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

doi:10.1177/1948550613499940

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

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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 language	English (US)
Pages (from-to)	263-270
Number of pages	8
Journal	Social Psychological and Personality Science
Volume	5
Issue number	3
DOIs	https://doi.org/10.1177/1948550613499940
State	Published - Apr 2014

Keywords

attitudes
decision difficulty
liking
social influence
thoughtfulness

ASJC Scopus subject areas

Social Psychology
Clinical Psychology

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

Abstract

Keywords

ASJC Scopus subject areas

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