文献类型： 外文期刊

第一作者： Tenney, Elizabeth R.

作者： Tenney, Elizabeth R.;Meikle, Nathan L.;Hunsaker, David;Meikle, Nathan L.;Moore, Don A.;Anderson, Cameron;Meikle, Nathan L.;Hunsaker, David

作者机构：

关键词： decision; nonverbal behavior; overconfidence; reputation

期刊名称：JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY （ 影响因子：7.6； 五年影响因子：9.2 ）

ISSN： 0022-3514

年卷期： 2019 年 116 卷 3 期

页码：

收录情况： SCI

摘要： What are the reputational consequences of being overconfident? We propose that the channel of confidence expression is one key moderator-that is, whether confidence is expressed verbally or nonverbally. In a series of experiments, participants assessed target individuals (potential collaborators or advisors) who were either overconfident or cautious. Targets expressed confidence, or a lack thereof, verbally or nonverbally. Participants then learned targets' actual performance. Across studies, overconfidence was advantageous initially-regardless of whether targets expressed confidence verbally or nonverbally. After performance was revealed, overconfident targets who had expressed confidence verbally were viewed more negatively than cautious targets; however, overconfident targets who had expressed confidence nonverbally were still viewed more positively than cautious ones. The one condition wherein nonverbal overconfidence was detrimental was when confidence was clearly tied to a falsifiable claim. Results suggest that, compared with verbal statements, nonverbal overconfidence reaps reputational benefits because of its plausible deniability.

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