Seeker beware: The interpersonal costs of ignoring advice

被引：46

作者：

Blunden, Hayley ^{[1
]}

Logg, Jennifer M. ^{[3
]}

Brooks, Alison Wood ^{[2
]}

John, Leslie K. ^{[2
]}

Gino, Francesca ^{[2
]}

机构：

[1] Harvard Sch Business, Cotting 300J, Boston, MA 02163 USA

[2] Harvard Sch Business, Baker Lib, Bloomberg Ctr, 500 Soldiers Field Rd, Boston, MA 02163 USA

[3] Harvard Kennedy Sch, 79 John F Kennedy St, Cambridge, MA 02138 USA

来源：

ORGANIZATIONAL BEHAVIOR AND HUMAN DECISION PROCESSES | 2019年 / 150卷

关键词：

Advice; Advice seeking; Expertise; Impression management; Wisdom of crowds; FEEDBACK-SEEKING; DECISION-MAKING; PERSPECTIVE-TAKING; IMPROVING JUDGMENT; EGOCENTRIC BIAS; SELF-ESTEEM; EGO THREAT; HELP; CONSEQUENCES; PERFORMANCE;

D O I：

10.1016/j.obhdp.2018.12.002

中图分类号：

B849 [应用心理学];

学科分类号：

040203 ;

摘要：

Prior advice research has focused on why people rely on (or ignore) advice and its impact on judgment accuracy. We expand the consideration of advice-seeking outcomes by investigating the interpersonal consequences of advice seekers' decisions. Across nine studies, we show that advisors interpersonally penalize seekers who disregard their advice, and that these reactions are especially strong among expert advisors. This penalty also drives advisor reactions to a widely-recommended advice-seeking strategy: soliciting multiple advisors to leverage the wisdom of crowds. Advisors denigrate and distance themselves from seekers who they learn consulted others, an effect mediated by perceptions that their own advice will be disregarded. Underlying these effects is an asymmetry between advisors' and seekers' beliefs about the purpose of the advice exchange: whereas advisors believe giving advice is more about narrowing the option set by providing direction, seekers believe soliciting advice is more about widening the option set by gathering information.

引用

页码：83 / 100

页数：18

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