Sah, Sunita; Moore, Don A.; MacCoun, Robert J. - In: Organizational Behavior and Human Decision Processes 121 (2013) 2, pp. 246-255
Is it possible to increase one’s influence simply by behaving more confidently? Prior research presents two competing hypotheses: (1) the confidence heuristic holds that more confidence increases credibility, and (2) the calibration hypothesis asserts that overconfidence will backfire when...
