Research Interests

Gerben van Kleef studies how people relate to each other in a deeply social world. His main research programs revolve around emotion, power/hierarchy, social norms, conflict, and cooperation. In studying these topics, he looks at basic social-psychological processes and effects, and explores their implications for organizations and society at large. He combines social-psychological approaches with insights from various other disciplines, including organizational behavior, evolutionary science, biology, behavioral economics, and law. In much of his work he adopts an interpersonal perspective, examining how individuals influence and respond to one another across a variety of contexts, including personal relationships, group decision making, persuasion, conflict, negotiation, consumer behavior, leadership, sports, and social media.

Biographical Sketch

Gerben van Kleef is a professor of Social Psychology. He received a PhD in Psychology (2004, cum laude) from the department of Work and Organizational Psychology of the University of Amsterdam for his dissertation research on the role of emotion in conflict and negotiation. Next he moved to the Social Psychology department of the same university, where he worked as an Assistant Professor from 2004 to 2007, teaching courses on social categorization, intergroup processes, applied psychology, and emotion. In 2007 he worked as a visiting scholar at the Psychology department of the University of California, Berkeley, conducting research on power and emotion with the support of a "Veni" grant from the Netherlands Organisation for Scientific Research (NWO). In 2008 he was appointed Associate Professor of Social Psychology at the University of Amsterdam. In 2010 he received an NWO "Vidi" grant to study the role of emotion in social influence. In 2012 he was appointed Extraordinary Professor of Social and Organizational Aspects of Prosocial Behavior on behalf of the Van der Gaag Foundation of the Royal Netherlands Academy of Arts and Sciences. In 2014 he worked as a visiting scholar at Columbia Business School in New York, where he performed research on power and hierarchy. In 2016 he was appointed Full Professor of Social Psychology at the University of Amsterdam, where he has since taught various courses on emotion and theory development. In 2022 he worked as a visiting scholar at Stanford University to conduct research on hierarchy and norm violation.

Van Kleef has served the broader academic community in various capacities, including as board member of the Dutch Association of Social Psychology and the International Association for Conflict Management and as research director of the Kurt Lewin Graduate School for social psychology and its applications. He has acted as guest editor of Cognition and Emotion, Journal of Experimental Social Psychology, and Current Opinion in Psychology, and served as associate editor of Social Psychological and Personality Science, Cognition and Emotion, and Organizational Behavior and Human Decision Processes. Van Kleef is an elected fellow of the Society of Experimental Social Psychology, the Society for Personality and Social Psychology, and the Association for Psychological Science. Since 2015, he has acted as Chair of the Social Psychology department of the University of Amsterdam.

Selected Publications (see Publications page for full list)

Cohen-Chen, S., Brady, G. L., Massaro, S., & Van Kleef, G. A. (2022). Meh, whatever: The effects of indifference expressions on cooperation in social conflict. Journal of Personality and Social Psychology, 123, 1336-1361.

Van Kleef, G. A., & Côté, S. (2022). The social effects of emotions. Annual Review of Psychology, 73, 629-658.

Van Kleef, G. A., & Lelieveld, G.-J. (2022). Moving the self and others to do good: The emotional underpinnings of prosocial behavior. Current Opinion in Psychology, 44,80-88.

Van Kleef, G. A., Heerdink, M. W., Cheshin, A., Stamkou, E., Wanders, F., Koning, L. F., Fang, X., & Georgeac, O. (2021). No guts, no glory? How risk-taking shapes dominance, prestige, and leadership endorsement. Journal of Applied Psychology, 106, 1673-1694.

Homan, A. C., Gündemir, S., Buengeler, C., & Van Kleef, G. A. (2020). Leading diversity: Towards a theory of functional leadership in diverse teams. Journal of Applied Psychology, 105, 1101-1128.

Van Kleef, G. A., & Cheng, J. T. (2020). Power, status, and hierarchy: Current trends and future challenges. Current Opinion in Psychology, 33, v-xiv.

Lange, J., Dalege, J., Borsboom, D., Van Kleef, G. A., & Fischer, A. H. (2020). Toward an integrative psychometric model of emotions. Perspectives on Psychological Science, 15, 444-468.

Van Kleef, G. A., Gelfand, M. J., & Jetten, J. (2019). The dynamic nature of social norms: New perspectives on norm development, impact, violation, and enforcement. Journal of Experimental Social Psychology, 84, 1-5.

Stamkou, E., Van Kleef, G. A., & Homan, A. C. (2018). The art of influence: When and why deviant artists gain impact. Journal of Personality and Social Psychology, 115, 276-303.

Wang, L., Restubog, S., Shao, B., Vinh, L., & Van Kleef, G. A. (2018). Does anger help or harm leader effectiveness? The role of competence-based versus integrity based violations and abusive supervision. Academy of Management Journal, 61, 1050-1072.

Van Kleef, G. A., & Côté, S. (2018). Emotional dynamics in conflict and negotiation: Individual, dyadic, and group processes. Annual Review of Organizational Psychology and Organizational Behavior, 5, 437-464.

Cheshin, A., Amit, A., & Van Kleef, G. A. (2018). The interpersonal effects of emotion intensity in customer service: Perceived appropriateness and authenticity of attendants' emotional displays shape customer trust and satisfaction. Organizational Behavior and Human Decision Processes, 144, 97-111.

Van Kleef, G. A. (2017). The social effects of emotions are functionally equivalent across expressive modalities. Psychological Inquiry, 28, 211-216.

Kim, P. H., Mislin, A., Tuncel, E., Fehr, R., Cheshin, A., & Van Kleef, G. A. (2017). Power as an emotional liability: Implications for perceived authenticity and trust after a transgression. Journal of Experimental Psychology: General, 146, 1379-1401.

Van Kleef, G. A. (2016). The interpersonal dynamics of emotion: Toward an integrative theory of emotions as social information. Cambridge, UK: Cambridge University Press.

Van Knippenberg, D., & Van Kleef, G. A. (2016). Leadership and affect: Moving the hearts and minds of followers. Academy of Management Annals, 10, 799-840.

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.

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.

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.

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.

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.

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.

De Dreu, C. K. W., Greer, L. L., Van Kleef, G. A., Shalvi, S., & Handgraaf, M. J. J. (2011). Oxytocin promotes human ethnocentrism. Proceedings of the National Academy of Sciences of the United States of America, 108, 1262-1266.

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.

De Dreu, C. K. W., Greer, L. L., Handgraaf, M. J. J., Shalvi, S., Van Kleef, G. A., Baas, M., Ten Velden, F. S., Van Dijk, E., & Feith, S. W. W. (2010). The neuropeptide oxytocin regulates parochial altruism in intergroup conflict among humans. Science, 328, 1408-1411.

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.

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.

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

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.

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.

 

Academic Positions

2022: Visiting Professor, Stanford University, Graduate School of Business

2016 - present: Professor and Chair of Social Psychology, University of Amsterdam

2014: Visiting Professor, Columbia University, Columbia Business School

2012 - 2016: Van der Gaag Professor of Prosocial Behavior, Royal Netherlands Academy of Arts and Sciences 

2008 - 2016: Associate Professor of Social Psychology, University of Amsterdam

2007: Visiting Scholar, University of California at Berkeley, Department of Psychology

2004 - 2007: Assistant Professor of Social Psychology, University of Amsterdam

 

Education

2004 - Ph.D. in Psychology (cum laude ), University of Amsterdam,The Netherlands

2000 - M.Sc. in Social Psychology (cum laude ), University of Amsterdam, The Netherlands

2000 - M.Sc. in Work and Organizational Psychology (cum laude ), University of Amsterdam, The Netherlands

1996 - B.Sc. in Psychology, University of Amsterdam, The Netherlands

Research Grants

2023-2028. Open Competition grant (€764,080) from the Netherlands Organisation for Scientific Research (NWO) for the project "When and how do norm violations spread? The emotional dynamics of normative decline".

2022-2027. Research Priority Area grant (€1,500,000) from the University of Amsterdam for interdisciplinary research on “Organizational ethics” (with UvA consortium)

2020-2023. PhD Research Grant (€48,600) from the Chinese Scholarship Council (CSC) for the project "Passionate influencers: How emotional expressions on social media shape public opinions" (with Siyi Gu)

2020-2024: Horizon 2020 grant (€2,994,276) from the European Commission for the project "Art and research on transformations of individuals and societies (primary applicants: Matthew Pelowski, Eftychia Stamkou, and Joerg Fingerhut); amount awarded to local work package: €524,054

2019-2013: PhD Research Grant (€75,533) from the CONICYT scholarship program for the project "Emotion regulation in cooperation and competition" (with Anastassia Vivanco Carlevari)

2017-2021: PhD Research Grant (€57,600) from the Chinese Scholarship Council (CSC) for the project "When and how norm violators rise to power" (with Jiafang Chen)

2013-2017: PhD Research Grant (€57,600) from the Chinese Scholarship Council (CSC) for the project "Interpersonal effects of emotional expressions on persuasion" (with Xia Fang)

2012 - 2015: Research talent grant (€168,076) from the Netherlands Organisation for Scientific Research (NWO) for the project "Climbing the ladder or falling from grace: How norm violations shape social hierarchies" (with Eftychia Stamkou, Astrid Homan, and Adam Galinsky)

2010 - 2015: Vidi grant from the Innovative Research Incentives Scheme (€800,000) of the Netherlands Organisation for Scientific Research (NWO) for the project "Emotion is for influence: Development and test of a new theory"

2009 - 2013: Co-applicant on research grant from the Netherlands Organisation for Scientific Research (NWO) Conflict & Security Theme (€600,000) for the project "Representative negotiation: Cross-level influences in inter-group conflict" (with Carsten de Dreu, Lindy Greer, and Naomi Ellemers)

2009 - 2012: Co-applicant on research grant from the Social Sciences and Humanities Research Council of Canada ($57,680) for the project "Emotion regulation and conflict resolution" (with Stéphane Côté)

2006 - 2009: Veni grant from the Innovative Research Incentives Scheme (€208,000) of the Netherlands Organisation for Scientific Research (NWO) for the project "Understanding the role of anger in conflict: Toward a dual-process contingency model"
 

Awards and Honors

2021 - Best Paper Award of the Gender and Diversity in Organizations (GDO) division of the Academy of Management for Homan, A. C., Gündemir, S., Buengeler, C., & Van Kleef, G. A. (2020), "Leading diversity: Towards a theory of functional leadership in diverse teams".

