Fear Goliath or David? Inferring competence from demeanor across cultures

• Main Authors: Lee, Albert, Ji, Li-Jun, Li, Ye, Zhang, Zhiyong
• Other Authors: School of Social Sciences
• Format: Article
• Language: English
• Published: 2020
• Subjects: Social sciences::Psychology; Culture; Inferences of Competence
• Online Access: https://hdl.handle.net/10356/144876
• Institution: Nanyang Technological University

We examined cultural differences in people's lay theories of demeanor-how demeanor may be perceived as a straightforward and reliable reflection of reality (convergence theory) or as a deviating reflection of reality (divergence theory). Across different domains of competition, Euro-Canadians perceived greater competence in an opponent with a competent demeanor, whereas Chinese paradoxically perceived greater competence in an opponent with no signs of competence (Studies 1-4b). The results, unexplained by attributional styles (Study 1), likability (Study 3), or modesty (Study 3), suggest that Euro-Canadians endorse a stronger convergence theory than Chinese in their inferences of competence. Corroborated with qualitative data (Study 4a), such cultural differences were explained by the beliefs that demeanor can be a misleading reflection of reality, verified in college and community (Study 4b) samples. We discuss the implications for social perception, intergroup dynamics, and self-presentation in competitions.