The impact of information from similar or different advisors on judgment

Francesca Gino, Jen Shang and Rachel Croson

Organizational Behavior and Human Decision Processes, 2009, vol. 108, issue 2, pages 287-302

Abstract: People rely on others' advice to make judgments on a daily basis. In three studies, we examine the differential impacts of similarity between the source of that advice and the person making the judgment in two settings: judging others' behavior and judging one's own actions. We find that similarity interacts with the target of the judgment. In particular, information received from a different advisor is more heavily weighed than from a similar advisor in judging others' actions, but information from a similar advisor is more heavily weighed than from a different advisor in judging one's own. We provide two potential explanations for this interaction, difficulty of the judgment and informativeness of the advice. Our analyses show a moderated mediating role of informativeness and difficulty in the relationship between the advisor's similarity by judgment type interaction and advice use.

Keywords: Advice; taking; Similarity; Judgment; Difficulty; Informativeness (search for similar items in EconPapers)
Date: 2009

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Persistent link: http://EconPapers.repec.org/RePEc:eee:jobhdp:v:108:y:2009:i:2:p:287-302

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