2020 - Listed among top-2% most influential scientists across scientific disciplines (Ioannidis, Boyack, & Baas, 2020, PLoS Biol).

2020 - Mid-Career Award of the European Association of Social Psychology (EASP)

2018 - Bi-annual Outstanding Book Award of the International Association for Conflict Management for Van Kleef, G. A. (2016), "The interpersonal dynamics of emotion: Toward an integrative theory of emotions as social information" (Cambridge University Press)

2017 - Elected Fellow of the Association for Psychological Science

2016 - Elected Fellow of the Society for Personality and Social Psychology

2011 - Emerald Outstanding Reviewer Award

2010 - Most Influential Paper Award (2002-2005) of the Academy of Management (Conflict Management Division) for Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R. (2004), "The interpersonal effects of anger and happiness in negotiations," published in the Journal of Personality and Social Psychology

2009 - Best Paper Award of the Dutch Association for Social Psychologists (ASPO) for Lelieveld, G., Van Dijk, E., Van Beest, I., Steinel, W., & Van Kleef, G. A., "Wanneer teleurstelling beter werkt in onderhandelingen dan boosheid: De interpersoonlijke effecten van boosheid en teleurstelling in onderhandelingen"

2009 - Award for Distinguished Scientific Early Career Contributions to Social Psychology and Its Applications, awarded by the Department of Social Psychology of the University of Amsterdam

2008 - Best Paper Award of the European Group for Organizational Studies (EGOS; finalist) for Beersma, B., & Van Kleef, G. A., "Why people gossip: Antecedents, consequences, and social functions"

2008 - Jos Jaspars Early-Career Award of the European Association of Experimental Social Psychology (EAESP)

2008 - Best Paper Award of the International Association for Conflict Management (IACM) for Van Kleef, G. A., & De Dreu, C. K. W., "Longer-term consequences of anger expression in negotiation: Retaliation or spill-over?"

2006 - Best Student Paper Award of the International Association for Conflict Management (IACM) for Homan, A. C., van Knippenberg, D., Van Kleef, G. A., & De Dreu, C. K. W., "Breaking down faultlines by valuing diversity: The effects of diversity beliefs on the functioning of diverse work groups"

2006 - Best Paper Award of the Kurt Lewin Graduate School for Social Psychology and its Applications (KLI; runner up) for Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R. (2004), "The interpersonal effects of anger and happiness in negotiations"

2005 - Best Dissertation Award of the Dutch Association for Social Psychologists (ASPO) for Van Kleef, G. A., "Emotion in social conflict: The interpersonal effects of emotions in negotiations"

2005 - Best Dissertation Award of the Society of Experimental Social Psychologists (SESP; finalist) for Van Kleef, G. A., "Emotion in social conflict: The interpersonal effects of emotions in negotiations"

2005 - Best Dissertation Award of the International Association forConflict Management (IACM) for Van Kleef, G. A., "Emotion in social conflict: The interpersonal effects of emotions in negotiations"

2004 - Best Student Paper Award of the International Association for Conflict Management (IACM) for Van Kleef, G. A., Steinel, W., van Knippenberg, D., Hogg, M. A., & Svensson, A., "Group member prototypicality and intergroup negotiation: How one's standing in the group affects negotiation behavior"

2002 - Best Student Paper Award of the International Association for Conflict Management (IACM) for Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R., "The interpersonal effects of anger and happiness on negotiation behavior and outcomes"
 

Membership in Professional Organizations

• Academy of Management (AOM)
• Association for Psychological Science (APS)
• Consortium of European Research on Emotion (CERE)
• Dutch Association for Social Psychology (ASPO)
• European Association of Social Psychology (EASP)
• International Association for Conflict Management (IACM)
• International Society for Research on Emotions (ISRE)
• Kurt Lewin Graduate SchoolforSocial Psychology and its Applications (KLI)
• Society of Experimental Social Psychology (SESP)
• Society for Personality and Social Psychology (SPSP)

 

Editorships

2021 - present: Associate Editor, Organizational Behavior and Human Decision Processes.

2020:  Action Editor, Personality and Social Psychology Bulletin

2019 - 2021: Associate Editor, Cognition and Emotion.

2018 - 2020: Guest Editor, Current Opinion in Psychology, special issue on power, status, and hierarchy

2018 - 2019: Guest Editor, Journal of Experimental Social Psychology, special issue on social norms

2012 - 2018: Associate Editor, Social Psychological and Personality Science

2017:  Action Editor, European Journal of Social Psychology

2014 - 2016: Guest Editor, Cognition and Emotion, special issue on emotional collectives

2014 - 2016: Guest Editor, Frontiers in Psychology, special issue on the social nature of emotion

2006: Guest Editor, Gedrag & Organisatie, special issue on affect in organizations

 

Membership of Editorial Boards

2021 - present: Current Opinion in Psychology

2021 - present: Journal of Applied Psychology

2020 - 2023: Journal of Behavioral Decision Making

2011 - 2019: Psychological Science

2009 - present: Organizational Psychology Review

2009 - present: Social Influence

2006 - present: International Journal of Conflict Management

2009 - 2012: British Journal of Social Psychology

2009 - 2011: Social Psychological and Personality Science

2007 - 2010: Journal of Organizational Behavior

2007 - 2010: Organizational Behavior and Human Decision Processes

 

PhD Supervision

• Skyler Hawk (University of Amsterdam, defense in 2010)
• Koen Dijkstra (University of Amsterdam, defense in 2012)
• Janina Marguc (University of Amsterdam, defense in 2012, cum laude)
• Gert-Jan Lelieveld (Leiden University, defense in 2013)
• Evert-Jan van Doorn (University of Amsterdam, defense in 2013)   
• Victoria Visser (Erasmus University Rotterdam, defense in 2013)
• Hillie Aaldering (University of Amsterdam, defense in 2014)
• Özüm Saygi (University of Amsterdam, defense in 2015)
• Marc Heerdink (University of Amsterdam, defense in 2015)
• Eftychia Stamkou (University of Amsterdam, defense in 2018)
• Xia Fang (University of Amsterdam, defense in 2018)
• Lisanne Pauw (University of Amsterdam, defense in 2020)
• Florian Wanders (University of Amsterdam, defense in 2020)
• Jiafang Chen (University of Amsterdam, expected completion in 2022)
• Annika Nieper (VU University, Amsterdam, expected completion in 2023)
• Siyi Gu (University of Amsterdam, expected completion in 2024)
• Anastassia Vivanco Carlevari (University of Amsterdam, expected completion in 2024)
• Rohan Dunham (University of Amsterdam, expected completion in 2024)
• Vukasin Gligoric (University of Amsterdam, expected completion in 2025)
• Rüya Çankaya (University of Amsterdam, expected completion in 2026)

 

Postdoc supervision

• Hannah Moore (2022 – current)
• Erdem Meral (2022 – current)
• Jens Lange (2017 – 2019)
• Svenja A. Wolf (2015 – 2017)
• Arik Cheshin (2011 – 2014)
• Lukas F. Koning (2010 – 2014)

 

Teaching (current and past)

• Emotional Influence (master)
• Developing Theory in Social and Organizational Psychology (research master)
• Current Debates in Emotion Research (research master)
• The Social Psychology of Emotions (master)
• Advanced Topics in Affect and Emotion (research master)
• Social Categorization (bachelor)
• Applied Social Psychology (bachelor)
• Interpersonal, Intra- and Intergroup Processes (bachelor)

 

Management and committee work

2015 – present: Chair of Social Psychology, University of Amsterdam
2012 – 2018: Research Director, Kurt Lewin Institute (Dutch Graduate School for Social Psychology and Its Applications)
2012: Conference Program Chair, Kurt Lewin Institute (Dutch Graduate School for Social Psychology and Its Applications)
2010: Grant Panel, Netherlands Organisation for Scientific Research, Innovative Research Incentives Scheme (Veni program)
2008 – 2014: Confidant for PhD students, Social Psychology Department, University of Amsterdam
2008 – 2012: Board Member, Social Psychology Department, University of Amsterdam
2008 – 2012: Research Committee, Kurt Lewin Institute (Dutch Graduate School for Social Psychology and Its Applications)
2007 – 2015: Scientific Council, Department of Psychology, University of Amsterdam
2007 – 2012: Internship Coordinator, Social Psychology Department, University of Amsterdam
2007 – 2009: Board Member, International Association for Conflict Management
2007: Best Dissertation Award Committee, International Association for Conflict Management
2006 – 2010: Secretary, Dutch Association for Social Psychologists
2006: Best Empirical Paper Award Committee, International Association for Conflict Management
2005 – 2010: Board Member, Dutch Association for Social Psychologists
2005: Conference Program Advisor, International Association for Conflict Management
2004 – 2007: International Speaker Series Coordinator, Social Psychology Department, University of Amsterdam

International Peer-Reviewed Publications (161)

Pauw, L. S., Sauter. D. A., Van Kleef, G. A., Sels, L., & Fischer, A. H. (in press). The dynamics of interpersonal emotion regulation: How sharers elicit desired (but not necessarily helpful) support. Emotion.

