Getting at the truth or getting along
Accuracy- versus impression-motivated heuristic and systematic processing
Bibliographic Data
| ID | 6202072 |
|---|---|
| Authors | Serena Chen (0009-0002-7146-3494, University of York), David Shechter (0000-0001-9388-6004), Shelly Chaiken |
| Year | 1996 |
| Volume | 71 |
| Issue | 2 |
| Pages | 262-275 |
| Publication date | 1996-08-01 |
| Peer Reviewed | Yes |
| Open Access | No |
| Type | ARTICLE |
| Venue | Journal of Personality and Social Psychology (JOURNAL) |
| Journal identifiers | ISSN: 0022-3514 • E-ISSN: 1939-1315 |
| Publisher | American Psychological Association (APA) (PUBLISHER) |
| DOI | 10.1037//0022-3514.71.2.262 |
| OpenAlex | W4250045270 |
| Language | EN |
| Citations received | 81 |
| References cited | 40 |
Two studies examined the heuristic and systematic processing of accuracy- versus impression-motivated individuals expecting a discussion with a partner believed to hold either a favorable or unfavorable opinion on the discussion issue. Given the goal of having a pleasant interaction, impressionmotivated (versus accuracy-motivated) participants in both studies were particularly likely to express attitudes that were evaluatively consistent with the partner's opinion, reflecting their selective use of a "go along to get along " heuristic. Study 2 yielded stronger evidence for the distinct nature of heuristic and systematic processing in the service of accuracy versus impression goals. In this study, the evaluative implication of impression-motivated participants ' low-effort application of a "go along to get along " heuristic biased their more effortful, systematic processing, leading to attitudes consistent with the partner's views. In contrast, given the goal of determining an accurate issue opinion, accuracy-motivated participants exhibited relatively evenhanded systematic processing, resulting in attitudes unbiased by the partner's opinion. The results underscore the utility of a dual-process approach to understanding motivated cognition. Intuition and experience suggest that various motives can influence the way in which people process information and the
Cognitive psychology · Heuristic · Impression · Impression formation · Perception · Precedent · Social perception · Artificial Intelligence · Behavioral Health and Interventions · Computer Science · Cultural Differences and Values · Information Retrieval and Search Behavior · Law · Psychology · Social and Intergroup Psychology · Social Psychology
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| Unique citing works | 80 |
|---|---|
| Citations per year | 2,7 |
| Citation span | 1996 - 2025 (30) |
| Citation velocity | recent |
| Highly cited | No |
| Citation types | Neutral: 76 |