The artful dodger
Subtitle: answering the wrong question the right way
By: Todd Rogers, Michael I. Norton
Contributors: Norton, Michael I., 1975-; Harvard Business School
Edition: Rev.
Series: Working paper / Harvard Business School -- 09-048; Working paper (Harvard Business School) -- 09-048.
Publisher: Harvard Business School]
Published: 2008
Place of publication: [Boston
Language: eng
Number of pages: 42
Description: What happens when people try to "dodge" a question they would rather not answer by answering a different question? In four online studies using paid participants, we show that listeners can fail to detect dodges when speakers answer similar - but objectively incorrect - questions (the "artful dodge"), a detection failure that went hand-in-hand with a failure to rate dodgers more negatively. We propose that dodges go undetected because listeners' attention is not usually directed at a dodge detection goal (Is this person answering the question?) but rather towards a social evaluation goal (Do I like this person?). Listeners were not blind to all dodge attempts, however. Dodge detection increased when listeners' attention was diverted from social goals to determining the relevance of the speakers' answers (Study 1), when speakers answered egregiously dissimilar questions (Study 2), and when listeners' attention was directed to the question asked by keeping it visible during speakers' answers (Study 4). We also examined the interpersonal consequences of dodge attempts: in Study 2, listeners who detected dodges rated speakers more negatively, while in Study 3, listeners rated speakers who answered a similar question in a fluent manner more positively than speakers who answered the actual question, but disfluently (Study 3). These results add to the literatures on both Gricean conversational norms and inattentional blindness. We discuss the practical implications of our findings in the contexts of interpersonal communication and public debates.
Notes: "September 2008, revised September 2010"--Publisher's web site.

Previously published as: Conversational blindness--answering the wrong question the right way.

Includes bibliographical references.