Nieper, A. S., Beersma, B., Dijkstra, M. T. M., & Van Kleef, G. A. (in press). When and why does observability increase honesty? The role of gossip and reputational concern. Judgment and Decision Making. 

Prada, R., Homan, A. C., & Van Kleef, G. A. (in press). Towards sustainable human-agent teams: A framework for understanding human-agent team dynamics. Proceedings of the 23rd International Conference on Autonomous Agents and Multiagent Systems.

Homan, A. C., Wanders, F., Van Vianen, A. E. M., & Van Kleef, G. A. (in press). Better to bend than to break? Effects of rule behavior on dominance, prestige, and leadership granting. Journal of Experimental Psychology: Applied.

Gligorić, V., Clerc, R., Arkensteijn, G., Van Kleef, G. A., & Rutjens, B. T. (in press). Stereotypes and social evaluations of scientists are related to different antecedents and outcomes. Public Understanding of Science.

Van Kleef, G. A., Larsen, M., & Stamkou, E. (2024). How music teachers’ emotional expressions shape students’ performance: “C’est le ton qui fait la musique”. Motivation and Emotion, 48, 100-110.

Groth, M., Bindl, U. K., Wang, K., & Van Kleef, G. A. (2024). How social roles shape interpersonal affect regulation at work. Organizational Psychology Review, 14, 25-88.

Wolf, S. A., Heerdink, M. W., & Van Kleef, G. A. (2023). A motivational account of convergence in emotion expressions within groups: The Emotional Conformity Framework. Emotion Review, 15, 363-379.

Van Kleef, G. A., Wanders, F., Van Vianen, A. E. M., Dunham, R. L., Du, X., & Homan, A. C. (2023). Rebels with a cause? How norm violations shape dominance, prestige, and influence granting. PLoS-ONE, 18, e0294019.

Rutjens, B. T., Ackers, C. A., & Van Kleef, G. A. (2023). I’m (not) sorry: Interpersonal effects of neutralizations after a transgression. Journal of Experimental Psychology: Applied, 29, 831-848.

Van Kleef, G. A. (2023). When and how norm violators gain influence: Dominance, prestige, and the social dynamics of (counter)normative behavior. Social and Personality Psychology Compass, 17, e12745.

Cohen-Chen, S., Brady, G. L., Massaro, S., & Van Kleef, G. A. (2022). Meh, whatever: The effects of indifference expressions on cooperation in social conflict. Journal of Personality and Social Psychology, 123, 1336-1361.

Gligorić, V., Van Kleef, G. A., & Rutjens, B. T. (2022). Social evaluations of scientific occupations. Scientific Reports, 12, 18339.

Pauw, L. S., Sauter, D. A., Van Kleef, G. A., Lucas, G. M., Gratch, J., & Fischer, A. H. (2022). The avatar will see you now: Support from a virtual human provides socio-emotional benefits. Computers in Human Behavior, 136, 107368.

Stamkou, E., Homan, A. C., Van Kleef, G. A., & Gelfand, M. J. (2022). The spatial representation of leadership depends on ecological threat: A replication and extension of Menon et al. (2010). Journal of Personality and Social Psychology, 123, 3.

Lange, J., Fischer, A. H., & Van Kleef, G. A. (2022). “You’re just envious”: Inferring benign and malicious envy from facial expressions and contextual information. Emotion, 22, 64-80.

Van Kleef, G. A. (2022). Animals may be more reliably emotional than humans. Animal Sentience, 31(18).

Fang, X., Sauter, D. A., Heerdink, M. W., & Van Kleef, G. A. (2022). Culture shapes the distinctiveness of posed and spontaneous facial expressions of anger and disgust. Journal of Cross-Cultural Psychology, 53, 471-487.

Homan, A. C., & Van Kleef, G. A. (2022). Managing team conscientiousness diversity: The role of leader emotion-regulation knowledge. Small Group Research, 53, 532-562.

Chen, J., Nevicka, B., Homan, A. C., & Van Kleef, G. A. (2022). How narcissism shapes responses to antisocial and prosocial behavior: Hypo-responsiveness or hyper-responsiveness? Personality and Social Psychology Bulletin, 48, 363-381.

Nieper, A. S., Beersma, B., Dijkstra, M. T. M., & Van Kleef, G. A. (2022). When and why does gossip increase prosocial behavior? Current Opinion in Psychology, 44, 315-320.

Van Kleef, G. A., & Lelieveld, G.-J. (2022). Moving the self and others to do good: The emotional underpinnings of prosocial behavior. Current Opinion in Psychology, 44,80-88.

Van Kleef, G. A., & Côté, S. (2022). The social effects of emotions. Annual Review of Psychology, 73, 629-658.

Lange, J., Heerdink, M. W., & Van Kleef, G. A. (2022). Reading emotions, reading people: Emotion perception and inferences drawn from perceived emotions. Current Opinion in Psychology, 43, 85-90.

Van Kleef, G. A., Heerdink, M. W., Cheshin, A., Stamkou, E., Wanders, F., Koning, L. F., Fang, X., & Georgeac, O. (2021). No guts, no glory? How risk-taking shapes dominance, prestige, and leadership endorsement. Journal of Applied Psychology, 106, 1673-1694.

Wanders, F., Homan, A. C., Van Vianen, A. E. M., Rahal, R.-M., & Van Kleef, G. A. (2021). How norm violators rise and fall in the eyes of others: The role of sanctions. PLoS-ONE, 16 (e0254574), 1-17.

Fang, X., Van Kleef, G. A., Kawakami, K., & Sauter, D. A. (2021). Cultural differences in perceiving transitions in emotional facial expressions: Easterners show greater contrast effects than Westerners. Journal of Experimental Social Psychology, 95 (104143), 1-11.

Van Kleef, G. A. (2021). Moving (further) beyond private experience: On the radicalization of the social approach to emotions and the emancipation of verbal emotional expressions. Emotion Review, 13, 90-94. 

Oostrom, J. K., Ronay, R., & Van Kleef, G. A. (2021). The signalling effects of nonconforming dress style in personnel selection contexts: Do applicants’ qualifications matter? European Journal of Work and Organizational Psychology, 30, 70-82.

Fang, X., Sauter, D. A., & Van Kleef, G. A. (2020). Unmasking smiles: The influence of culture and intensity on interpretations of smiling expressions. Journal of Cultural Cognitive Science, 4, 293-308.

Tuncel, E., Kong, D., McLean Parks, J., & Van Kleef, G. A. (2020). Face threat sensitivity in distributive negotiations: Effects on negotiator self-esteem and demands. Organizational Behavior and Human Decision Processes, 161, 255-273. 

Homan, A. C., Gündemir, S., Buengeler, C., & Van Kleef, G. A. (2020). Leading diversity: Towards a theory of functional leadership in diverse teams. Journal of Applied Psychology, 105, 1101-1128.

Van Kleef, G. A., & Cheng, J. T. (2020). Power, status, and hierarchy: Current trends and future challenges. Current Opinion in Psychology, 33, v-xiv.

Van Kleef, G. A., & Lange, J. (2020). How hierarchy shapes our emotional lives: Effects of power and status on emotional experience, expression, and responsiveness. Current Opinion in Psychology, 33, 148-153.

Stamkou, E., Homan, A. C., & Van Kleef, G. A. (2020). Climbing the ladder or falling from grace? A threat-opportunity framework of the effects of norm violations on social rank. Current Opinion in Psychology, 33, 74-79. 

Dimant, E., Van Kleef, G. A., & Shalvi, S. (2020). Requiem for a nudge: Framing effects in nudging honesty. Journal of Economic Behavior & Organization, 172, 247-266.

Lange, J., Dalege, J., Borsboom, D., Van Kleef, G. A., & Fischer, A. H. (2020). Toward an integrative psychometric model of emotions. Perspectives on Psychological Science, 15, 444-468.

Van Kleef, G. A., Gelfand, M. J., & Jetten, J. (2019). The dynamic nature of social norms: New perspectives on norm development, impact, violation, and enforcement. Journal of Experimental Social Psychology, 84, 1-5.

Jackson, J. C., Van Egmond, M., Choi, V. K., Ember, C., Halberstadt, J., Balanovic, J., Basker, I. N., Boehnke, K., Buki, N., Fischer, R., Fulop, M., Fulmer, A., Homan, A. C., Van Kleef, G. A., Kreemers, L., Schei, V., Szabo, E., Ward, C., & Gelfand, M. J. (2019). Ecological and cultural factors underlying the global distribution of prejudice. PLoS-ONE, 9, e0221953.

Kumar, R., Van Kleef, G. A., & Higgins, E. T. (2019). How emotions influence alliance relationships: The potential functionality of negative emotions. Organizational Psychology Review, 9, 157-183.

Stamkou, E. S., Van Kleef, G. A., & Homan, A. C. (2019). Feeling entitled to rules: Entitled individuals prevent norm violators from rising up the ranks. Journal of Experimental Social Psychology, 84, 1-10.

Cohen-Chen, S., Van Kleef, G. A., Crisp, R. J., & Halperin, E. (2019). Dealing in hope: Does observing hope expressions increase conciliatory attitudes in intergroup conflict? Journal of Experimental Social Psychology, 83, 102-111.

Pauw, L. S., Sauter, D. A., Van Kleef, G. A., & Fischer, A. H. (2019). Stop crying! The impact of situational demands on interpersonal emotion regulation. Cognition and Emotion, 33, 1587-1598.

Fang, X., Van Kleef, G. A., & Sauter, D. A. (2019). Revisiting cultural differences in emotion perception between Easterners and Westerners: Chinese perceivers are accurate, but see additional non-intended emotions in negative facial expressions. Journal of Experimental Social Psychology, 82, 152-159.

