Too arrogant for their own good? Why and when narcissists dismiss advice

Kausel, Edgar E.; Culbertson, Satoris S.; Leiva, Pedro I.; Slaughter, Jerel E.; Jackson, Alexander

doi:10.1016/j.obhdp.2015.07.006

Cited by 71 publications

(46 citation statements)

References 144 publications

(186 reference statements)

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“…Consistent with this idea, effects of agency and narcissism were both mediated by the same variable (lower ratings of the advisor's competence). However, because narcissism has been shown to be largely unrelated to pre-advice accuracy (Kausel et al, 2015), the positive association of agency and accuracy we observed suggests the correlation of agency and AT to be an independent effect. Second, the agency-accuracy link provides an interesting vantage point to interpret the finding that individuals high in power are less willing to take advice (See et al, 2011;Tost et al, 2012).…”

Section: Discussionmentioning

confidence: 57%

“…So far, there is only one published study linking advice taking to advisees' personality. In this study, Kausel, Culbertson, Leiva, Slaughter, and Jackson () predicted—and found—individuals high in narcissism to be less inclined to heed advice. Importantly, they were also able to identify a mediating variable, namely, a systematic devaluation of the advisor's expertise.…”

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confidence: 69%

“…Our findings build on recent research that has begun to link advice taking to individual differences. Kausel et al () showed narcissism to have an impact on advice taking, a finding that fits particularly well in the agency/communion framework due to narcissism being a highly agentic and anti‐communal construct (Back et al, ; Paulhus, ). Our results also complement previous experimental studies showing that differences in experienced power led to differences in advice taking behavior (See, Morrison, Rothman, & Soll, ; Tost, Gino, & Larrick, ).…”

Section: Discussionmentioning

confidence: 92%

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Some People Heed Advice Less than Others: Agency (but Not Communion) Predicts Advice Taking

Schultze

Gerlach

Rittich

2017

Behavioral Decision Making

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Across three studies (total N = 793), we investigated the link between two fundamental dimensions of personality, agency and communion, and advice taking in quantity estimation tasks. We complemented the analyses of the individual studies with meta‐analyses across all three studies in order to gain insight into the robustness of our core results. In line with our expectations, agency was associated with less advice taking, and this effect was mediated by individuals' perceptions of their own competence. Contrary to what we expected, we did not find consistent evidence that communion systematically relates to advice taking. Analyses of judges' initial accuracy further suggested that agentic judges' lower willingness to heed advice was justified by greater initial accuracy as compared with their less agentic peers. Our data, thus, provide evidence of individual differences in advice taking and shed some light on the question which individuals are more inclined to heed advice than others. Copyright © 2017 John Wiley & Sons, Ltd.

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Section: Discussionmentioning

confidence: 57%

mentioning

confidence: 69%

Section: Discussionmentioning

confidence: 92%

See 1 more Smart Citation

Some People Heed Advice Less than Others: Agency (but Not Communion) Predicts Advice Taking

Schultze

Gerlach

Rittich

2017

Behavioral Decision Making

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“…People tend to weight costly advice more than free advice (Gino, 2008), give more weight to advice in difficult-tojudge settings (Gino & Moore, 2007), and are affected by the confidence levels that advisors display (Sah, Moore, & MacCoun, 2013). Furthermore, narcissists tend to discount other's opinions more (Kausel, Culbertson, Leiva, Slaughter, & Jackson, 2015) and so do those individuals who feel more power (See, Morrison, Rothman, & Soll, 2011;Tost, Gino, & Larrick, 2012).…”

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confidence: 99%

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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“…Although narcissists have been proven to be charming and socially facile at first sight (Morf & Rhodewalt, ), they seem to be rather disliked by others at long‐term acquaintance. Specifically, research has suggested that individuals tend to rate narcissistic people as less agreeable, more hostile, exploitative, and arrogant (Back et al., ; Campbell, Foster, & Finkel, ; Kausel, Culbertson, Leiva, Slaughter, & Jackson, ; Paulhus, ). Thus, it is reasonable to assume that when interactions with narcissistic leaders progress, employees would increasingly identify less with and be more likely to dehumanize their narcissistic supervisors for their gradual understanding of their narcissistic leader's exploitativeness and entitlement.…”

Section: Theory and Hypothesesmentioning

confidence: 99%

Exploring the role of moral disengagement in the link between perceived narcissistic supervision and employees' organizational deviance: A moderated mediation model

Zhang

Liu

et al. 2018

Asian J of Social Psycho

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Current research on leader narcissism has been predominantly centered on the intrapersonal perspective and discusses leader narcissism and associated behavioral outcomes. Few have adopted the interpersonal approach to explore the possible effects that leader narcissism can exert on their followers. Drawing on the social cognitive theory of moral disengagement, the present study aims to examine leader narcissism and followers' outcomes from the interpersonal perspective. We propose that perceived narcissistic supervision will lead to employees' organizational deviance via moral disengagement and that employees' moral identity will moderate the link between perceived narcissistic supervision and employees' moral disengagement; Moreover, there also exists a moderated mediation effect of employees' moral identity. Study 1, a three-wave study conducted in 10 companies distributed among eight cities in China within 2 months, with a final sample containing 61 supervisors and 228 subordinates, preliminarily supported the main effect and the moderating effect of moral identity. In addition, we conducted a supplementary study on the basis of another three-wave investigation with a sample of 195 employees, which replicated our research results in Study 1 and also verified the moderated mediation effect. Implications of the model are described, and future research directions are suggested.

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Too arrogant for their own good? Why and when narcissists dismiss advice

Cited by 71 publications

References 144 publications

Some People Heed Advice Less than Others: Agency (but Not Communion) Predicts Advice Taking

Some People Heed Advice Less than Others: Agency (but Not Communion) Predicts Advice Taking

The Role of Anticipated Regret in Advice Taking

Exploring the role of moral disengagement in the link between perceived narcissistic supervision and employees' organizational deviance: A moderated mediation model

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