Conflict of interest disclosure as an expertise cue: Differential effects due to automatic versus deliberative processing

Overcoming listener skepticism: Costly signaling in communication increases perceived honesty

When conversing with skeptical listeners, honest speakers face the challenge of proving the credibility of their message. What can speakers do? We argue that incurring an observable cost-in terms of time, effort, emotion, reputation, etc.-to send a message can be a convincing signal of honesty to the listener. We highlight three qualities of signals that can make them seem costly for different reasons: difficult-to-fake, verifiable, and self-sacrificing. We propose that, while each quality impacts the listener's perceptions of veracity, assessing each quality requires a different set of evaluations by the listener. As a result, assessments of each quality are subject to distinct errors in listener perception. Moreover, perceiving a signaling cost to be deliberate (vs. accidental) further impacts perceived veracity, but does so differently depending on the type of cost. Our costly signal framework can help guide speakers in overcoming listener skepticism.