Deliberate memory display can enhance conveyed value

Abstract

Letting someone else know that you value their presence, characteristics, effort or activities is central to building and maintaining human relationships. We investigated whether deliberate memory display is an effective means to convey such value. We examined these questions in the context of a simulated job interview (Experiments 1, 2 and 3, total N = 404) and a simulated ‘ice breaker’ exercise between new acquaintances (Experiment 4, total N = 156). Across experiments, results consistently indicated that memory display was not only an effective method of conveying value, but that memory display made other efforts to convey value more effective. Moreover, without external prompting, participants underutilized memory display despite its efficacy. These findings document the efficacy of memory display in the deliberate communication of value and suggest that deliberate memory display might be an underutilized strategic asset in the management of human relationships.