Why Does Behavioral Confirmation Occur? A Functional Perspective on the Role of the Target

The authors performed a functional analysis of the target's role in behavioral confirmation to determine the motivational function(s) being served by the target. Perceivers engaged in getting-acquainted telephone conversations with targets believed to be either obese or of normal weight. Targets were given standard instructions (i.e., no motivation explicitly engaged), adjustive-function instructions (i.e., ensure a smooth and pleasing interaction by being responsive to one's partner's interpersonal style), or knowledge-function instructions (i.e., acquire stable and predictable impressions through interaction). In the standard condition and adjustive-function condition, targets behaviorally confirmed perceivers' erroneous beliefs. However, in the knowledge-function condition, behavioral confirmation was attenuated. These results suggest that targets' interactional activities are performed in the service of an adjustive function when targets behaviorally confirm perceivers' beliefs.