Liars, Damned Liars, and Zealots

Abstract

This research explored people’s reactions to targets who “went too far” to support noble causes. We hypothesized that observers’ moral mandates would shape their perceptions of others’ advocacy, even when that advocacy was transgressive, that is, when it used norm-violating means (i.e., lying) to achieve a preferred end. Observers were expected to accept others’ advocacy, independent of its credibility, to a greater extent when it bolstered their strong (vs. weak) moral mandate. Conversely, observers with strong (vs. weak) moral conviction for the cause were expected to condemn others’ advocacy—independent of its credibility—to a greater degree when it represented progress for moral opponents. Results supported these predictions. When evaluating a target in a persuasive communication setting, people’s judgments were uniquely shaped by the degree to which the target bolstered or undermined a cherished moral mandate.