Evaluating advisors: A policy‐capturing study under conditions of complete and missing information

Bonaccio, Silvia; Dalal, Reeshad S.

doi:10.1002/bdm.649

Cited by 52 publications

(46 citation statements)

References 68 publications

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“…Furthermore, in accordance with previous findings (e.g. Bonaccio & Dalal, ), we find increased receptiveness to advice from an expert. Importantly, we show that this effect works through the proposed mechanism of perceived justifiability and anticipated regret.…”

Section: General Discussion and Conclusionsupporting

confidence: 93%

The Role of Anticipated Regret in Advice Taking

Tzini

Jain

2017

Behavioral Decision Making

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Across five studies, we demonstrate that anticipated future regret influences receptiveness to advice. While making a revision to one's own judgment based on advice, people can anticipate two kinds of future regret: (a) the regret of following non-beneficial advice and (b) the regret of ignoring beneficial advice. In studies 1a (scenario task) and 1b (judgment task), we find that anticipated regret from erring after following advice is greater than anticipated regret from erring after ignoring advice. Furthermore, receptiveness decreases as the difference between anticipated regret from following and from ignoring advice increases. In study 2, we demonstrate that perceived justifiability of one's own initial decision is greater than that of advice. This difference in perceived justifiability influences anticipated regret and that, in turn, influences receptiveness. In study 3, we investigate the effect of advisor's expertise on perceived justifiability, anticipated regret, and receptiveness. In study 4, we propose and test an intervention to improve receptiveness based on self-generation of advice justifications. Participants who were asked to self-generate justifications for the advice were more receptive to it. This effect was mediated by perceived justifiability and anticipated regret. These findings shed further light on what prevents people from being receptive to advice and how this can be improved.

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Section: General Discussion and Conclusionsupporting

confidence: 93%

The Role of Anticipated Regret in Advice Taking

Tzini

Jain

2017

Behavioral Decision Making

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“…Instead, an other‐focused emotion that is positive (such as gratitude, love, or desire) conveys that another person's abilities, motivations, or needs are in line with or even exceed one's own wishes or demands (Haidt, ; McCullough et al, ). Following Bonaccio and Dalal (), who showed that evaluations of advisors are primarily determined by inferences about the advisors' abilities and motivations, we predict that others will be perceived as being more able to provide good advice. Consequently, their advice will have more influence on one's decisions when the decision maker experiences an other‐focused emotion, which is positive rather than negative.…”

Section: A Parsimonious Explanation Of Emotions In Advice Takingmentioning

confidence: 91%

Emotions in Advice Taking: The Roles of Agency and Valence

Hooge

Verlegh

Tzioti

2013

Behavioral Decision Making

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Recently, advice taking has received attention in decision-making research, and some studies suggest that emotions may play a role in this process. Yet a clear account of how emotions influence advice taking is lacking. The current research introduces a parsimonious explanation by suggesting that such effects can be predicted on the basis of two emotion dimensions: valence (positivity or negativity) and agency (self-focused versus other-focused). In five experiments with different emotion inductions and different measures for advice taking, the effects of positive emotions such as gratitude and pride and of negative emotions such as anger and shame on advice taking were studied. The findings reveal that emotion valence and agency exert an influence on advice taking and that this interaction effect is mediated by the perceived ability of the advisor. Together, these findings provide a unique theoretical and empirical contribution to our understanding of emotions in advice taking.

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“…Prior research suggests that advisors' expertise and confidence are among the most influential advisor characteristics shaping advice taking (Bonaccio & Dalal, 2010). Moreover, people appear to attend to relatively subtle cues and signals to create judgments of advisors; for example, advisors' confidence seems to serve as a heuristic influencing whether they are perceived to have expertise, taskrelated knowledge, or accurate advice (Sniezek & Van Swol, 2001).…”

Section: Advice Takingmentioning

confidence: 96%