Cruz, T. D., Balliet, D., Sleebos, E., Beersma, B., Van Kleef, G. A., & Gallucci, M. (2019). Getting a grip on the grapevine: Extension and factor structure of the motives to gossip questionnaire. Frontiers in Psychology, 10, 1190.

Pauw, L., Sauter, D. A., Van Kleef, G. A., & Fischer, A. H. (2019). I hear you (not): Sharers' expressions and listeners' inferences of the need for support in response to negative emotions. Cognition and Emotion, 33, 1129-1143.

Stamkou, E., Van Kleef, G. A., Homan, A. C., Gelfand, M. J., Van de Vijver, F. J. R., Van Egmond, M. C., Boer, D., Phiri, N., Ayub, N., Kinias, Z., Cantarero, K., Treister, D. E., Figueiredo, A., Hashomoto, H., Hofmann, E. B., Lima, R. P., & Lee, I.-C. (2019). Cultural collectivism and tightness moderate responses to norm violators: Effects on power perception, moral emotions, and leader support. Personality and Social Psychology Bulletin, 45, 947-964.

Heerdink, M. W., Koning, L. F., Van Doorn, E. J., & Van Kleef, G. A. (2019). Emotions as guardians of group norms: Expressions of anger and disgust drive inferences about autonomy and purity violations. Cognition and Emotion, 33, 563-578.

Petkanopoulou, K., Rodriguez-Bailon, R., Willis, G., & Van Kleef, G. A. (2019). Powerless people don't yell but tell: The effects of social power on direct and indirect expression of anger. European Journal of Social Psychology, 49, 533-547.

Van Kleef, G. A., Cheshin, A., Koning, L. F., & Wolf, S. A. (2019). Emotional games: How coaches' emotional expressions shape players' emotions, inferences, and team performance. Psychology of Sport & Exercise, 41, 1-11. 

Bechtoldt, M. N., Beersma, B., & Van Kleef, G. A. (2019). When (not) to empathize: The differential effects of combined emotion recognition and empathic concern on client satisfaction across professions. Motivation and Emotion, 43, 112-129.

Fang, X., Van Kleef, G. A., & Sauter, D. A. (2018). Person perception from changing emotional expressions: Primacy, recency, or averaging effect? Cognition and Emotion, 32, 1597-1610.

Giner-Sorolla, R., Amodio, D. M., & Van Kleef, G. A. (2018). Three strong moves to improve research and replications alike. Behavioral and Brain Sciences, 41, e130.

Van Dijk, E., Van Beest, I., Van Kleef, G. A., & Lelieveld, G.-J. (2018). Communication of anger versus disappointment in bargaining, and the moderating role of power. Journal of Behavioral Decision Making, 31, 632-643.

Pauw, L., Sauter, D. A., Van Kleef, G. A., & Fischer, A. H. (2018). Sense or sensibility? Social sharers' evaluations of socio-affective vs. cognitive support in response to negative emotions. Cognition and Emotion, 32, 1247-1264.

Stamkou, E., Van Kleef, G. A., & Homan, A. C. (2018). The art of influence: When and why deviant artists gain impact. Journal of Personality and Social Psychology, 115, 276-303.

Wang, L., Restubog, S., Shao, B., Vinh, L., & Van Kleef, G. A. (2018). Does anger help or harm leader effectiveness? The role of competence-based versus integrity based violations and abusive supervision. Academy of Management Journal, 61, 1050-1072.

Aaldering, H., Ten Velden, F. S., Van Kleef, G. A., & De Dreu, C. K. W. (2018). Parochial cooperation in nested intergroup dilemmas is reduced when it harms out-groups. Journal of Personality and Social Psychology, 114, 909-923.

Glikson, E., Cheshin, A., & Van Kleef, G. A. (2018). The dark side of a smiley: Smiling emoticons in virtual first impression. Social Psychological and Personality Science, 9, 614-625.

Van Kleef, G. A. (2018). Emotional reactions in non-human animals and social-functional theories of emotion. Animal Sentience, 22(12).

Dijk, C., Fischer, A. H., Morina, N., Van Eeuwijk, C., & Van Kleef, G. A. (2018). Effects of social anxiety on emotional mimicry and contagion: Feeling negative, but smiling politely. Journal of Nonverbal Behavior, 42, 81-99. 

Van Kleef, G. A., & Côté, S. (2018). Emotional dynamics in conflict and negotiation: Individual, dyadic, and group processes. Annual Review of Organizational Psychology and Organizational Behavior, 5, 437-464. 

Cheshin, A., Amit, A., & Van Kleef, G. A. (2018). The interpersonal effects of emotion intensity in customer service: Perceived appropriateness and authenticity of attendants' emotional displays shape customer trust and satisfaction. Organizational Behavior and Human Decision Processes, 144, 97-111.

Fang, X., Sauter, D. A., & Van Kleef, G. A. (2018). Seeing mixed emotions: The specificity of emotion perception from static and dynamic facial expressions across cultures. Journal of Cross-Cultural Psychology, 49, 130-148.

Van Kleef, G. A., Heerdink, M. W., & Homan, A. C. (2017). Emotional influence in groups: The dynamic nexus of affect, cognition, and behavior. Current Opinion in Psychology, 17, 156-161.

Kim, P. H., Mislin, A., Tuncel, E., Fehr, R., Cheshin, A., & Van Kleef, G. A. (2017). Power as an emotional liability: Implications for perceived authenticity and trust after a transgression. Journal of Experimental Psychology: General, 146, 1379-1401.

Hideg, I., & Van Kleef, G. A. (2017). When expressions of fake emotions elicit negative reactions: The role of observers' dialectical thinking. Journal of Organizational Behavior, 38, 1196-1212.

Dijkstra, K. A., Van der Pligt, J., & Van Kleef, G. A. (2017). Fit between decision mode and processing style predicts subjective value of chosen alternatives. European Journal of Social Psychology, 47, 72-81.

Van Kleef, G. A. (2017). The social effects of emotions are functionally equivalent across expressive modalities. Psychological Inquiry, 28, 211-216.

Stamkou, E., Van Kleef, G. A., Homan, A. C., & Galinsky, A. D. (2016). How norm violations shape social hierarchies: Those who stand on top block norm violators from rising up. Group Processes and Intergroup Relations, 19, 608-629.

Van Kleef, G. A., Cheshin, A., Fischer, A. H., & Schneider, I. K. (2016). Editorial: The social nature of emotions. Frontiers in Psychology, 7(896), 1-5.

Stamkou, E., Van Kleef, G. A., Fischer, A. H., & Kret, M. E. (2016). Are the powerful really blind to the feelings of others? How hierarchical concerns shape attention to emotions. Personality and Social Psychology Bulletin, 42, 755-768.

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.

Cheshin, A., Heerdink, M. W., Kossakowski, J. J., & Van Kleef, G. A. (2016). Pitching emotions: The interpersonal effects of emotions in professional baseball. Frontiers in Psychology, 7(178), 1-13.

Van Kleef, G. A., & Fischer, A. H. (2016). Emotional collectives: How groups shape emotions and emotions shape groups. Cognition and 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 and Emotion, 30, 134-149.

van Knippenberg, D., & Van Kleef, G. A. (2016). Leadership and affect: Moving the hearts and minds of followers. Academy of Management Annals, 10, 799-840.

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.

Saygi, O, Greer, L. L., Van Kleef, G. A., & De Dreu, C. K. W. (2015). Bounded benefits of representative cooperativeness in intergroup negotiations. Group Decision and Negotiation, 24, 993-1014.

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.

Marguc, J., Förster, J. A., & Van Kleef, G. A. (2015). Welcome interferences: Dealing with obstacles promotes creative thought in goal pursuit. Creativity and Innovation Management, 24, 207-216.

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.

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.

Saygi, O., Greer, L. L., Van Kleef, G. A., & De Dreu, C. K. W. (2014). Competitive representative negotiations worsen intergroup relations. Group Processes and Intergroup Relations, 17, 143-160 .

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.

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.

Beersma, B., Homan, A. C., Van Kleef, G. A., & De Dreu, C. K. W. (2013). Outcome interdependence shapes the effects of prevention focus on team processes and performance. Organizational Behavior and Human Decision Processes, 121, 194-203.

Dijkstra, K. A., Van der Pligt, J., & Van Kleef, G. A. (2013). Deliberation versus intuition: Decomposing the role of expertise in judgment and decision making. Journal of Behavioral Decision Making, 26, 285-294

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

Aaldering, H., Greer, L. L., & Van Kleef, G. A., & De Dreu, C. K. W. (2013). Interest (mis)alignments in representative negotiations: Do pro-social agents fuel or reduce inter-group conflict and cooperation? Organizational Behavior and Human Decision Processes, 120, 240-250 .

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.

Lelieveld, G.-J., Van Dijk, E., Güroglu, B., Van Beest, I., Van Kleef, G. A., Rombouts, S. A. R. B., & Crone, E. A. (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: Prototypicality and information processing in intergroup conflict. Journal of Applied Psychology, 98, 63-79.

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

Beersma, B., & Van Kleef, G. A. (2012). Why people gossip: An empirical analysis of social motives, antecedents, and consequences. Journal of Applied Social Psychology, 42, 2640-2670.

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.

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

De Dreu, C. K. W., Shalvi, S., Greer, L. L., Van Kleef, G. A., Handgraaf, M. J. J. (2012). Oxytocin motivates non-cooperation in intergroup conflict to protect vulnerable in-group members. PLoS ONE, 7, e46751.

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.

Dijkstra, K. A., Van der Pligt, J., Van Kleef, G. A., & Kerstholt, J. H. (2012). Deliberation versus intuition: Global versus local processing in judgment and choice. Journal of Experimental Social Psychology, 48, 1156-1161.

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.

