Do you want to convince me or to be understood?: Preference-consistent information sharing and its motivational determinants
In two experiments, we provide evidence for a fundamental discussion asymmetry, namely, preference-consistent information sharing. Despite being in a dyadic situation requiring open information exchange and being given no incentive to do so, participants communicated more information that supported...
| Main Authors: | , , , |
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| Format: | Journal article |
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2012
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| _version_ | 1797060107617435648 |
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| author | Faulmüller, N Mojzisch, A Kerschreiter, R Schulz-Hardt, S |
| author_facet | Faulmüller, N Mojzisch, A Kerschreiter, R Schulz-Hardt, S |
| author_sort | Faulmüller, N |
| collection | OXFORD |
| description | In two experiments, we provide evidence for a fundamental discussion asymmetry, namely, preference-consistent information sharing. Despite being in a dyadic situation requiring open information exchange and being given no incentive to do so, participants communicated more information that supported their individually preferred decision alternative than information that contradicted it. Preference-consistent information sharing was not caused by biased recall and occurred in written as well as in face-to-face communication. Moreover, we tested whether preference-consistent information sharing was influenced by statements by bogus discussion partners indicating that they held a congruent versus incongruent preference to the participants’ preference and that they understood versus did not understand the participants’ preference. We found that when partners stated that they understood the participants’ preference, subsequent preference-consistent information sharing was considerably reduced. This indicates that a motivation to be understood by others might be an important driving force underlying preference-consistent information sharing. |
| first_indexed | 2024-03-06T20:12:57Z |
| format | Journal article |
| id | oxford-uuid:2b336083-eb4e-4dd1-8b5a-763e017126c8 |
| institution | University of Oxford |
| last_indexed | 2024-03-06T20:12:57Z |
| publishDate | 2012 |
| record_format | dspace |
| spelling | oxford-uuid:2b336083-eb4e-4dd1-8b5a-763e017126c82022-03-26T12:29:31ZDo you want to convince me or to be understood?: Preference-consistent information sharing and its motivational determinantsJournal articlehttp://purl.org/coar/resource_type/c_dcae04bcuuid:2b336083-eb4e-4dd1-8b5a-763e017126c8Symplectic Elements at Oxford2012Faulmüller, NMojzisch, AKerschreiter, RSchulz-Hardt, SIn two experiments, we provide evidence for a fundamental discussion asymmetry, namely, preference-consistent information sharing. Despite being in a dyadic situation requiring open information exchange and being given no incentive to do so, participants communicated more information that supported their individually preferred decision alternative than information that contradicted it. Preference-consistent information sharing was not caused by biased recall and occurred in written as well as in face-to-face communication. Moreover, we tested whether preference-consistent information sharing was influenced by statements by bogus discussion partners indicating that they held a congruent versus incongruent preference to the participants’ preference and that they understood versus did not understand the participants’ preference. We found that when partners stated that they understood the participants’ preference, subsequent preference-consistent information sharing was considerably reduced. This indicates that a motivation to be understood by others might be an important driving force underlying preference-consistent information sharing. |
| spellingShingle | Faulmüller, N Mojzisch, A Kerschreiter, R Schulz-Hardt, S Do you want to convince me or to be understood?: Preference-consistent information sharing and its motivational determinants |
| title | Do you want to convince me or to be understood?: Preference-consistent information sharing and its motivational determinants |
| title_full | Do you want to convince me or to be understood?: Preference-consistent information sharing and its motivational determinants |
| title_fullStr | Do you want to convince me or to be understood?: Preference-consistent information sharing and its motivational determinants |
| title_full_unstemmed | Do you want to convince me or to be understood?: Preference-consistent information sharing and its motivational determinants |
| title_short | Do you want to convince me or to be understood?: Preference-consistent information sharing and its motivational determinants |
| title_sort | do you want to convince me or to be understood preference consistent information sharing and its motivational determinants |
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