Asymmetric Outcome Matching in Responders’ Disclosure of Successes and Failures

Abstract

How do people respond to others’ disclosures of successes and failures? In six preregistered experiments, we show that responders prefer to match initiators’ outcome disclosures: they are more likely to disclose their failures when initiators have disclosed failures than successes (“failure matching”), and more likely to disclose their successes when initiators have disclosed successes than failures (“success matching”). The observed pattern, however, is asymmetric: failure matching is stronger than success matching, and responders prefer to disclose worse outcomes (i.e., a failure when initiators have shared a success) than better outcomes (i.e., a success when initiators have shared a failure). We propose that these response patterns are driven by two processes: (1) expectations of appropriateness and responsiveness, and (2) other-protective motives (i.e., a concern for initiators’ feelings). Study 1 demonstrates the asymmetric matching pattern. Study 2 replicates this pattern with real interactions and outcomes. Study 3 compares the observed effects to a control condition in which the initiator did not disclose an outcome. Study 4 provides process evidence by measuring responders’ protective motives. Study 5 manipulates the relationship quality and shows that the asymmetric matching pattern is attenuated for bad relationships. Study 6 manipulates the source of disclosure and shows that, when a third party rather than the initiator discloses, the pattern is again attenuated.

Keywords: outcome disclosure, success, failure, conversations, impression management