Matching your way to Success: The Influence of Motivational Frame Matching on Interaction Outcomes and Reciprocal Matching

Abstract

Theories of interpersonal sensemaking postulate that positive interactions emerge in interactions where speakers match on motivational frames. Across three experiments (N = 1609) using a hypothetical simulation framework, we provide the first evidence of a causal link between motivational frame matching and positive interaction outcomes in three intelligence-gathering contexts. In all experiments, participants actively responded through instrumental, relational or identity motivational frames towards an investigative interviewer, rival sports supporter or HR representative, who did (did not) match them back. Results showed that within a competitive interaction, motivational frame matching consistently led to more positive interaction outcomes. Within a cooperative interaction, motivational frame matching led to more positive interaction outcomes for all measured variables (in the investigative interview) and greater feelings of being understood and a higher willingness to identify with the rival supporter, with limited positive effects in the HR interview. In all experiments, participants displayed more reciprocal matching when interacting with a matching versus a nonmatching interaction partner, and this translated into increased information provision in an adapted trust game where participants could send information in exchange for money.