Sample Management Paper on Emotions in Decision Making

Emotions in Decision Making

Emotions are internal feelings, which drive us to perform a given task. Emotions are broadly divided into two main categories: positive and negative emotions. Positive emotions include friendship, satisfaction, love, understanding and care. Negative emotions are hate, greed, anger, and frustrations. Brain assist in thinking logically, but most times we listen to our heart. Emotions are dynamic; hence, people applying them end up having dynamic decisions rather than concrete ones (Whitener, 2018). Happy people are positive people; hence they believe in positive results. Due to this, they end up making huge investments and taking unnecessary risks that might result in great losses.

People in controlled condition make a rational decision and scrutinize both positive and negative outcomes before deciding on the alternative. For instance, I might be motivated to get married not because I am ready but because I love children. Also in marketing, products are designed in a way to trigger our emotions — this way we are attracted to buy the product (Kemp et al., 2018). For instance, given two products of the same quality but carrying a different price tag, one is tempted to pick the higher priced one because they believe highly priced goods are of high quality.

How Emotions Affect Decision Making

Bad Carrier Choice

After passing well in high school, I secure a chance in the university for a course in Business management where my brother was pursuing a course in Business Administration second year. My brother had a talent in painting, and he had several artworks from his girlfriend. Everything was well until the beginning of the third year when they broke up with his girlfriend. Filled with anger and frustrations, my brother decided to quit college to start his own company.

He was advised not to rush in making search long-term decision, but he had already made up his mind. In the first year after quitting college, life was hectic for him as it was difficult to get investors for his software company. He came up with several applications, but they ended up doing bad since he had fewer resources for advertisement. Two years later the business was on the ground, and he was forced to close the business. He was twice frustrated and wished he could have completed college first since his classmate back in college were doing great in the field of business.

Court Ruling

In Kenya, a High Court judge ruled that people accused of engaging in corrupt practices will remain in custody until they are proved not guilty (Afritech, 2018). This was a ruling guided by pressure and emotions from the public on the fight against corruption in that country since according to their constitution a person is “innocent until proven guilty” and not guilty until proven innocent.

Negative Motivation

James’ stepfather used to tell him that he is good for nothing. That he will not make in life because he always finds a way to let his family down. James was ambitious even though he used to perform poorly in school, but he was good in mechanic work. He used to help his Uncle in his garage during the summer. After high school, he joined his Uncle garage full-time. Presently, James owns a garage in New York that is very promising.

Unemployment Frustrations

Mary believed in the American dream where it was all about going to school, get good grades, find a good job, and raise a loving family. After, completing her college education, she searched for a job related to her specialty without any success. This forced her to work at a restaurant as a waiter to pay her bills.

Emotions Portrayed in the Above Cases


This is a strong feeling of being annoyed or disappointed. When one is angry, the feeling clouds the brain such that it becomes difficult to make sound logical decisions. Anger can bring both positive and negative outcomes. For negative case, my brother dropped out of college to pursue a business carrier, which failed due to lack of sponsors and investors. For positive case, my cousin James ended up owning a prosperous garage even after being agitated by his stepfather he cannot make it in life.


These are feelings of annoyance or being upset because of being unable to achieve or change something. This is a negative feeling that can result in depression (Higgs et al., 2019). Under this feeling, one can decide on things that can result in fall of a business or decision that can ruin your reputation. For instance, the high court judge in Kenya who ruled accused in corruption cases remain in custody until proven not guilty.




This the feeling of being unhappy or sorrow. It occurs when a loss is incurred. The loss can be of a person, in business or education. Sadness results in a decision that will make someone feel a little bit happier. However, these decisions might have a positive or negative impact. For instance, Mary, a graduate settling for a waiter job to feel at ease


This is a positive feeling of being happy. Being a positive feeling, it is not obvious that it will result in positive decisions (Lerner et al., 2015). For instance, getting married because you love children is not a guarantee that you will have a happy marriage. Also, choosing to buy a product just because is expensive does not ascertain that the product is of good quality (Kemp et al., 2018). This is illogical behavior that businesspersons take advantage of to expand their business.

Summary and Conclusions

Emotions are a part of our lives that we cannot change. Brain assist in logical thinking while heart control emotions. A large number usually follow their heart when making a decision; hence, these decisions are influenced by emotions present at that time. This means the decisions are dynamic and are subject to change with emotions. Emotions are of two types; positive and negative. Positive and negative emotions both results in positive and negative decisions depending on how they are applied.





Higgs, C., McIntosh, T., Connelly, S., & Mumford, M. (2019). Self-Focused Emotions and Ethical Decision-Making: Comparing the Effects of Regulated and Unregulated Guilt, Shame, and Embarrassment. Science and engineering ethics, 1-37.

Kemp, E. A., Borders, A. L., Anaza, N. A., & Johnston, W. J. (2018). The heart in organizational buying: marketers’ understanding of emotions and decision-making of buyers. Journal of Business & Industrial Marketing33(1), 19-28.

Lerner, J. S., Li, Y., Valdesolo, P., & Kassam, K. S. (2015). Emotion and decision making. Annual review of psychology66.

Whitener, S. (2018). How Your Emotions Influence Your Decisions. Retrieved from

Afritech (2018) .Kenyan court denies bail to suspects in $100 mln graft scandal. Retrieved from