Getting at the truth or getting along: Accuracy- versus impression-motivated heuristic and systematic processing

Two studies examined the heuristic and systematic processing of accuracy- versus impression-motivated individuals expecting a discussion with a partner believed to hold either a favorable or unfavorable opinion on the discussion issue. Given the goal of having a pleasant interaction, impression-motivated (versus accuracy-motivated) participants in both studies were particularly likely to express attitudes that were evaluatively consistent with the partner's opinion, reflecting their selective use of a ''go along to gel along'' heuristic. Study 2 yielded stronger evidence for the distinct nature of heuristic and systematic processing in the service of accuracy versus impression goals. In this study, the evaluative implication of impression-motivated participants' low-effort application of a ''go along to get along'' heuristic biased their more effortful, systematic processing, leading to attitudes consistent with the partner's views; In contrast. given the goal of determining an accurate issue opinion, accuracy-motivated participants exhibited relatively evenhanded systematic processing, resulting in attitudes unbiased by the partner's opinion. The results underscore the utility of a dual-process approach to understanding motivated cognition.