Reputational Costs of Receptiveness: When and Why Being Receptive to Opposing Political Views Backfires

A fast-growing body of research finds that receptiveness to opposing political views carries reputational benefits. A different body of research finds that opposing political views and the people who hold them are seen as repugnant. How could it be that people receptive to opposing political ideas are viewed positively when the political opponents they are receptive to are seen negatively? In seven main (N = 5,286) and nine supplemental studies (N = 3,983 participants in online studies N = 124,493 observations in field data), we reconcile this tension by arguing that the identity of the person one is receptive to determines whether receptiveness carries reputational benefits or costs. When the information source belongs to the opposing party, receptiveness to opposing political views often carries reputational costs. We find these reputational costs across both strong and weak signals of receptiveness, eight different political and social issues, and multiple types of prototypical out-party sources. We argue that these costs arise because members of the opposing party are frequently stereotyped as immoral, and thus receptiveness to their ideas is seen negatively. As a boundary condition, we find that the costs of receptiveness are pronounced for sources who are prototypical of the out-party and attenuate (or even reverse) for sources who are nonprototypical. These findings resolve a seeming contradiction between two distinct literatures in psychology, contribute to a rapidly expanding literature on the interpersonal consequences of receptiveness, and lay the groundwork for understanding novel barriers to, and ultimately solutions for, the lack of cross-party openness and political polarization.