– Individual Differences in the Influence of Confidence Abstract – The Influence of Expressed Confidence on Perceptions of Speakers Abstract – Perceptions of Confident Speakers and their Judgmental Biases Abstract

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