Abstract

While individuals value honesty in relationships, disagreements can create discomfort and individuals tend to prefer partners who engage in attitude alignment (i.e., shift their attitude toward agreement when disagreement occurs). In order to maintain smooth interactions, partners may even deceive individuals by concealing their continued disagreement. In a 2 (Attitude Alignment Deception) x 2 (Partner Motivation) between-subjects design, we examined whether individuals would evaluate interaction partners who engaged in deceptive attitude alignment less favorably compared to interaction partners who engaged in honest attitude alignment, and we examined whether partner motivation (relationship- vs. self-oriented) impacted this effect. After a brief in-person discussion about a disagreed upon social issue, participants received written feedback, allegedly from their interaction partners, that their partners engaged in attitude alignment that was either honest (i.e., partner came to agree with the individual) or deceptive (i.e., partner pretended to reach agreement with the individual). Participants also received feedback that their partners actions were motivated by either a relationship-orientation (i.e., to be liked by the individual) or self-orientation (i.e., to be viewed as correct on the issue). Individuals evaluated (e.g., were less attracted to) partners who engaged in deceptive (vs. honest) attitude alignment less favorably, but deceptive partners were evaluated more favorably if their deception was relationship- vs. self-oriented.

摘要

虽然个人在人际关系中重视诚实，但分歧会造成不适，而且个人倾向于选择态度一致的合作伙伴（即，在出现分歧时将态度转变为达成一致）。为了保持顺畅的互动，合作伙伴甚至可能通过隐瞒他们持续的分歧来欺骗个人。在 2（态度一致欺骗）x 2（合作伙伴动机）之间的主题设计中，我们检查了与从事诚实态度一致的互动合作伙伴相比，个人是否会评估从事欺骗性态度调整的互动合作伙伴，并且我们检查了是否合作伙伴动机（关系与自我导向）影响了这种效果。在对一个不同意的社会问题进行了简短的面对面讨论后，参与者收到了书面反馈，据称，来自他们的互动伙伴，他们的伙伴参与的态度调整要么是诚实的（即，伙伴开始同意个人），要么是欺骗性的（即，伙伴假装与个人达成协议）。参与者还收到反馈，他们的合作伙伴行为的动机是关系导向（即被个人喜欢）或自我导向（即在问题上被认为是正确的）。个人评估（例如，较少被吸引）从事欺骗性（相对于诚实）态度调整的合作伙伴不太有利，但如果他们的欺骗是关系与自我导向，则欺骗性合作伙伴会受到更有利的评估。合作伙伴开始同意个人）或欺骗（即合作伙伴假装与个人达成协议）。参与者还收到反馈，他们的合作伙伴行为的动机是关系导向（即被个人喜欢）或自我导向（即在问题上被认为是正确的）。个人评估（例如，较少被吸引）从事欺骗性（相对于诚实）态度调整的合作伙伴不太有利，但如果他们的欺骗是关系与自我导向，则欺骗性合作伙伴会受到更有利的评估。合作伙伴开始同意个人）或欺骗（即合作伙伴假装与个人达成协议）。参与者还收到反馈，他们的合作伙伴行为的动机是关系导向（即被个人喜欢）或自我导向（即在问题上被认为是正确的）。个人评估（例如，较少被吸引）从事欺骗性（相对于诚实）态度调整的合作伙伴不太有利，但如果他们的欺骗是关系与自我导向，则欺骗性合作伙伴会受到更有利的评估。在这个问题上被认为是正确的）。个人评估（例如，较少被吸引）从事欺骗性（相对于诚实）态度调整的合作伙伴不太有利，但如果他们的欺骗是关系与自我导向，则欺骗性合作伙伴会受到更有利的评估。在这个问题上被认为是正确的）。个人评估（例如，较少被吸引）从事欺骗性（相对于诚实）态度调整的合作伙伴不太有利，但如果他们的欺骗是关系与自我导向，则欺骗性合作伙伴会受到更有利的评估。