The unexpected power of positivity: Predictions versus decisions about advisor selection.

Abstract

In almost any profession, selecting a good advisor is crucial for success. The current research examines the discrepancy between predicted versus actual advisor selection decisions. We found that individuals make consistent predictions that they would rely primarily on competence-based characteristics (e.g., expertise, experience) when selecting an advisor (Studies 1, 2, and 4). This predicted preference remained even when all potential advisors had relatively similar levels of expertise (Study 4). Using data from the reality competition The Voice, we examined whether this prediction translates into actual, high-stakes decision-making (Study 3). The results showed that, contrary to predictions, individuals were more likely to select advisors who expressed high amounts of positivity toward them. We then extended our investigation by testing predicted versus actual advisor selections in a single experiment, again finding evidence that people failed to anticipate the influence that expressed positivity would exert on their selection of an advisor (Study 5). Finally, we examined the performance consequences of this pattern of advisor selection, demonstrating that reliance on expressed positivity over expertise when selecting an advisor can inhibit advisees’ performance improvements (Study 6).

On prospect theory, making choices for others, and the affective psychology of risk

“…Bazerman (2001) remarked that people who are "away from a problem" often make more objective judgments than people who are "too close to a problem." Relatedly, research has found that having a blunt friend, mentor, or counselor can help people see and act on better evidence (Hur, Ruttan, & Shea, 2020). Our research shows that by delegating decisions to others, the likelihood that some prospects will come to fruition is higher than when making personal decisions.…”

A systematic review of empirical studies on advice-based decisions in behavioral and organizational research.

“…Behavioral advice research has also explored how the social environment affects advice solicitation. Participants in one study, for example, were more likely to seek advice from advisors who expressed positive feelings toward them than from advisors who were merely competent or experienced, despite their stated intentions to choose primarily based on competence (Hur et al, 2020†). Conversely, decision makers were less likely to seek advice when they feared that doing so might make them appear incompetent (A.…”

Advice as a subjective subject: A commentary on Kämmer et al. (2023).

“…First, a greater emphasis on subjective constructs can help illuminate when advice-related perceptions do not match reality. Kämmer et al (2023) review some initial work in this arena, highlighting papers by Brooks et al (2015) revealing incorrect lay theories that seeking advice will undermine perceptions of seeker competence, by Hur et al (2020) showing that despite people’s intentions to choose advisors based on competence, actual decisions follow perceptions of warmth, and by Stavrova and Evans (2019) demonstrating that advisors overestimate the extent to which their optimism (vs. confidence) is valued. A wide array of documented self-other differences in advice seeking underscore the likely misalignment between advisors’ and seekers’ perceptions (e.g., Barkan et al, 2016; Hadar & Fischer, 2008), only one of which could align with reality.…”