Journal of personality and social psychology
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Randomized Controlled Trial
The consistency principle in interpersonal communication: consequences of preference confirmation and disconfirmation in collective decision making.
Interpersonal cognitive consistency is a driving force in group behavior. In this article, we propose a new model of interpersonal cognitive consistency in collective decision making. ⋯ Finally, we hypothesize that group members who communicate information confirming each other's preferences receive positive feedback for doing so, which, in turn, leads group members to mention even more of this information. The results of 3 studies with pseudo and face-to-face interacting dyads provide converging support for our model.