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The use of artificial intelligence (AI) in management research is still nascent and has primarily focused on content analyses of text data. Some method scholars have begun to discuss the potential benefits of far broader applications; however, these discussions have not led yet to a wave of corresponding AI applications by management researchers. This chapter explores the feasibility and the potential value of using AI for a very specific methodological task: the reliable and efficient capturing of higher-level psychological constructs in management research. It introduces the capturing of basic emotions and emotional authenticity of entrepreneurs based on their macro- and microfacial expressions during pitch presentations as an illustrative example of related AI opportunities and challenges. Thus, this chapter provides both motivation and guidance to management scholars for future applications of AI to advance management research.

The purpose of this study is to explore the views of practicing negotiators on their experiences of deception and their strategies for detecting deceptive behavior. A thematic analysis of interview data complements the existing experimental literature on deception and negotiation. The authors compare the experiences of practicing negotiators with the results found in experimental studies and provide practical recommendations for negotiators and managers regarding the detection of deception.

Data was collected from 19 practicing commercial negotiators in France by way of semi-structured interviews. The transcribed data was analyzed by way of thematic analysis using the software NVivo 12. Experiences and behaviors identified in the negotiation literature as key factors for the detection of deception acted as a coding framework.

A thematic analysis of the data revealed four themes related to the experience of deception that negotiators perceived as particularly important: the frequency, form, interpretation and consequences of deception. Further, the analysis revealed four factors that negotiators believed influenced their ability to detect deceptive communication: physical cues, such as body language and micro-expressions, and verbal cues, including contradictions and inconsistencies, emotional cues and environmental cues. Finally, the strategies described by negotiators to detect deception could be classified according to six themes: careful listening, asking questions, emotional intelligence, intuition, checking consistency and requesting evidence.

This study elicited the views of commercial negotiators without collecting information from their negotiation counterparts. Hence, it was not possible to verify whether the reported detection of deceptive communication was accurate. Because of optimism bias, the participants in the sample were likely to overrate their ability to detect deception. In part, this was helpful because the negotiators spoke freely about their strategies for dealing with deceptive counterparts allowing the identification of techniques to improve the efficacy of detecting deceptive communication.

Participants overwhelmingly expressed that there is a lack of training on deception in negotiation. It is suggested that the results of this study inform the development of training courses on the detection of deception. In particular, it is recommended that training courses should cover the following topics: how to anticipate and avoid deceptive behavior; how to effectively respond to deceptive behavior; the role of emotional intelligence in detecting deceptive behavior; careful listening and asking questions; and the role of intuition in detecting deception.

Prior empirical studies on the detection of deception have not specifically investigated the range of self-reported strategies used by practicing negotiators to detect deceptive communication. This study addresses this gap. This study complements existing experimental works by widening the spectrum of potential variables that play a role in the effective detection of deceptive communication.

The purpose of this paper is to analyze how political marketing management in terms of communication practices influence the voters’ emotional responses as they observe and listen to the discourse of a political leader.

An experiment was conducted, in which participants watched the last debate of the campaign leading up the Peruvian presidential elections held in June 2016. During the experiment, the Emotient FACET technology codifies the facial micro-expressions of participants.

The results reveal that a voter’s political tendencies influence the intensity of their positive emotions, when the political leader communicated a challenging message. Rhetorical strategies and non-verbal behaviors accompany this type of message in order to emphasize the discourse and persuade the audience.

The findings suggest that the gender gap in attitudes toward female politicians exists and could change the relationship found, influencing negative emotions instead of positive emotions. The implications of the findings for achieving political success are discussed.

The study makes a methodological contribution, employing an experimental protocol based on Emotient FACET technology in a political context, thereby enabling more direct and objective measurement of voters’ emotional responses.

El artículo busca analizar la influencia de la gestión de marketing político, en términos de estrategias de comunicación política, en la respuesta emocional de los votantes al observar y escuchar el discurso de un líder político.

Se realizó un experimento en el cual los participantes miraron el último debate de la campaña para las elecciones presidenciales del Perú celebradas en junio de 2016. Durante el experimento, la tecnología Emotient FACET codificó las micro expresiones faciales de los participantes.

Los resultados revelan que la tendencia política del votante influye en la intensidad de sus emociones positivas cuando el líder político emite un mensaje desafiante. Las estrategias retóricas y las conductas no verbales que acompañan a este tipo de mensajes enfatizan el discurso y persuaden a la audiencia.

Los hallazgos sugieren que el sesgo del género en las actitudes hacia las mujeres que participan en política existe y esto podría cambiar la relación encontrada, influenciando las emociones negativas cuando una candidata mujer expresa un mensaje desafiante. Se discuten las implicaciones de los resultados para lograr el éxito político.

El estudio realiza un aporte metodológico al aplicar un protocolo experimental basado en la tecnología Emotient FACET a un contexto político, permitiendo así una medida más directa y objetiva de las respuestas emocionales de los votantes.

The study’s aim was to design and test a leadership development approach using blended learning, to equip leaders for strengthening their own resilience and that of their teams.

A contextualised leadership development intervention was produced and evaluated following the principles of design-based research. Participants were from three organisations that work internationally to address the impact of economic disadvantage. Initial research used the behavioural event interview technique. Online assessment incorporated measures of situational judgement, emotion recognition and attributional style. Validity measures were multi-rater feedback (criterion), and NEO-PI 3 (construct). Individual feedback and a simulation-based peer workshop were followed by a four-to-six month period of experience-driven development and a final peer workshop for consolidating and evaluating learning outcomes.

The online assessment was a valid measure of leaders’ personal resilience resources and their resilience-building capability. Overall, the intervention improved participants’ understanding of, and engagement with, the processes of strengthening individual and collective (team) resilience.

