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

Abstract:

Interpersonal cognitive consistency is a driving force in group behavior. In this paper, we propose a new model of interpersonal cognitive consistency in collective decision-making. Building on ideas from the mutual enhancement model (Wittenbaum, Hubbell, and 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 ...

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Publication status:
Published
Peer review status:
Peer reviewed
Version:
Accepted manuscript

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Publisher copy:
10.1037/a0036338

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Institution:
University of Oxford
Department:
Oxford, MSD, Experimental Psychology
Role:
Author
Publisher:
American Psychological Association Publisher's website
Journal:
Journal of Personality and Social Psychology Journal website
Volume:
6
Issue:
106
Pages:
961-977
Publication date:
2015-01-05
DOI:
EISSN:
1939-1315
ISSN:
0022-3514
URN:
uuid:8400dabc-c62d-40e8-b2d9-a24b8b46f042
Source identifiers:
449042
Local pid:
pubs:449042

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