Timo Vuori, Quy N. Huy
Based on an analysis of video data, we identify a form of influence that we call 'emotional sensegiving.' Making sensereceivers experience emotional arousal increases the effectiveness of sensegiving. Identity threats can be used to generate emotional arousal but with a high risk of causing painful emotions that make sensegiving fail.
Hanken School of Economics, Department of Management and Organization, P.O. Box 479, Helsinki, 00101, Finland; INSEAD, Singapore
