It takes two to self‐disclose: Incremental theorists facilitate others’ self‐disclosure more than do entity theorists

• Published in: Journal of personality 2019-12, Vol.87 (6), p.1264-1276
• Main Authors: Levontin, Liat, Nakash, Ora, Danziger, Shai
• Format: Article
• Language: English
• Subjects: Behavior; Implicit theories; implicit theories of personality; Incremental theory; listening; opening behaviors; Perceptions; Personal information; Self disclosure; self‐protection; Theorists
• ISSN: 0022-3506; 1467-6494
• DOI: 10.1111/jopy.12473

Objective We tested the prediction that incremental theorists are more likely to facilitate others’ self‐disclosure than are entity theorists. Method We conducted three studies: (a) a field study that examined client’s self‐disclosure (N = 122; Mage = 41.9, 67.8% woman; Israelis) during an intake interview with a professional therapist (N = 38; Mage = 46.2, 84.20% woman; Israelis), (b) a survey of adults (N = 120; Mage = 37.14, 57.6% female) who reported self‐perceptions and behaviors during conversations and their perceptions of others’ self‐disclosure. In both studies participants reported their implicit theories, and (c) an experiment (N = 250; Mage = 28.27, 56.6% female) in which participants whose implicit theories were manipulated reported their opening behaviors during a conversation and their perceptions of others’ self‐disclosure. Results Ones’ incremental theory of personality was positively related to another’s self‐disclosure, to one’s opening and disclosure‐encouraging behaviors, and was negatively related to one’s perceptions of others’ self‐protection tendency. Furthermore, one’s opening behaviors and perceptions of others’ self‐protection tendencies mediated the effect of one’s incremental theory on others’ self‐disclosure. Conclusion Those who believe people can grow and change, can influence others to trust their personal information with them, even when the information is negative.