TY - JOUR
T1 - Target complicity in the confirmation and disconfirmation of erroneous perceiver expectations
T2 - Immediate and longer term implications
AU - Smith, Dylan M.
AU - Neuberg, Steven
AU - Judice, T. Nicole
AU - Biesanz, Jeremy C.
PY - 1997/11
Y1 - 1997/11
N2 - The authors explored the role of target self-presentational goals in the expectation confirmation process within the context of simulated employment interviews. As predicted, applicants encouraged to be deferential inadvertently succumbed to their interviewers' expectations; applicants encouraged to be challenging, to advance their own agenda, did not. The challenging-motivated applicants succeeded in disconfirming negative expectations by presenting favorable information about themselves even in the face of negatively constraining interviewer questions; other theoretically relevant behaviors were not supported as mediators. Of added interest, the self-fulfilling prophecies observed for the deference-motivated applicants carried over to a 2nd interview because of changes in applicant self-perceptions following the 1st interview.
AB - The authors explored the role of target self-presentational goals in the expectation confirmation process within the context of simulated employment interviews. As predicted, applicants encouraged to be deferential inadvertently succumbed to their interviewers' expectations; applicants encouraged to be challenging, to advance their own agenda, did not. The challenging-motivated applicants succeeded in disconfirming negative expectations by presenting favorable information about themselves even in the face of negatively constraining interviewer questions; other theoretically relevant behaviors were not supported as mediators. Of added interest, the self-fulfilling prophecies observed for the deference-motivated applicants carried over to a 2nd interview because of changes in applicant self-perceptions following the 1st interview.
UR - http://www.scopus.com/inward/record.url?scp=0031278399&partnerID=8YFLogxK
UR - http://www.scopus.com/inward/citedby.url?scp=0031278399&partnerID=8YFLogxK
U2 - 10.1037/0022-3514.73.5.974
DO - 10.1037/0022-3514.73.5.974
M3 - Article
C2 - 9364756
AN - SCOPUS:0031278399
SN - 0022-3514
VL - 73
SP - 974
EP - 991
JO - Journal of Personality and Social Psychology
JF - Journal of Personality and Social Psychology
IS - 5
ER -