The consistency principle in interpersonal communication: Consequences of preference confirmation and disconfirmation in collective decision making.

• Autores: Andreas Mojzisch, Rudolf Kerschreiter, Nadira Faulmüller, Frank Vogelgesang, Stefan Schulz-Hardt
• Localización: Journal of Personality and Social Psychology, ISSN 0022-3514, ISSN-e 1939-1315, Vol. 106, Nº. 6, 2014, págs. 961-977
• Idioma: inglés
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• Resumen

  • Interpersonal cognitive consistency is a driving force in group behavior. In this article, we propose a new model of interpersonal cognitive consistency in collective decision making. Building on ideas from the mutual enhancement model (Wittenbaum, Hubbell, & Zuckerman, 1999), we argue that group members evaluate one another more positively when they mention information confirming each other�s preferences instead of information disconfirming these preferences. Furthermore, we argue that this effect is mediated by perceived information quality: Group members evaluate one another more positively when they mention information confirming each other�s preferences because they perceive this information to be more important and accurate than information disconfirming each other�s preferences. Finally, we hypothesize that group members who communicate information confirming each other�s preferences receive positive feedback for doing so, which, in turn, leads group members to mention even more of this information. The results of 3 studies with pseudo and face-to-face interacting dyads provide converging support for our model. (PsycINFO Database Record (c) 2014 APA, all rights reserved)