Premium
Selective exposure among advisors: the impact of impression motivation
Author(s) -
Kastenmüller Andreas,
Jonas Eva,
Fischer Peter,
Frey Dieter,
Fischer Julia
Publication year - 2013
Publication title -
journal of applied social psychology
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.822
H-Index - 111
eISSN - 1559-1816
pISSN - 0021-9029
DOI - 10.1111/j.1559-1816.2012.00987.x
Subject(s) - psychology , impression , impression management , impression formation , social psychology , advice (programming) , advertising , social perception , perception , computer science , neuroscience , business , programming language
Audience confirmation bias ( ACB ) refers to the extent to which people prefer information supporting (vs. conflicting with) their audience's views. In two studies, we showed that advisors shifted their ACB toward the needs of their advisees (i.e., audience): When advisors were led to believe that their advisees wanted to defend their views, the ACB was higher compared with when advisees were open minded for critique. Study 2 indicated that this pattern occurred because advisors wanted to have a pleasant interaction with their advisees (impression motivation): Whereas impression‐motivated advisors exhibited a stronger ACB when they were asked to give advice to a defensive (vs. open‐minded) advisee, accuracy‐motivated advisors showed a balanced ACB , regardless of their advisee's needs.