Slow Lies: Response Delays Promote Perceptions of Insincerity Ignazio Ziano - Grenoble Ecole de Management -
[email protected] Deming Wang - James Cook University This paper is in press at Journal of Personality and Social Psychology: Attitudes and Social Cognition © 2020, American Psychological Association. This paper is not the copy of record and may not exactly replicate the final, authoritative version of the article. Please do not copy or cite without authors' permission. The final article will be available, upon publication, via its DOI: 10.1037/pspa0000250 SLOW LIES 2 Abstract Evaluating other people’s sincerity is a ubiquitous and important part of social interactions. Fourteen experiments (total N = 7565; ten preregistered; eleven in the main paper, three in the SOM; with U.S. American and British members of the public, and French students) show that response speed is an important cue on which people base their sincerity inferences. Specifically, people systematically judged slower (vs. faster) responses as less sincere for a range of scenarios from trivial daily conversations to high stakes situations such as police interrogations. Our findings suggest that this is because slower responses are perceived to be the result of the responder suppressing automatic, truthful thoughts, and fabricating a novel answer. People also seem to have a rich lay theory of response speed, which takes into account a variety of situational factors. For instance, the effect of response delay on perceived sincerity is smaller if the response is socially undesirable, or if it can be attributed to mental effort. Finally, we showed that explicit instructions to ignore response speed can reduce the effect of response speed on judgments on sincerity.