An Examination of the Moderating Effect of Core Self-Evaluations and the Mediating Effect of Self-Set Goals on the Primed Goal-Task Performance Relationship

Disagreements can polarize attitudes when they evoke defensiveness from the conversation partners. When a speaker talks, listeners often think about ways to counterargue. This process often fails to depolarize attitudes and might even backfire (i.e., the Boomerang effect). However, what happens in disagreements if one conversation partner genuinely listens to the other’s perspective? We hypothesized that when conversation partners convey high-quality listening—characterized by attention, understanding, and positive intentions—speakers will feel more socially comfortable and connected to them (i.e., positivity resonance) and reflect on their attitudes in a less defensive manner (i.e., have self-insight). We further hypothesized that this process reduces perceived polarization (perceived attitude change, perceived attitude similarity with the listener) and actual polarization (reduced attitude extremity). Four experiments manipulated poor, moderate, and high-quality listening using a video vignette (Study 1) and live interactions (Studies 2–4). The results consistently supported the research hypotheses and a serial mediation model in which listening influences depolarization through positivity resonance and nondefensive self-reflection. Most of the effects of the listening manipulation on perceived and actual depolarization generalized across indicators of attitude strength, specifically attitude certainty and attitude morality. These findings suggest that high-quality listening can be a valuable tool for bridging attitudinal and ideological divides.

Extensive research has documented people’s desire for social partners who are responsive to their needs and preferences, and that when they perceive that others have been responsive, they and their relationships typically thrive. For these reasons, perceived partner responsiveness is well-positioned as a core organizing theme for the study of sociability in general, and close relationships in particular. Research has less often addressed the downstream consequences of perceived partner responsiveness for cognitive and affective processes. This gap in research is important because relationships provide a central focus and theme for many, if not most, of the behaviors studied by social psychologists. This chapter begins with an overview of the construct of perceived partner responsiveness and its centrality to relationships. We then review programs of research demonstrating how perceived partner responsiveness influences three core social-psychological processes: self-enhancing social cognitions, attitude structure, and emotion regulation. The chapter concludes with a brief overview of how deeper incorporation of relationship processes can enhance the informativeness and completeness of social psychological theories.