Influence of Confidence Cues on Perceptions of Speakers 70
Chosen Team-Mate 70
Competency 71
Likeability 71
Speaker Confidence 71
Speaker Gender 72
Summary of Results 72
Discussion 73
Conclusions 77
CHAPTER 4 – Individual Differences in the Influence of Confidence Abstract
79
Introduction 80
Need for Closure 80
Need for Cognition
81
Rationale for Experiment 83
Method 84
Participants 84
Materials
84
Need for Closure 84
Need for Cognition 84
‘Big-Five’ Personality Factors 84
Design and Procedure
85
Results 86
Covariates 86
Need for Closure 86
Need for Closure and Choice 86
Need for Closure and Confidence in Answers 89
Need for Closure and Perceptions of Speakers 90
Need for Closure – Additional Analysis 91
Need for Cognition 92
Need for Cognition and Choice 92
Need for Cognition and Confidence in Answers 93
Need for Cognition and Perceptions of Speakers 94
Need for Closure and Need for Cognition 94
Gender 94
Summary of Results 95
Discussion 96
Need for Closure 96
Need for Cognition 99
Gender 99
Limitations 99
Conclusions 100
CHAPTER 5 – The Influence of Expressed Confidence on Perceptions of Speakers Abstract
101
Introduction 102
Speech style and influencepersuasion 102
Speech style and impression formation
103
Speech style and gender 103
Speech style and expressed confidence 105
Rationale for Experiment 105
Method 107
Participants 107
Materials 107
Background 107
Photo line-up 107
Witness testimonies 108
Question sheet 109
Design and Procedure 109
Results 110
Influence of Speaker Confidence on Choice of Answers 110
Influence of Speaker Confidence on Perceptions of Speakers 110
Gender Effects 118
Summary of Results 118
Discussion 119
Conclusions 120
CHAPTER 6 – Perceptions of Confident Speakers and their Judgmental Biases Abstract
122
Introduction 123
Rationale for Experiment 125
Method 126
Participants 126
Materials 126
Design and Procedure 127
Results 129
Perceptions of Speakers 129
Perceived Accuracy 130
Choice of Team-Mate and Perceptions of Speakers 130
Overconfidence 133
Summary of Results 135
Discussion 136
Limitations 139
Conclusions 139
CHAPTER 7 – Prior Interaction, Feedback and the Influence of Confidence Abstract