What Your (In)Authentic Expression Means to Me: Social Inferences in Initial Business Encounters

Abstract

The goal of this research is to examine how and when the authenticity of facial expressions influences the interpretation of that expression in business encounters, and the consequences of this interpretation for meaningful outcomes like the creation and structure of business relationships. In this paper, I connect four areas of management research—social judgment of others from facial expressions, authenticity in facial expression, cultural influences on interpersonal judgment, and the influence of social judgment on interpersonal and work-related outcomes— to address how individuals’ interpretations of and reactions to facial expression authenticity may be culturally influenced in business contexts. Whether judging a potential small business loan applicant or simply taking one’s car for repairs, interpersonal inferences about and reactions to someone in an initial encounter can shape the entire course of a business relationship. Across three studies, including experimental, survey, and interview techniques, I examine and find support for the notion that concern for honor influences individuals’ interpersonal inferences about and reactions toward the (in)authenticity of others in work life. Through this research I hope to expand our theoretical and practical understanding of how individual and contextual differences, such as concern for honor in business contexts, can influence interpersonal judgments and reactions based on expression authenticity in consequential ways.