The innuendo effect: Hearing the positive but inferring the negative

Speakers can convey mixed impressions by providing only positive information. As a series of studies shows, when communicators omit information on a salient, relevant dimension of social perception, listeners make negative inferences about the target on that omitted dimension, despite directly receiving only positive information on another dimension (Studies 1 and 2a). These negative inferences mediated the effect of the innuendo manipulation on judgments about the target person's suitability for inclusion in one's group. Simulating communication, Study 2b participants read Study 2a's descriptions and showed this innuendo effect is stronger for descriptions of female as opposed to male targets in an academic domain. We discuss implications of innuendo for the communication and perpetuation of mixed impressions and their prevalence in descriptions of subordinate group members.

► We show the innuendo effect: Negative inferences from positive target descriptions.
► Listeners infer that targets described only as very competent are also cold.
► Listeners infer that targets described only as very warm are also incompetent.
► Innuendo leads listeners to exclude targets in work and social contexts.
► Innuendo propagates, especially for stereotyped targets (e.g., women at work).