EXPRESS: Communication Patterns in Joint Decision-Making

Communication is a key aspect of the joint decision-making process, yet the field lacks an understanding of how people talk to each other while making joint decisions. In the present research, we analyzed nearly two hundred joint decision conversations from shop-along observations. We found that joint decision conversations are composed of four distinct communication patterns, which characterize how partners talk to each other: (1) coordination (including inquiry and disclosure), (2) contrast (including persuasion and devil’s advocate), (3) build, and (4) one-sided. We then used these communication patterns as the building blocks of joint decision conversations to quantitatively model how communication patterns dynamically flow while partners shop together, finding that decision partners navigate the decision lifecycle non-linearly and the usage of the communication patterns affects immediate satisfaction outcomes. Our findings enabled us to draw connections across the splintered literatures on dyadic communication. We develop a taxonomy that reflects an integrated, cross-disciplinary phenomenological understanding of each communication pattern to facilitate interdisciplinary research. Theoretical advancements and practical implications are discussed, as are areas for future research.

• 저널Journal of Marketing Research
• 토픽Team Dynamics and Performance · Social Psychology
• DOI10.1177/00222437261439058
• 저자Kelley Gullo Wight, Holly S. Howe, Danielle J. Brick, Gavan J. Fitzsimons