Una teoría multidimensional de las emociones: marco predictivo para la toma de decisiones en mercados y sistemas sociales
DOI:
https://doi.org/10.70980/teclemas.v2n1.2025.11Keywords:
toma de decisiones, emociones, sistemas sociales, investigación de mercados, modelos contemporáneosAbstract
Los modelos contemporáneos de la emoción en las ciencias del comportamiento suelen apoyarse en clasificaciones categoriales o dimensionales que aíslan las emociones como fenómenos discretos o escalares. Si bien estos enfoques han generado aportes relevantes, presentan limitaciones sustantivas para predecir la toma de decisiones en contextos complejos y reales. Este artículo presenta un marco conceptual novedoso que reconceptualiza las emociones como sistemas dinámicos y multinivel que operan de manera simultánea a través de distintos niveles funcionales de la cognición humana.
A través de un diseño cualitativo basado en la Teoría Fundamentada sistemática, se analiza cómo la experiencia emocional emerge de la interacción entre sistemas instintivos, socioemocionales y analíticos, cada uno regido por lógicas y tendencias de acción diferentes. El marco integra aportes desde la economía conductual y las neurociencias, superando las limitaciones de modelos reduccionistas anteriores. Se muestra cómo esta arquitectura multidimensional ofrece una mejor capacidad para explicar y predecir el comportamiento del consumidor, las decisiones políticas y las dinámicas organizacionales. Al desplazar el foco desde las etiquetas emocionales hacia la matriz relacional estructurada, esta teoría ofrece un paradigma robusto para el análisis anticipatorio y la intervención estratégica en sistemas adaptativos complejos.
References
Ariely, D. (2008). Predictably irrational: The hidden forces that shape our decisions. HarperCollins.
Barrett, L. F. (2017). How emotions are made: The secret life of the brain. Houghton Mifflin Harcourt.
Camerer, C., Loewenstein, G., & Prelec, D. (2005). Neuroeconomics: How neuroscience can inform economics. Journal of Economic Literature, 43(1), 9–64. https://doi.org/10.1257/0022051053737843 DOI: https://doi.org/10.1257/0022051053737843
Corbin, J., & Strauss, A. (2008). Basics of qualitative research: Techniques and procedures for developing grounded theory (3rd ed.). SAGE Publications. DOI: https://doi.org/10.4135/9781452230153
Damasio, A. R. (1994). Descartes’ error: Emotion, reason, and the human brain. G. P. Putnam’s Sons.
Elster, J. (1999). Alchemies of the mind: Rationality and the emotions. Cambridge University Press. DOI: https://doi.org/10.1017/CBO9781139173308
Fehr, E., & Rangel, A. (2011). Neuroeconomic foundations of economic choice—recent advances. Journal of Economic Perspectives, 25(4), 3–30. https://doi.org/10.1257/jep.25.4.3 DOI: https://doi.org/10.1257/jep.25.4.3
Gigerenzer, G. (2007). Gut feelings: The intelligence of the unconscious. Viking Books.
Kahneman, D. (2011). Thinking, fast and slow. Farrar, Straus and Giroux.
LeDoux, J. E. (1996). The emotional brain: The mysterious underpinnings of emotional life. Simon & Schuster.
Lerner, J. S., Li, Y., Valdesolo, P., & Kassam, K. S. (2015). Emotion and decision making. Annual Review of Psychology, 66(1), 799–823. https://doi.org/10.1146/annurev-psych-010213-115043 DOI: https://doi.org/10.1146/annurev-psych-010213-115043
Loewenstein, G. (2000). Emotions in economic theory and economic behavior. American Economic Review, 90(2), 426–432. https://doi.org/10.1257/aer.90.2.426 DOI: https://doi.org/10.1257/aer.90.2.426
Panksepp, J. (1998). Affective neuroscience: The foundations of human and animal emotions. Oxford University Press. DOI: https://doi.org/10.1093/oso/9780195096736.001.0001
Pessoa, L. (2008). On the relationship between emotion and cognition. Nature Reviews Neuroscience, 9(2), 148–158. https://doi.org/10.1038/nrn2317 DOI: https://doi.org/10.1038/nrn2317
Prelec, D., & Loewenstein, G. (1998). The red and the black: Mental accounting of savings and debt. Marketing Science, 17(1), 4–28. https://doi.org/10.1287/mksc.17.1.4 DOI: https://doi.org/10.1287/mksc.17.1.4
Russell, J. A., & Barrett, L. F. (1999). Core affect, prototypical emotional episodes, and other things called emotion: Dissecting the elephant. Journal of Personality and Social Psychology, 76(5), 805–819. https://doi.org/10.1037/0022-3514.76.5.805 DOI: https://doi.org/10.1037/0022-3514.76.5.805
Shiller, R. J. (2015). Irrational exuberance (3rd ed.). Princeton University Press. DOI: https://doi.org/10.1515/9781400865536
Simon, H. A. (1955). A behavioral model of rational choice. The Quarterly Journal of Economics, 69(1), 99–118. https://doi.org/10.2307/1884852 DOI: https://doi.org/10.2307/1884852
Strauss, A., & Corbin, J. (1990). Basics of qualitative research: Grounded theory procedures and techniques. SAGE Publications.
Thaler, R. H. (2015). Misbehaving: The making of behavioral economics. W. W. Norton & Company.
Downloads
Published
Issue
Section
License
Copyright (c) 2025 Leonardo Correa Flores, Lucia Vega Castro, Byron Quiñonez Lecaro
This work is licensed under a Creative Commons Attribution 4.0 International License.
Authors who publish with this journal agree to the following terms:
- Authors retain copyright and grant the journal right of first publication with the work simultaneously licensed under a Creative Commons Attribution License 4.0 that allows others to share the work with an acknowledgement of the work's authorship and initial publication in this journal.
- Authors are able to enter into separate, additional contractual arrangements for the non-exclusive distribution of the journal's published version of the work (e.g., post it to an institutional repository or publish it in a book), with an acknowledgement of its initial publication in this journal.
- Authors are permitted and encouraged to post their work online (e.g., in institutional repositories or on their website) prior to and during the submission process, as it can lead to productive exchanges, as well as earlier and greater citation of published work.
