You versus we: How pronoun use shapes perceptions of receptiveness

Abstract

In response to increasing societal divisions, an extensive literature has emerged examining the construct of receptiveness. This literature suggests that signaling receptiveness to others confers a variety of interpersonal benefits, such as increased persuasiveness. How do people signal their receptiveness to others? The current research investigates whether one of the most fundamental aspects of language—pronoun use—could shape perceptions of receptiveness. We find that in adversarial contexts, messages containing second-person pronouns (“you” pronouns) are perceived as less receptive than messages containing first-person plural pronouns (“we” pronouns). We demonstrate that “you” pronouns signal aggressiveness, which reduces perceived receptiveness. Moreover, we document that perceived receptiveness influences important downstream consequences such as persuasion, interest in future interaction, sharing intentions, and censorship likelihood. These findings contribute to a fast-growing literature on perceived receptiveness, uncover novel consequences of signaling receptiveness, and contribute to our understanding of how pronouns shape social perception.