The target sample size for the study was relatively small, to ensure it would be practical to replicate the approach when designing similar interventions for a senior leadership population in other contexts. Significant results provided robust evidence for the validity of the assessment approach. Findings for the workshops and experience-driven development phase were more tentative, but the value of the design iterations was clearly demonstrated.

The leadership development approach is suitable for application in other organisations, if similar principles are followed to produce and evaluate materials relevant to each broad sector context. Roll-out is cost-effective, with relatively few hours of blended or virtual delivery supporting experience-driven learning.

The impact leaders have on the wellbeing of those who report to them is well established, but less has been done to develop and formally evaluate practical, cost-effective interventions to improve this impact. The approach validated in this study can be applied more widely to benefit employee wellbeing as well as performance.

The study developed and evaluated a new approach to preparing leaders for the challenge of building team resilience, an aspect of leadership capability that has been given relatively little attention to date.

Displaying appropriate emotions enhances followers’ perceptions toward a leader. The present study examined the moderating effect of leader group-prototypicality on the relationship between leader’s emotion appropriateness and followers’ perceptions toward the leader (i.e., self-sacrifice intentions and effectiveness). Based on a set of 366 Malaysian students’ experimental survey responses, leader group-prototypicality emerged as a significant moderator. Specifically, the effect of leader’s emotion appropriateness was stronger for group-prototypical leaders than non-group-prototypical leaders. Hence, to enhance their perceived effectiveness, leaders should portray appropriate emotions and ensure that they are viewed as representative by their followers.

The goal of this study is to test the real-world use of an emotion recognition system.

The researchers chose an existing algorithm that displayed high accuracy and speed. Four emotions: happy, sadness, anger and surprise, are used from six of the universal emotions, associated by their own mood markers. The mood-matrix interface is then coded as a web application. Four guidance counselors and 10 students participated in the testing of the mood-matrix. Guidance counselors answered the technology acceptance model (TAM) to assess its usefulness, and the students answered the general comfort questionnaire (GCQ) to assess their comfort levels.

Results from TAM found that the mood-matrix has significant use for the guidance counselors and the GCQ finds that the students were comfortable during testing.

No study yet has tested an emotion recognition system applied to counseling or any mental health or psychological transactions.

Recent research has suggested that a heightened sensitivity to nonverbal cues may give individuals with psychopathic traits an advantage when selecting potential victims. The purpose of this paper is to examine the effect of gender on the association between psychopathy and perceptions of vulnerability to violent victimization.

A sample of 291 undergraduate students viewed a series of eight videos depicting individual female targets walking down a hallway from behind. Participants rated each target’s vulnerability to violent victimization and provided a justification for each rating. In addition to these ratings, participants completed the Self-Report Psychopathy Scale.

A series of hierarchical linear regressions revealed gender differences in the association between psychopathy and accuracy. Among male observers, total psychopathy scores, Factor 2 psychopathy scores, and scores on the antisocial behavior facet were positively associated with accuracy in perceiving vulnerability to violent victimization. Conversely, no associations were identified between psychopathy (total, Factors, and facets) and accuracy among female observers. This suggests that the adept ability to accurately perceive nonverbal cues signalling vulnerability is specific to males exhibiting psychopathic traits.

The results of the current study highlight the importance of distinguishing male and female psychopathy in research and practice. Moreover, with an understanding of individual differences in the ability to accurately perceive nonverbal cues associated with vulnerability, we may begin to develop intervention strategies aimed at reducing future incidences of victimization.

Online consumer reviews (OCRs) have emerged as a particularly important type of user-generated information about a brand because of their widespread adoption and influence on consumer decision-making. Much of the existing OCR research focuses on quantifiable OCR features such as star ratings and volume. More research that examines the influence of review elements, aside from numeric ratings, such as the verbatim text, particularly in services contexts is needed. The purpose of this research is to investigate the impact of service failures on consumer arousal and emotions.

The authors present three behavioral experiments that manipulate service failure and linguistic elements of OCRs by using galvanic skin response, survey measures and automated facial expression analysis.

Negative OCRs lead to the greatest levels of arousal when consumers read OCRs. Service failure severity impacts anger, and referential cohesion, an observable property of text that helps a reader better understand ideas in the text, negatively moderates the relationship between service failure severity and anger.

The authors are among the first to empirically test the effect of emotional contagion in a user-generated content context, demonstrating that it can occur when consumers read such content, even if they did not experience the events being described. The research uses a self-report and physiological measures to assess consumer perceptions, arousal and emotions related to service failures, increasing the robustness of the literature. These findings contribute to the marketing literature on OCRs in service failures, physiological measures of consumers’ emotions, the negativity bias and emotional contagion in a user-generated content context.

This paper investigates the information behaviour of creative DJs, a group previously not considered from the perspective of information studies. The practice of DJing is a musically creative process, where a performance can draw on a vast range of music to create a unique listening and dancing experience. The authors study what are the information behaviour processes involved in creative DJing and what roles embodied information play in DJing practice.

From a set of semi-structured interviews with 12 experienced DJs in Scotland, UK, that were subjected to inductive thematic analysis, the authors present a model of how DJs undergo the process of planning, performing and evaluating a DJ performance.

From this study, a model of creative DJs’ information behaviour is presented. This three-stage model describes the information behaviours and critical factors that influence DJs’ planning, decision-making and verification during the pre-performance, performance and post-performance stages, with particular emphasis on DJs’ performances as a rich site of embodied information interactions.

This research provides insight into a new activity in information behaviour, particularly in the use of embodied information, and presents a model for the information behaviour of creative DJs. This opens the way for future studies to consider minorities within the activity, the audience as opposed to the performer, as well as other creative activities where physicality and performance are central.