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ERIC Number: EJ1002850
Record Type: Journal
Publication Date: 2013-Jul
Pages: 10
Abstractor: As Provided
Reference Count: 0
ISSN: ISSN-0749-5978
Cheap Talk and Credibility: The Consequences of Confidence and Accuracy on Advisor Credibility and Persuasiveness
Sah, Sunita; Moore, Don A.; MacCoun, Robert J.
Organizational Behavior and Human Decision Processes, v121 n2 p246-255 Jul 2013
Is it possible to increase one's influence simply by behaving more confidently? Prior research presents two competing hypotheses: (1) the confidence heuristic holds that more confidence increases credibility, and (2) the calibration hypothesis asserts that overconfidence will backfire when others find out. Study 1 reveals that, consistent with the calibration hypothesis, while accurate advisors benefit from displaying confidence, confident but inaccurate advisors receive low credibility ratings. However, Study 2 shows that when feedback on advisor accuracy is unavailable or costly, confident advisors hold sway regardless of accuracy. People also made less effort to determine the accuracy of confident advisors; interest in buying advisor performance data decreased as the advisor's confidence went up. These results add to our understanding of how advisor confidence, accuracy, and calibration influence others. (Contains 4 figures.)
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Publication Type: Journal Articles; Reports - Research
Education Level: N/A
Audience: N/A
Language: English
Sponsor: N/A
Authoring Institution: N/A