Advice taking as social exchange: how social interaction between judge and advisor affects advice taking

Thomas Schultze; Andreas Mojzisch; Sophia Herrmann; Stefan Schulz-Hardt

Advice taking as social exchange: how social interaction between judge and advisor affects advice taking

Thomas Schultze, Andreas Mojzisch, Sophia Herrmann, Stefan Schulz-Hardt

Research output: Contribution to conference › Paper › peer-review

Abstract

We show that decision-makers heed advice more when they interact with an advisor compared to an anonymous advisor. The effect is caused by the advisor's awareness of how much the advice is heeded regardless of the advisor's physical presence. This suggests that advice discounting is less pronounced in interactive situations.

Original language	English
Publication status	Published - 12 Jul 2013
Externally published	Yes
Event	8th Annual INGRoup Conference 2013 - Atlanta, United States Duration: 11 Jul 2013 → 13 Jul 2013 https://www.ingroup.net/content.aspx?page_id=22&club_id=300815&module_id=541805

Conference

Conference	8th Annual INGRoup Conference 2013
Country/Territory	United States
City	Atlanta
Period	11/07/2013 → 13/07/2013
Internet address	https://www.ingroup.net/content.aspx?page_id=22&club_id=300815&module_id=541805

Cite this

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title = "Advice taking as social exchange: how social interaction between judge and advisor affects advice taking",

abstract = "We show that decision-makers heed advice more when they interact with an advisor compared to an anonymous advisor. The effect is caused by the advisor's awareness of how much the advice is heeded regardless of the advisor's physical presence. This suggests that advice discounting is less pronounced in interactive situations.",

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AB - We show that decision-makers heed advice more when they interact with an advisor compared to an anonymous advisor. The effect is caused by the advisor's awareness of how much the advice is heeded regardless of the advisor's physical presence. This suggests that advice discounting is less pronounced in interactive situations.

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Y2 - 11 July 2013 through 13 July 2013

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