Van Kleef, G. A., Homan, A. C., Finkenauer, C., Blaker, N. M., & Heerdink, M. W. (2012). Prosocial norm violations fuel power affordance. Journal of Experimental Social Psychology, 48, 937-942.

Marguc, J., Van Kleef, G. A., & Förster, J. (2012). Stepping back while staying engaged: When facing an obstacle increases psychological distance. Social Psychological and Personality Science, 3, 379-386.

Wiersema, D. V., Van der Schalk, J., & Van Kleef, G. A. (2012). Who's afraid of red, yellow and blue? Need for cognitive closure predicts aesthetic preferences. Psychology of Aesthetics, Creativity, and the Arts, 6, 168-174.

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 ofcooperation versus competition from expressions of anger, happiness, and disappointment. Cognition and Emotion, 12, 442-461.

De Dreu, C. K.W., Greer, L. L., Handgraaf, M. J. J., Shalvi, S., & Van Kleef, G. A. (2012). Oxytocin modulates selection of allies in intergroup conflict. Proceedings of the Royal Society B: Biological Sciences, 279, 1150-1154.

Beersma, B., & Van Kleef, G. A. (2011). How the grapevine keeps you in line: Gossip increases contributions to the group. Social Psychological and Personality Science, 2, 642-649.

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.

Marguc, J., Förster, J., & Van Kleef, G. A. (2011). Stepping back to see the big picture: When obstacles elicit global processing. Journal of Personality and Social Psychology, 101, 883-901.

Côté, S., DeCelles, K., McCarthy, J., & Van Kleef, G. A., & Hideg, I. (2011). The Jekyll and Hyde of emotional intelligence: Emotion regulationknowledge 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.

De Dreu, C. K. W., Greer, L. L., Van Kleef, G.A., Shalvi, S., & Handgraaf, M. J. J. (2011). Reply to Chen et al.: Perhaps goodwill is unlimited but oxytocin-induced goodwill is not. Proceedings of the National Academy of Sciences of the United States of America, 108, E46.

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.

De Dreu, C. K. W., Greer, L. L., Van Kleef, G. A., Shalvi, S., & Handgraaf, M. J. J. (2011). Oxytocin promotes human ethnocentrism. Proceedings of the National Academy of Sciences of the United States of America, 108, 1262-1266.

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.

Steinel, W., Van Kleef, G. A., Van Knippenberg, D., Hogg, M. A., Homan, A. C., & Moffit, G. (2010). How intragroup dynamics affect behavior in intergroup conflict: The role of group norms, prototypicality, and need to belong. Group Processes and Intergroup Relations, 13, 779-794.

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 includingsocial interaction in emotion research. Emotion Review, 2, 208-211.

De Dreu, C. K. W., Greer, L. L., Handgraaf, M. J. J., Shalvi, S., Van Kleef, G. A., Baas, M., Ten Velden, F. S., Van Dijk, E., & Feith, S. W. W. (2010). The neuropeptide oxytocin regulates parochial altruism in intergroup conflict among humans. Science, 328, 1408-1411.

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.

Van der Schalk, J., Beersma, B., Van Kleef, G. A., & De Dreu, C. K. W. (2010). The more (complex), the better? The influence of epistemic motivation on integrative bargaining in complex negotiation. European Journal of Social Psychology, 42, 355-365.

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 epistemicmotivation. 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.

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.

Homan, A. C., Hollenbeck, J. R., Humphrey, S. E., Van Knippenberg, D., Ilgen, D. R., & Van Kleef, G. A. (2008). Facing differences with an open mind: Openness to experience, salience of intra-group differences, and performance of diverse work groups. Academy of Management Journal, 51, 1204-1222.

Pietroni, D., Van Kleef, G. A., De Dreu, C. K. W., & Pagliaro, S. (2008). Emotions as strategic information: Effects of other's emotions on fixed-pie perception, demands and integrative behavior in negotiation. Journal of Experimental Social Psychology, 44, 1444-1454.

Van Kleef, G. A., & Van Lange, P. A. M. (2008). What other's disappointment may do to selfish people: Emotion and social value orientationin 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.

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.

Homan, A. C., Van Knippenberg, D., Van Kleef, G. A., & De Dreu, C. K. W. (2007). Bridging faultlines by valuing diversity: Diversity beliefs, information elaboration, and performance in diverse work groups. Journal of Applied Psychology, 92, 1189-1199.

Homan, A. C., van Knippenberg, D., Van Kleef, G. A., & DeDreu, C. K.W. (2007). Interacting dimensions of diversity: Cross-categorization and the functioning of diverse work groups. Group Dynamics: Theory, Research, and Practice, 11, 79-94.

Van Kleef, G. A., Steinel, W., Van Knippenberg, D., Hogg, M., & Svensson, A. (2007). Group member prototypicality and intergroup negotiation: How one's standing in the group affects negotiation behaviour. British Journal of Social Psychology, 46, 129-154.

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.

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 [Special 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.

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.

De Dreu, C. K. W., & Van Kleef, G. A. (2004). The influence of power on the information search,impression formation, and demands in negotiation. Journal of Experimental Social Psychology, 40, 303-319.

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.

Van Kleef, G. A., & De Dreu, C. K. W. (2002). Social value orientation and impression formation: A test of two competing hypotheses about information search in negotiation. International Journal of Conflict Management, 13, 59-77.

Books (2) 

Van Kleef, G. A. (2016). The interpersonal dynamics of emotion: Toward an integrative theory of emotions as social information. Cambridge, UK: Cambridge University Press.

Van Kleef, G. A. (2012). Op het gevoel: Hoe we elkaar beïnvloeden met onze emoties. Amsterdam, the Netherlands: Atlas-Contact. [Dutch popular science book]

International Book Chapters (18) 

Beersma, B., Nieper, A. S., Dijkstra, M. T. M., & Van Kleef, G. A. (2023). When and why reputational concerns influence immoral behaviour. In N. Ellemers, S. Pagliaro, & F. van Nunspeet (Eds.), The Routledge international handbook of the psychology of morality (pp. 223-233). New York: Routledge.

Van Kleef, G. A. (2021). The social power of emotions: Emerging principles of the social functions and effects of emotional expression. In P. A. M. van Lange, E. T. Higgins, & A. W. Kruglanski (Eds.), Social psychology: Handbook of basic principles (3^rd ed., pp. 350-370). New York, NY: Guilford Press.

Friesen, A. P., Wolf, S. A., & Van Kleef, G. A. (2020). The social influence of emotions within sports teams. In M. C. Ruiz & C. Robazza (Eds.), Feelings in sport: Theory, research, and practical implications for performance and well-being (pp. 49-57). New York: Routledge.

Beersma, B., Van Kleef, G. A., & Dijkstra, M. T. M (2019). Gossip in work groups: Antecedents and consequences. In F. Giardini & R. Wittek (Eds.), The Oxford handbook of gossip and reputation (pp. 417-434). New York, NY: Oxford University Press.

Van Kleef, G. A. (2017). Emotions as agents of social influence: Insights from Emotions as Social Information (EASI) theory. In S. G. Harkins, K. D. Williams, & J. M. Burger (Eds.), The Oxford handbook of social influence (pp. 237-255). New York, NY: Oxford University Press.

Van Kleef, G. A., & Côté, S. (2014). On the social influence of negative emotional expressions. In W. G. Parrott (Ed.), The positive side of negative emotions (pp. 126-145). New York, NY: Guilford Press.

Stamkou, E., & Van Kleef, G. A. (2014). Do we give power to the right people? When and how norm violators rise to the top. In J.-W. van Prooijen & P. A. M. van Lange (Eds.), Power, politics, and paranoia: Why people are suspicious about their leaders (pp. 33-52). Cambridge, UK: Cambridge University Press.

Van Kleef, G. A., & Sinaceur, M. (2013). The demise of the "rational" negotiator: Emotional forces in conflict and negotiation. In M. Olekalns & W. L. Adair (Eds.), Handbook of research on negotiation (pp. 103-130). Cheltenham, UK: Edward Elgar.

Galinsky, A. D., Halevy, N., Chou, E., & Van Kleef, G. A. (2012). The far reaching effects of power: At the individual, dyadic, and group levels. In E. Mannix & M. A. Neale (Eds.), Research on managing groups and teams (Vol. 15, pp. 81-113). Amsterdam, The Netherlands: Elsevier.

Côté, S., Van Kleef, G. A., & Sy, T. (2013). The social effects of emotion regulation in organizations. In A. A. Grandey, J. M. Diefendorff, & D. E. Rupp (Eds.), Emotional labor in the 21st century: Diverse perspectives on emotion regulation at work (pp. 79-100). New York, NY: Routledge.

Marguc, J., Van Kleef, G. A., & Förster, J. (2010). Obstacles: Their impact on thinking and beyond. In D. A. Contreras (Ed.), Psychology of thinking. New York, NY: Nova Publishers.

Van Kleef, G. A. (2010). Don't worry, be angry? Effects of anger on feelings, thoughts, and actions in conflict andnegotiation. In M. Potegal, G. Stemmler, & C. Spielberger (Eds.), International handbook of anger: Constituent and concomitant biological, psychological,and social processes (pp. 545-559). New York, NY: Springer.

Van Knippenberg, D., Van Knippenberg, B., Van Kleef, G. A., & Damen, F. (2008). Leadership, affect, and emotions. In N. M. Ashkanasy & C. L. Cooper (Eds.), Research companion to emotion in organizations (pp. 465-475). London, UK: Edward Elgar.

Van Kleef, G. A. (2008). Emotion in conflict and negotiation: Introducing the emotions as social information (EASI) model. In N. M. Ashkanasy & C. L.Cooper (Eds.), Research companion to emotion in organizations (pp. 392-404). London, UK: Edward Elgar.

