The DOI matches its Crossref record; 5 of the 5 references it cites were found in a registry or an index.
Less is more: The lure of ambiguity, or why familiarity breeds contempt.
Abstract
The present research shows that although people believe that learning more about others leads to greater liking, more information about others leads, on average, to less liking. Thus, ambiguity--lacking information about another--leads to liking, whereas familiarity--acquiring more information--can breed contempt. This "less is more" effect is due to the cascading nature of dissimilarity: Once evidence of dissimilarity is encountered, subsequent information is more likely to be interpreted as further evidence of dissimilarity, leading to decreased liking. The authors document the negative relationship between knowledge and liking in laboratory studies and with pre- and postdate data from online daters, while showing the mediating role of dissimilarity.
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Citations
Cites
Attitudinal Effects of Mere Exposure
Zajonc, R. B. (1968) · Journal of Personality and Social Psychology · doi:10.1037/h0025848 · Cited by 6,745
Negativity and extremity biases in impression formation: A review of explanations.
Skowronski, J. J., & Carlston, D. E. (1989) · Psychological Bulletin · doi:10.1037/0033-2909.105.1.131 · Cited by 1,550 · cited 1×
“The impact of negative information, for example, has received a great deal of empirical attention (e.g., Fiske, 1980; Kanouse & Hanson, 1972; Peeters & Czapinski, 1990; Skowronski & Carlston, 1989 ).”
The dilution effect: Nondiagnostic information weakens the implications of diagnostic information
Nisbett, R. E., Zukier, H., & Lemley, R. E. (1981) · Cognitive Psychology · doi:10.1016/0010-0285(81)90010-4 · Cited by 605 · cited 2×
“Our account suggests that it is not simply that initial information dilutes the impact of subsequent information (e.g., Nisbett et al, 1981 ) or that initial information causes later information to be seen as nondiagnostic and therefore is ignored (e.g., Yzerbyt & Leyens, 1991), but rather that initial information act…”
THE WARM‐COLD VARIABLE IN FIRST IMPRESSIONS OF PERSONS
KELLEY, H. H. (1950) · Journal of Personality · doi:10.1111/j.1467-6494.1950.tb01260.x · Cited by 509 · cited 2×
“Previous research has shown that expectancy-disconfirming information is highly diagnostic in forming impressions (Hastie & Kumar, 1979), particularly when negative information follows positive information (Aronson & Linder, 1965; Norton & Goethals, 2004), and that such diagnostic information alters the meaning of sub…”
Effects of information on interpersonal attraction: Similarity versus affective value
Ajzen, I. (1974) · Journal of Personality and Social Psychology · doi:10.1037/h0036002 · Cited by 116
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Alabed, A., Javornik, A., & Gregory-Smith, D. (2022) · Technological Forecasting and Social Change · doi:10.1016/j.techfore.2022.121786 · Cited by 233
Lowry, P. B., Zhang, D., Zhou, L., & Fu, X. (2010) · Information Systems Journal · doi:10.1111/j.1365-2575.2009.00334.x · Cited by 206
Sprecher, S., Treger, S., & Wondra, J. D. (2013) · Journal of Social and Personal Relationships · doi:10.1177/0265407512459033 · Cited by 197
Personality and Persona: Personality Processes in Self-Presentation
Leary, M. R., & Allen, A. B. (2011) · Journal of Personality · doi:10.1111/j.1467-6494.2010.00704.x · Cited by 131
A Study on the Psychology of Social Engineering-Based Cyberattacks and Existing Countermeasures
Siddiqi, M. A., Pak, W., & Siddiqi, M. A. (2022) · Applied Sciences · doi:10.3390/app12126042 · Cited by 118
Metadata
- Authors
- Norton, M. I., Frost, J. H., & Ariely, D.
- Venue
- Journal of Personality and Social Psychology
- Published
- 2007
- Volume
- 92
- Issue
- 1
- Pages
- 97-105
- ISSN
- 0022-3514 (ISSN-L)
- 1939-1315
- OpenAlex
- W2156555424
- Cited by
- 224
- References
- 5
- FWCI
- 13.93
- Type
- journal article
- Language
- en
- Open access
- closed
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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
