Evaluating Advisors: A Policy-Capturing Study Under Conditions of Complete and Missing Information

Decision-makers' relative preferences for various advisor characteristics were investigated in two multilevel policy-capturing studies. The characteristics under consideration were: advisor expertise, advisor confidence, advisor intentions, and whether that advisor was the sole available source of advice. In Study 1, decision-makers had access to all relevant information about the advisors. In contrast, some relevant information about the advisors was systematically made unavailable in Study 2, which allowed an investigation of the effect of missing information on decision-makers' evaluations of advisors. Results from both studies indicated that advisor expertise and intentions were most important in promoting decision-makers' positive evaluations of advisors, that this effect was even more pronounced under conditions of missing information, and that advisor expertise and intentions also interacted synergistically. Given that expertise and good intentions are determinants of an advisor's trustworthiness, the results highlight the interpersonal nature of advice giving and taking. Copyright (C) 2009 John Wiley & Sons, Ltd.