De Cremer, D., & Van Kleef, G. A., & Wubben, M. J. J. (2007). Do the emotions of others shape justice effects? An interpersonal approach. In D. De Cremer (Ed.), Advances in the psychology of justice and affect . Greenwich, CT: Information Age.

De Dreu, C. K. W., Beersma, B., Steinel , W., & Van Kleef, G. A. (2007). The psychology of negotiation:Principles and basic processes. In A. W. Kruglanski & E.T. Higgins(Eds.), Social psychology: Handbook of basic principles  (2nd edition, pp. 608-629). New York, NY: Guilford.

Barry, B., Fulmer, I.S., & Van Kleef,G.A. (2004). I laughed, I cried, I settled: The role of emotions in negotiation. In M. J. Gelfand & J. M. Brett (Eds.), The handbook of negotiation and culture (pp. 71-94). Palo Alto, CA: Stanford University Press.

De Dreu, C. K.W., & Van Kleef, G. A. (2003).Power, social categorization, and social motives in negotiation: Implications for management and organizational leadership. In D. van Knippenberg & M. A. Hogg (Eds.), Leadership and power: Identity processes in groups and organizations (pp. 153-168). London, UK: Sage.

Other Publications (21)

Vonk, R., Fischer, A. H., & Van Kleef, G. A. (2017). Emoties in sociale relaties. In R. Vonk (Ed.), Sociale psychologie (4th ed., pp. 259-311). Amsterdam, the Netherlands: Boom.

Aaldering, H., Van Kleef, G. A., & De Dreu, C. K. W. (2016). Oorsprong en gevolgen van parochiale en universele coöperatie in intergroepsconflicten. Gedrag & Organisatie, 29, 232-250.

De Dreu, C. K. W., Rutjens, B. T., & Van Kleef, G. A. (2016). De veranderende positie van de hoogleraar en de promovendus. In F. van Harreveld & B. Buunk (Eds.), Pligtsbesef: Een geschiedenis van de Nederlandse sociale psychologie. Amsterdam, the Netherlands: UvA Sociale Psychologie.

Van Kleef, G. A. (2014). Exploring the social nature of emotion. Emotion Researcher, August 2014.

Van Kleef, G. A. (2013). Emotie is invloed: Over de sociale functies van emoties. De Psycholoog, 48(4), 48-57.

Aaldering, H., Van Kleef, G. A., Greer, L. L., & De Dreu, C. K. W. (2013). Opofferingsgezindheid in intergroeps conflict: Vooral pro-sociale vertegenwoordigers volgen emotie signalen uit de eigen groep. Jaarboek Sociale Psychologie 2013, 13-16.

Van Kleef, G. A. (2013). Leve de emotionele leider! De invloed van emoties op teamprestaties. Tijdschrift voor Coaching, 9(1), 76-81.

Aaldering, H., Greer, L. L., Van Kleef, G. A., & De Dreu, C. K. W. (2012). Tegenstrijdige belangen in vertegenwoordigd onderhandelen: Versterken of verminderen pro-sociale vertegenwoordigers intergroeps conflicten? Jaarboek Sociale Psychologie 2012, 13-16.

Van Kleef, G. A. (2012). Kiezer snakt naar beleving. De Psycholoog, 47(9), 31.

Lelieveld, G.-J., Van Dijk, E., Van Beest, I., & Van Kleef, G. A. (2012). De communicatie van teleurstelling in onderhandelingen. Wanneer gecommuniceerde zwakte loont en averechts werkt. Jaarboek Sociale Psychologie 2012, 121-125.

Steinel, W., Van Kleef, G. A., & Homan, A. C. (2012). En wie niet springt... is waarschijnlijk geen perifeer groepslid met een hoge need to belong. Jaarboek Sociale Psychologie 2011, 215-218.

Heerdink, M. W., Van Kleef, G. A., Homan, A. C., & Fischer, A. H. (2012). Conformiteit aan een boze meerderheid: De relatie tussen emoties van een meerderheid, waargenomen acceptatie en conformiteit. Jaarboek Sociale Psychologie 2011, 71-74.

Dijkstra, K., Van der Pligt, J., & Van Kleef, G. A. (2011). Oordeelsvorming en verwerkingsstijl [Judgment and processing style]. Jaarboek Sociale Psychologie, 2010 , 131-138.

Lelieveld, G., Van Dijk, E., Van Beest, I., Steinel, W., & Van Kleef, G. A.(2010). Wanneer teleurstelling beter werkt in onderhandelingen dan boosheid: De interpersoonlijke effecten van boosheid en teleurstelling in onderhandelingen [When disappointment works better in negotiations than anger: The interpersonal effects of anger and disappointment in negotiations]. Jaarboek Sociale Psychologie, 2009 , 13-21.

Marguc, J., Van Kleef, G. A., & Förster, J. (2010). Doel, boom,weg: Hoe past alles bij elkaar? De effecten van fysieke obstakels op conceptuele breedte [Goal, tree, road: How does it all fit together? The effectsof physical obstacles on conceptual breadth]. Jaarboek Sociale Psychologie, 2009 , 245-252.

Lelieveld, G., Van Dijk,E., & Van Kleef, G. A. (2009). "Ik ben niet boos, maar teleurgesteld": De interpersoonlijke effecten van boosheid en teleurstelling in onderhandelingen ["I'm not angry, I'm disappointed: The interpersonal effects of anger and disappointment in negotiations]. Jaarboek Sociale Psychologie, 2008 , 245-252.

Pietroni, D., Van Kleef, G.A., Steinel, W., & Rumiati, R. (2008). Chiudo la porta e m'arrabio! Gli effetti interpersonali delle emozioninelle trattativepubbliche eprivate [I close the door and get angry! The interpersonal effects of emotions in public and private negotiations]. Psicologia Sociale, 3 , 407-422.

Van Kleef, G. A. (2008). Emoties in onderhandelingen: Spuien of slikken? Forum voor Conflictmanagement, 3, 101-105.

Pietroni, D., VanKleef, G. A., Steinel, W.,& Alparone, F. R. (2008).Gli effetti della rabbia nei giochi di coordinamento [The effects of anger in coordination games]. Sistemi Intelligenti, 20 , 57-77.

Nijstad, B. A., Van Kleef, G. A., & De Jonge, J. (2006). Emoties in arbeid en organisaties: Introductie op het thema [Emotions in work and organizations: An introduction to the theme]. Gedrag & Organisatie, 19 , 313-322.

Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A.S. R. (2002). Emoties in onderhandelingen: De interpersoonlijke effecten van boosheid en blijdschap [Emotions in negotiations: The interpersonal effects of anger and happiness]. Jaarboek Sociale Psychologie, 2001, 297-310.

Dissertation

Van Kleef, G. A.(2004). Emotion in social conflict . Ridderkerk, the Netherlands: Ridderprint.

Research

My main lines of research are in the areas of emotion, power/hierarchy, social norms, and conflict/cooperation. In all of these domains my interest is in fundamental social-psychological processes and their implications for understanding applied organizational and societal problems. Below I describe the basic questions that guide my research, highlight some of the key findings and conclusions emerging from this work, and list some illustrative publications in the respective research programs.

1. The social effects of emotions

Emotions are an elemental part of life -- they imbue our existence with meaning and purpose, and influence how we engage with the world around us. But we do not just feel our emotions; we typically express them in the presence of other people. My work on emotion focuses on the social effects of such emotional expressions. Traditionally, research on emotion has focused primarily on intrapersonal effects. In my own research I study emotions at the interpersonal level of analysis. The central question in this research program is: How do one person's emotional expressions influence other people's feelings, thoughts, and behavior? I have developed Emotions as Social Information (EASI) theory to enhance understanding of how emotions regulate social life (e.g., Van Kleef, 2009, CDPS). Social life is ambiguous. People therefore turn to others' emotions to inform their behavior. Emotional expressions shape behavior and regulate social life by eliciting affective reactions in targets (e.g., reciprocal and complementary emotions, sentiments about the expresser) and by triggering inferential processes (e.g., inferences about the source, meaning, and implications of the expresser's emotion). The relative strength of the two processes depends on the target's information processing and on social-contextual factors that shape the perceived appropriateness of the emotional display. Together with my collaborators, I study the interpersonal effects of emotions in a variety of social and organizational settings, such as persuasion, compliance, conformity in groups, conflict, negotiation, leadership, team performance, personal relationships, consumer behavior, and sports. For instance, we demonstrated that expressing anger can help negotiators to get a better deal, provided that the counterpart is sufficiently motivated to consider the implications of the anger (Van Kleef, De Dreu, & Manstead, 2004, JPSP) and provided that the anger is perceived as appropriate in light of the social context (Van Kleef & Côté, 2007, JAP). We also found that expressing disappointment can help to extract concessions whereas expressing guilt invites exploitation (Van Kleef, De Dreu, & Manstead, 2006, JPSP), and we documented several contingencies of the effects of disappointment (Lelieveld, Van Dijk, Van Beest, & Van Kleef, 2013, JPSP). In another study that is illustrative of this research program my colleagues and I investigated the effects of emotional expressions of leaders on the motivation and performance of followers. We showed that followers who score low on agreeableness perform better with an angry leader than with a happy leader, whereas followers high on agreeableness function poorly when their leader gets angry because the anger undermines the social harmony that they strive for (Van Kleef, Homan, Beersma, & van Knippenberg, 2010, Psych. Science). Other studies focused on the effects of emotional expressions in groups. We have demonstrated, among other things, that expressions of anger are associated with rejection, whereas expressions of happiness are associated with acceptance (Heerdink, Van Kleef, Homan, & Fischer, 2015, JESP). By triggering inferences of acceptance versus rejection, expressions of happiness versus anger help regulate conformity and deviance in groups (Heerdink, Van Kleef, Homan, & Fischer, 2013, JPSP). We also found that the tendency to use others' emotional expressions as a source of information drives interpersonal effects of emotions on attitude formation and change, allowing people to use emotional expressions as part of persuasive communication (Van Kleef, Van den Berg, & Heerdink, 2015, JAP). Finally, a recent series of studies revealed that sports players use the emotional expressions of their coaches to gauge the quality of their performance (Van Kleef, Cheshin, Koning, & Wolf, 2019, PSE).

