文献类型： 外文期刊

作者： Tenney, Elizabeth R. ¹ ; Meikle, Nathan L. ¹ ; Hunsaker, David ¹ ; Moore, Don A. ³ ; Anderson, Cameron ³ ;

作者机构： 1.Univ Utah, David Eccles Sch Business, Management Dept, Salt Lake City, UT 84112 USA

2.Univ Notre Dame, Management & Org Dept, Mendoza Coll Business, Notre Dame, IN 46556 USA

3.Univ Calif Berkeley, Haas Sch Business, Berkeley, CA 94720 USA

4.Univ Notre Dame, Mendoza Coll Business, Notre Dame, IN 46556 USA

5.New York Univ, Shanghai, Peoples R China

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.