest, I. (2008). A social functional approach to emotions in bargaining: When communicating anger pays and when it backfires. Journal of Personality and Social Psychology, 94, 600-614.

Steinel, W., Van Kleef, G.A., & Harinck, F. (2008). Are you talking to me?! Separating the people from the problem when expressing emotions in negotiation.Journal of Experimental Social Psychology, 44, 362-369.

Van Kleef, G. A., Van Dijk, E., Steinel, W., Harinck, F., & Van Beest, I. (2008). Anger in social conflict: Cross-situational comparisons and suggestions for the future. Group Decision and Negotiation [Special Issue on Emotions in Negotiation], 17, 13-30.

Pietroni, D., Van Kleef, G. A., & De Dreu, C. K. W. (2008). Response modes in negotiation. Group Decision and Negotiation [Special Issue on Emotions in Negotiation], 17, 31-49.

2007

Van Kleef, G. A., & Côté, S. (2007). Expressing anger in conflict: When it helps and when it hurts. Journal of Applied Psychology, 92, 1557-1569.

Zebel, S., Pennekamp, S. F., Van Zomeren, M., Doosje, B., Van Kleef, G. A., Vliek, M. L. W., & Van der Schalk, J. (2007).Vessels of gold or guilt: Emotional reactions to family involvement associated with glorious or gloomy aspects of the colonial past. Group Processes and Intergroup Relations, 10, 71-86.

2006

Van Kleef, G. A., De Dreu, C. K. W., Pietroni, D., & Manstead, A. S. R. (2006). Power and emotion in negotiation: Power moderates the interpersonal effects of anger and happiness on concession making. European Journal of Social Psychology [Thematic Issue on Social Power], 36, 557-581.

Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R. (2006). Supplication and appeasement in conflict and negotiation: The interpersonal effects of disappointment, worry, guilt, and regret. Journal of Personality and Social Psychology, 91, 124-142.

2004

Van Kleef, G. A., De Dreu, C. K. W.,& Manstead, A. S. R. (2004). The interpersonal effects of emotions in negotiations: A motivated information processing approach. Journal of Personality and Social Psychology, 87, 510-528.

Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R. (2004). The interpersonal effects of anger and happiness in negotiations. Journal of Personality and Social Psychology, 86, 57-76.