Illustrative publications

Van Kleef, G. A., & Côté, S. (2022). The social effects of emotions. Annual Review of Psychology, 73, 629-658.

Van Kleef, G. A., & Lelieveld, G.-J. (2022). Moving the self and others to do good: The emotional underpinnings of prosocial behavior. Current Opinion in Psychology, 44, 80-88.

Van Kleef, G. A., Cheshin, A., Koning, L. F., & Wolf, S. (2019). Emotional games: How coaches' emotional expressions shape players' emotions, inferences, and team performance. Psychology of Sport & Exercise, 41, 1-11. 

Glikson, E., Cheshin, A., & Van Kleef, G. A. (2018). The dark side of a smiley: Smiling emoticons in virtual first impression. Social Psychological and Personality Science, 9, 614-625.

Wang, L., Restubog, S., Shao, B., Vinh, L., & Van Kleef, G. A. (2018). Does anger help or harm leader effectiveness? The role of competence-based versus integrity based violations and abusive supervision. Academy of Management Journal, 61, 1050-1072.

Cheshin, A., Amit, A., & Van Kleef, G. A. (2018). The interpersonal effects of emotion intensity in customer service: Perceived appropriateness and authenticity of attendants' emotional displays shape customer trust and satisfaction. Organizational Behavior and Human Decision Processes, 144, 97-111.

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.

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.

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.

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.

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.

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.
 

2. The psychology of power and hierarchy

Power and hierarchy are inherently social phenomena. Accordingly, the effects of power are not limited to the individual who has or lacks power; rather, they profoundly shape social interactions between individuals and dynamics within and between groups. In my research on power I therefore adopt a social lens to examine the interpersonal dynamics of power and hierarchy. My colleagues and I explicated the social nature of power in the Reciprocal Influence Model of Social Power (Keltner, Van Kleef, Chen, & Kraus, 2008, Adv. in Exp. Soc. Psych.). This model emphasizes that power relations are dynamic rather than static: Individuals may afford power to others, but they can also take it away from them. This notion has important implications for understanding how power shapes human psychology and social relationships. In one illustrative line of research we investigate when individuals are willing to grant power to others who violate social norms (e.g., Stamkou, Van Kleef, Homan, & Galinsky, 2016, GPIR; Van Kleef, Homan, Finkenauer, Blaker, & Heerdink, 2012, JESP) or engage in risky behavior (Van Kleef, Heerdink, Cheshin, Stamkou, Wanders, Koning, Fang, & Georgeac, 2021, JAP). In another line of research, we examined how the experience of power shapes responsiveness to other individuals. Across a variety of social settings, my colleagues and I have demonstrated that power diminishes such responsiveness. For instance, one study revealed that power dampens compassionate and empathic responses to other people's suffering (Van Kleef, Oveis, Van der Löwe, LuoKogan, Goetz, & Keltner, 2008, Psych. Science). This study showed that the powerful are less motivated to make social connections with others. When confronted with another person's distress, an autonomic emotion regulation system (tempering of the heart rate by the nervus vagus) insulates them from the other's distress, thereby dampening emotional responsiveness. Shifting attention to the domain of positive experiences, a recent study revealed that whereas powerless individuals can be inspired by the uplifting experiences of other people, powerful individuals are primarily inspired by their own experiences as opposed to those of others (Van Kleef, Oveis, Homan, Van der Löwe, & Keltner, 2015, SPPS). In another line of research we investigate how power regulates social interaction in groups. The Reciprocal Influence Model of Social Power (Keltner, Van Kleef, Chen, & Kraus, 2008) holds that power serves as a heuristic solution to conflict by prioritizing the goals and needs of those higher in the hierarchy over those lower in the hierarchy. Accordingly, we have shown that hierarchical differentiation can, under particular circumstances, be beneficial for group functioning (Greer & Van Kleef, 2010, JAP). Our work on the interface of power and emotion demonstrated that the emotions of powerholders in the wake of a moral transgression are more likely to be distrusted and discounted than the emotions of those with low power (Kim, Mislin, Tuncel, Cheshin, & Van Kleef, 2017, JEP:G). We also found that powerful people tend to express anger about inappropriate treatment directly at the perpetrator, whereas powerless people are more likely to express their anger indirectly by sharing it with others (Petkanopoulou, Rodriguez-Bailon, Willis, & Van Kleef, 2019, EJSP). Recently we developed the outlines of a theoretical framework illuminating how power and status differentials shape emotional experience, expression, and responsiveness (Van Kleef & Lange, 2020). In recent and ongoing work, my colleagues and I are using the dominance/prestige framework of social rank to examine how various types of behavior shape people's positions in social hierarchies (e.g., Van Kleef, Heerdink, Cheshin, Stamkou, Wanders, Koning, Fang, & Georgeac, 2021, JAP). 

Illustrative publications

Stamkou, E., Homan, A. C., Van Kleef, G. A., & Gelfand, M. J. (2022). The spatial representation of leadership depends on ecological threat: A replication and extension of Menon et al. (2010). Journal of Personality and Social Psychology, 2023, 3.

Van Kleef, G. A., Heerdink, M. W., Cheshin, A., Stamkou, E., Wanders, F., Koning, L. F., Fang, X., & Georgeac, O. (2021). No guts, no glory? How risk-taking shapes dominance, prestige, and leadership endorsement. Journal of Applied Psychology, 106, 1673-1694.

Van Kleef, G. A., & Cheng, J. T. (2020). Power, status, and hierarchy: Current trends and future challenges. Current Opinion in Psychology, 33, v-xiv.

Van Kleef, G. A., & Lange, J. (2020). How hierarchy shapes our emotional lives: Effects of power and status on emotional experience, expression, and responsiveness. Current Opinion in Psychology, 33, 148-153.

Petkanopoulou, K., Rodriguez-Bailon, R., Willis, G., & Van Kleef, G. A. (2019). Powerless people don't yell but tell: The effects of social power on direct and indirect expression of anger. European Journal of Social Psychology, 49, 533-547.

Kim, P. H., Mislin, A., Tuncel, E., Fehr, R., Cheshin, A., & Van Kleef, G. A. (2017). Power as an emotional liability: Implications for perceived authenticity and trust after a transgression. Journal of Experimental Psychology: General, 146, 1379-1401.

Stamkou, E., Van Kleef, G. A., Homan, A. C., & Galinsky, A. D. (2016). How norm violations shape social hierarchies: Those who stand on top block norm violators from rising up. Group Processes and Intergroup Relations, 19, 608-629.

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.

Van Kleef, G. A., Homan, A. C., Finkenauer, C., Blaker, N. M., & Heerdink, M. W. (2012). Prosocial norm violations fuel power affordance. Journal of Experimental Social Psychology, 48, 937-942.

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., 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.

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.
 

3. The social dynamics of (counter)normative behavior

Living in groups affords great benefits but also poses significant challenges related to social coordination. To enable adaptive social interaction, human societies have developed norms that create a shared understanding of what constitutes proper and acceptable conduct and that guide social behavior (Van Kleef, Gelfand, & Jetten, 2019, JESP). Despite the importance of such social norms, norm violations are common (Van Kleef, Wanders, Stamkou, & Homan, 2015, COP). In my research on norms I adopt a social perspective by investigating how observers respond to individuals who abide by or violate norms. In this research program, my colleagues and I are beginning to uncover the psychological processes that drive responses to normative and counternormative behavior, which include some surprising "positive" consequences. In our early work, we documented that individuals who violate norms are perceived as powerful (Van Kleef, Homan, Finkenauer, Gündermir, & Stamkou, 2011, SPPS). Norm violators can gain power in the eyes of others because their behavior signals that they feel free to act as they please despite normative constrains. We also found that norm violators may be granted power and influence when their violations benefit others (Van Kleef, Homan, Finkenauer, Blaker, & Heerdink, 2012, JESP). A later series of studies revealed that high-ranking individuals are less inclined to grant power to norm violators than low-ranking individuals are, because the former are motivated to protect the status quo from which they benefit  (Stamkou, Van Kleef, Homan, & Galinsky, 2016, GPIR). In our more recent work we demonstrated in a large scale cross-cultural study that the rank-related consequences of norm-violating behavior are systematically modulated by the cultural context, with norm violators being perceived as powerful in individualistic but not in collectivistic countries (Stamkou, Van Kleef, Homan, Gelfand, Van de Vijver et al., 2019, PSPB). Based on these and other studies, we recently developed the Threat-Opportunity Framework of Norm Violation and Social Rank to explain how (counter)normative behavior shapes social hierarchies (Stamkou, Homan, & Van Kleef, 2020, COP). In this research we have also used the dominance/prestige framework of social rank to inform understanding of the social consequences of norm violations (e.g., Van Kleef, 2023, SPPC).

Illustrative publications

Van Kleef, G. A. (2023). When and how norm violators gain influence: Dominance, prestige, and the social dynamics of (counter)normative behavior. Social and Personality Psychology Compass, 17, e12745.

Wanders, F., Homan, A. C., Van Vianen, A. E. M., Rahal, R.-M., & Van Kleef, G. A. (2021). How norm violators rise and fall in the eyes of others: The role of sanctions. PLoS-ONE, 16 (e0254574),1-17.

