Cheap talk and credibility: The consequences of confidence and accuracy on advisor credibility and persuasiveness
Volume: 121, Issue: 2, Pages: 246 - 255
Published: Jul 1, 2013
Abstract
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...
Paper Details
Title
Cheap talk and credibility: The consequences of confidence and accuracy on advisor credibility and persuasiveness
Published Date
Jul 1, 2013
Volume
121
Issue
2
Pages
246 - 255
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