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The Heat of the Moment
In a candidate, you want to see passion. But as a decision maker, it’s something you have to watch, because emotion can seriously impair judgment. If you’ve ever made a spontaneous purchase you later regretted, there’s a good chance it’s because the salesperson or the marketing material got you to stop thinking and start feeling: “Sit in the car, take it for a spin. How do you like it?” “Won’t your husband love you in that dress?” You were probably also made to feel a sense of urgency: “Let me check whether it’s still available.” “The sale ends today.”
Most of us recognize this—we’ve all done unwise things in the heat of the moment—but academic research has a funny way of showcasing our human failings in a way that ...
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