Listen to this: Why consumer behavior researchers should care about listening

Abstract Listening and perceived responsiveness evoke a sense of interpersonal connection that benefits individuals and groups and is relevant to almost every field in Psychology, Management, Education, Communication, and Health, to name a few. In this paper, we, researchers who have devoted their careers to studying listening (first author) and perceived responsiveness (second author), address the necessity of integrating the two constructs. Moreover, we offer several questions for future research that we believe are crucial to produce a more profound and comprehensive understanding of this important process. These research questions include empirical issues, cross-cultural and inter-racial interactions, age differences, the emergence of new technologies, and opportunities to bridge political, ethnic, and social divides. By highlighting the undeniable impact of listening and perceived responsiveness on interpersonal connection across diverse domains, we emphasize the need to integrate these constructs in future research. Our proposed set of eight pivotal research questions is intended as a starting point for gaining a deeper and more holistic understanding of this critical study area while building a strong empirical foundation for interventions. By addressing these questions, we can foster meaningful advances that have the potential to bridge gaps, improve relationships, and enhance the well-being of individuals and communities alike.

Social psychologists have a longstanding interest in the mechanisms responsible for the beneficial effects of positive social connections. This article reviews and integrates two emerging but to this point disparate lines of work that focus on these mechanisms: high-quality listening and perceived partner responsiveness. We also review research investigating the downstream consequences of high-quality listening and perceived partner responsiveness: the how and why of understanding the process by which these downstream benefits are obtained. High-quality listening and perceived partner responsiveness, though not isomorphic, are related constructs in that they both incorporate several key interpersonal processes, such as understanding, positive regard, and expressions of caring for another person. We develop a theoretical model for representing how listening embodies one form of interactive behavior that can promote (or hinder) perceived partner responsiveness and its downstream affective, cognitive, and behavioral effects. Finally, we discuss our model’s implications for various social-psychological domains, such as social cognition, self-evaluation, constructive disagreements, and interpersonal relationships.