Oostrom, J. K., Ronay, R., & Van Kleef, G. A. (2021). The signalling effects of nonconforming dress style in personnel selection contexts: Do applicants’ qualifications matter? European Journal of Work and Organizational Psychology, 30, 70-82.

Stamkou, E., Homan, A. C., & Van Kleef, G. A. (2020). Climbing the ladder or falling from grace? A threat-opportunity framework of the effects of norm violations on social rank. Current Opinion in Psychology, 33, 74-79.

Van Kleef, G. A., Gelfand, M. J., & Jetten, J. (2019). The dynamic nature of social norms: New perspectives on norm development, impact, violation, and enforcement. Journal of Experimental Social Psychology, 84, 1-5.

Stamkou, E., Van Kleef, G. A., & Homan, A. C. (2019). Feeling entitled to rules: Entitled individuals prevent norm violators from rising up the ranks. Journal of Experimental Social Psychology, 84, 1-10.

Stamkou, E., Van Kleef, G. A., Homan, A. C., Gelfand, M. J., Van de Vijver, F., van Egmond, M. C., Boer, D., … Lee, I. C. (2019). Cultural collectivism and tightness moderate responses to norm violators: Effects on power perception, moral emotions, and leader support. Personality and Social Psychology Bulletin, 45, 947-964.

Stamkou, E., Van Kleef, G. A., & Homan, A. C. (2018). The art of influence: When and why deviant artists gain impact. Journal of Personality and Social Psychology, 115, 276-303.

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.

Van Kleef, G. A., Homan, A. C., Finkenauer, C., Blaker, N., & Heerdink, M. W. (2012). Prosocial norm violations fuel power affordance. Journal of Experimental Social Psychology, 48, 937-942.

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.
 

4. Conflict and cooperation

Social life is rife with potential for conflict. Divergent interests are best addressed through cooperative means, but they often fuel competition between individuals, groups, and nations. The challenges involved in resolving such conflicts are among the most pressing issues in the social sciences. In my research on conflict I investigate the antecedents, processes, and consequences of cooperation and competition between individuals and within and between groups. One question we addressed is how a person's standing in the group shapes his or her behavior vis-à-vis outgroups. We found that individuals who occupy a peripheral position in their group behave more in accordance with group norms than those who have a more stable and secure position (Steinel, Van Kleef, van Knippenberg, Hogg, Homan, & Moffitt, 2010, GPIR ). Because intergroup relations are often characterized by competitive norms and expectations, representatives in intergroup conflict who feel insecure in their own group are more likely to adopt a competitive stance towards the outgroup (Van Kleef, Steinel, van Knippenberg, Hogg, & Svensson, 2007, BJSP). We also found that peripheral group members engage in more effortful information processing in intergroup conflict (Van Kleef, Steinel, & Homan, 2013, JAP). In another line of research we explore the biological basis of intergroup bias. In one study we showed that oxytocin drives parochial altruism in intergroup conflict. Oxytocin makes individuals more trusting and cooperative towards ingroup members, but it also promotes defensive aggression towards outgroup members (De Dreu, Greer, Handgraaf, Shalvi, Van Kleef, et al., Science). In addition, we found that oxytocin promotes ethnocentrism (De Dreu, Greer, Van Kleef, Shalvi, & Handgraaf, 2011, PNAS). In another line of research we investigate how attempts at conflict resolution are shaped by emotional processes, which are endemic to social conflict. This work unravels the complex ways in which the expression of different emotions can facilitate or hinder cooperation and conflict resolution depending on individual and situational variables (for a review, see Van Kleef & Côté, 2018, AROPOB). Conversely, in another paper we demonstrate how the expression of indifference -- the explicit absence of an emotional response -- can interfere with successful conflict resolution (Cohen-Chen, Brady, Massaro, & Van Kleef, 2022, JPSP). Yet another line of research explores the role of gossip in regulating group behavior. We have identified four distinct motivations for gossip: information search and validation, social enjoyment, negative influence, and group protection (Beersma & Van Kleef, 2012, JASP). Our research indicates that gossip has a social-regulatory function in groups. We have demonstrated, for instance, that the possibility of gossip can enhance cooperation in groups (e.g., Beersma & Van Kleef, 2011, SPPS ). In our ongoing work, we are exploring when gossip increases or decreases cooperation in groups (e.g., Nieper, Beersma, Dijkstra, & Van Kleef, 2022).

Illustrative publications

Cohen-Chen, S., Brady, G. L., Massaro, S., & Van Kleef, G. A. (2022). Meh, whatever: The effects of indifference expressions on cooperation in social conflict. Journal of Personality and Social Psychology, 123, 1336-1361.

Nieper, A. S., Beersma, B., Dijkstra, M. T. M., & Van Kleef, G. A. (2022). When and why does gossip increase prosocial behavior? Current Opinion in Psychology, 44, 315-320.

Tuncel, E., Kong, D., McLean Parks, J., & Van Kleef, G. A. (2020). Face threat sensitivity in distributive negotiations: Effects on negotiator self-esteem and demands. Organizational Behavior and Human Decision Processes, 161, 255-273.

Cohen-Chen, S., Van Kleef, G. A., Crisp, R. J., & Halperin, E. (2019). Dealing in hope: Does observing hope expressions increase conciliatory attitudes in intergroup conflict? Journal of Experimental Social Psychology, 83, 102-111.

Van Kleef, G. A., & Côté, S. (2018). Emotional dynamics in conflict and negotiation: Individual, dyadic, and group processes. Annual Review of Organizational Psychology and Organizational Behavior, 5, 437-464.

Aaldering, H., Ten Velden, F. S., Van Kleef, G. A., & De Dreu, C. K. W. (2018). Parochial cooperation in nested intergroup dilemmas is reduced when it harms out-groups. Journal of Personality and Social Psychology, 114, 909-923.

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.

Aaldering, H., Greer, L. L., & Van Kleef, G. A., & De Dreu, C. K. W. (2013). Interest (mis)alignments in representative negotiations: Do pro-social agents fuel or reduce inter-group conflict and cooperation? Organizational Behavior and Human Decision Processes, 120, 240-250 .

Beersma, B., & Van Kleef, G. A. (2012). Why people gossip: An empirical analysis of social motives, antecedents, and consequences. Journal of Applied Social Psychology, 42, 2640-2670.

Beersma, B., & Van Kleef, G. A. (2011). How the grapevine keeps you in line: Gossip increases contributions to the group. Social Psychological and Personality Science, 2 , 642-649.

De Dreu, C. K. W., Greer, L. L., Van Kleef, G. A., Shalvi, S., & Handgraaf, M. J. J. (2011). Oxytocin promotes human ethnocentrism. Proceedings of the National Academy of Sciences of the United States of America, 108, 1262-1266.

De Dreu, C. K. W., Greer, L. L., Handgraaf, M. J. J., Shalvi, S., Van Kleef, G. A., Baas, M., Ten Velden, F. S., Van Dijk, E., & Feith, S. W. W. (2010). The neuropeptide oxytocin regulates parochial altruism in intergroup conflict among humans. Science, 328, 1408-1411.

Van Kleef, G. A., Steinel, W., Van Knippenberg, D., Hogg, M., & Svensson, A. (2007). Group member prototypicality and intergroup negotiation: How one’s standing in the group affects negotiation behaviour. British Journal of Social Psychology, 46, 129-154.

 

EASI lab

EASI lab is dedicated to the study of emotion in social interaction, with particular emphasis on the role of emotion in social influence. Social influence is a defining feature of life. Wherever people interact, they influence each other's attitudes, judgments, and behaviors. This is often an emotional enterprise. Consider how easily a conversation about politics can turn into a heated debate...

We still know little about the interpersonal effects of emotions in social influence situations. This is striking if we consider how often people (attempt to) engender social influence by expressing emotions. Through our emotional expressions we influence other people in our social environment - whether deliberately or inadvertently, in politics, propaganda, in close relationships, or at work.

How do emotions shape various forms of social influence, such as persuasion, compliance,and conformity? According to Emotions as Social Information (EASI) theory (Van Kleef, 2009, 2010, 2014, 2016; Van Kleef et al., 2010, 2011, 2012), emotional expressions wield social influence by providing information and/or by eliciting affective reactions in targets. Which process takes precedence depends on the observer's information processing motivation and ability and on social-contextual factors that shape the perceived appropriateness of emotional expressions.

EASI lab attempts to enhance scientific understanding of the role of emotion in social influence by systematically investigating the effects of discrete emotional expressions on various forms of social and organizational behavior.

More information on EASI lab can be found on the dedicated lab website (www.easi-lab.nl).

Illustrative publications

Van Kleef, G. A., & Côté, S. (2022). The social effects of emotions. Annual Review of Psychology, 73, 629-658.

Van Kleef, G. A., & Lelieveld, G.-J. (2022). Moving the self and others to do good: The emotional underpinnings of prosocial behavior. Current Opinion in Psychology, 44, 80-88.

Van Kleef, G. A. (2021). Moving (further) beyond private experience: On the radicalization of the social approach to emotions and the emancipation of verbal emotional expressions. Emotion Review, 13, 90-100.

Van Kleef, G. A., & Lange, J. (2020). How hierarchy shapes our emotional lives: Effects of power and status on emotional experience, expression, and responsiveness. Current Opinion in Psychology, 33, 148-153.

Van Kleef, G. A., Heerdink, M. W., & Homan, A. C. (2017). Emotional influence in groups: The dynamic nexus of affect, cognition, and behavior. Current Opinion in Psychology, 17, 156-161.

Van Kleef, G. A. (2017). The social effects of emotions are functionally equivalent across expressive modalities. Psychological Inquiry, 28, 211-216.

Van Kleef, G. A. (2016). The interpersonal dynamics of emotion: Toward an integrative theory of emotions as social information. Cambridge, UK: Cambridge University Press.

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.

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

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.

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

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.

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.

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