The value of genuine and polite smiles

Abstract

Humans show remarkable ability to adapt their social behavior to suit the changing requirements of their interactions. An interaction partner's social cues, particularly facial expressions, likely play an important role in motivating and reinforcing this behavioral adaptation. Over three studies, we test a key aspect of this idea. Specifically, we ask how the reinforcement value of facial expressions compares to that of nonsocial feedback and to what degree two frequently occurring expressions (genuine and polite smiles) differ in reinforcement value. Our findings show that social feedback is preferred over nonsocial feedback and that genuine smiles are preferred over polite smiles. Based on a logistic model of our data, we show that both monetary and social values of stimuli contribute significantly to participants' decisions. Indeed, participants were willing to sacrifice the chance of a monetary reward to receive a genuine smile and produced inflated estimates of the value of genuinely smiling faces. These findings suggest that genuine smiles, and potentially other social cues, may be useful social reinforcers and therefore important in the control of social behavior on a moment-to-moment basis during interaction.