More Than Meets the Eye: The Power of Emotional Ability Convergence

Abstract

The authors propose a new approach for understanding the development of effective relationships in personal and commercial contexts. Beyond traditional measures of interpersonal similarity and attractiveness, we demonstrate that when both members of a dyad are similarly effective at processing emotional information, they have emotional ability convergence, which allows them to form strong connections, and reached enhanced decisions. The authors conduct three studies showing how and why emotional ability convergence impacts relational outcomes and decision making. Study 1, a longitudinal social-network analysis, demonstrates that convergence generates greater liking within the first week, subsequently leading to enduring close friendships seven months later. Study 2, a lab-based speed-dating design, demonstrates that emotional connections mediate emotional convergence and relational outcomes. In study 3, dyadic customer–salesperson longitudinal field data demonstrated how relational outcomes (e.g., customer satisfaction) flourish or falter when emotional connections mediate convergence. The authors highlight several implications for enhancing relationships and well-being.