Thinking About the Other Person in Conversations

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Good impressions play a vital role in organizational decisions, such as whom to hire, whom to affiliate with, and whom to avoid. A prominent way in which people form impressions is through conversations. This symposium brings together five presentations examining how conversation partners’ behaviors toward one another impact impressions and decisions. The first three presentations provide insights into the role of reply speed in impression management. Using both lab experiments and field data with over 6.7 million observations, Hart, VanEpps, Sezer, and Amir show that faster reply speeds increase hiring likelihood when replies are seen as authentic rather than automatic. Nguyen and Ames demonstrate communicators’ tendency to reply quickly in synchronous conversation impacts impressions of the speaker as a function of whether the judge is high or low on responsiveness, showing key individual differences in interpersonal evaluations. Gordon and Schweitzer examine reply speed in failures and find that excuses delivered before (vs. after) negative outcomes are evaluated more favorably. In the fourth presentation, Chen, Chaudhry, and VanEpps continue to explore impression management in failures and show that allocating (all or more) blame to oneself after joint failures increases warmth and does not hurt competence perceptions. Finally, Welker, Mahaphanit, Schmidt, Chang, and Hawkins explore how conversation topics impact people’s perception of shared alignment with their conversation partners and shape interpersonal dynamics. Taken together, this symposium highlights the importance of conversational behaviors for creating positive impressions, and their influence on conflict management and organizational outcomes. Too Slow to Hire? Reply Speed Penalties in Hiring Decisions Author: Einav Hart; George Mason University Author: Eric VanEpps; The University of Utah Author: Ovul Sezer; Cornell University Author: On Amir; University of California San Diego Perceiver and Target Effects of Blirtatiousness in Group Conversations Author: Christine Nguyen; Author: Daniel Ames; Columbia University in the City of New York Timing Is (Almost) Everything: Excuses Are More Effective When They Are Delivered Early Author: Alexis Gordon; University of Pennsylvania Author: Maurice Schweitzer; University of Pennsylvania My Bad or Your Bad? The Reputational Impacts of Claiming Blame After Joint Failures Author: Eva Yiyu Chen; University of Chicago Author: Shereen J. Chaudhry; University of Chicago Author: Eric VanEpps; The University of Utah When and Why Does Shared Reality Generalize? Author: Christopher Welker; Dartmouth College Author: Wasita Mahaphanit; Dartmouth College Author: Helen Schmidt; Temple University Author: Luke J. Chang; Dartmouth College Author: Robert Hawkins; Stanford University

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