The more useful, the more close: Instrumental deliberation boosts closeness with non-close others

Abstract

Three studies examined whether contemplating the usefulness that non-close and close others may provide for one’s personal goals would promote or hinder interpersonal closeness. The results consistently demonstrated that such instrumental deliberation increased people’s closeness with distant others (Studies 1–3); and the effect lasted until the next day (Study 2). For close others, however, the evidence was weaker. Moreover, perceived instrumentality, as a product of such elaboration, was more strongly related to the increase in closeness with non-close than with close others. Study 3 further showed that instrumental deliberation enhanced humanness perceptions of non-close others and reduced unethical behavior towards them. We discussed the potential implications of these findings for the understanding of instrumentality, objectification and interpersonal relationships.