Thought Calibration: How Thinking Just the Right Amount Increases One's Influence and Appeal

Daniella M. Kupor, Zakary L. Tormala, Michael I. Norton, Derek D. Rucker

Research output: Contribution to journalArticlepeer-review

8 Scopus citations

Abstract

Previous research suggests that people draw inferences about their attitudes and preferences based on their own thoughtfulness. The current research explores how observing other individuals make decisions more or less thoughtfully can shape perceptions of those individuals and their decisions and ultimately impact observers' willingness to be influenced by them. Three studies suggest that observing others make more (vs. less) thoughtful decisions generates more positive reactions when a choice is difficult but more negative reactions when a choice is easy. In essence, people perceive the quality of others' decisions to be greater when other individuals engage in the right amount of thinking for the situation. These assessments then affect observers' own decisions and openness to influence.

Original languageEnglish (US)
Pages (from-to)263-270
Number of pages8
JournalSocial Psychological and Personality Science
Volume5
Issue number3
DOIs
StatePublished - Apr 1 2014

Keywords

  • attitudes
  • decision difficulty
  • liking
  • social influence
  • thoughtfulness

ASJC Scopus subject areas

  • Social Psychology
  • Clinical Psychology

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