Asymmetric Outcome Matching in Responders’ Disclosure of Successes and Failures

58 Pages Posted: 8 Jul 2021 Last revised: 20 Jun 2022

See all articles by Emily Prinsloo

Emily Prinsloo

Harvard University - Business School (HBS)

Irene Scopelliti

City University London - The Business School

George Loewenstein

Carnegie Mellon University - Department of Social and Decision Sciences

Joachim Vosgerau

Bocconi University

Date Written: June 24, 2021

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

Suggested Citation

Prinsloo, Emily and Scopelliti, Irene and Loewenstein, George F. and Vosgerau, Joachim, Asymmetric Outcome Matching in Responders’ Disclosure of Successes and Failures (June 24, 2021). Available at SSRN: https://ssrn.com/abstract=3871906 or http://dx.doi.org/10.2139/ssrn.3871906

Emily Prinsloo

Harvard University - Business School (HBS) ( email )

Soldiers Field Road
Morgan 165A
Boston, MA 02163
United States

Irene Scopelliti (Contact Author)

City University London - The Business School ( email )

106 Bunhill Row
London, EC1Y 8TZ
United Kingdom

George F. Loewenstein

Carnegie Mellon University - Department of Social and Decision Sciences ( email )

Pittsburgh, PA 15213-3890
United States
412-268-8787 (Phone)
412-268-6938 (Fax)

Joachim Vosgerau

Bocconi University ( email )

Via Sarfatti, 25
Milan, MI 20136
Italy

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