Seeker beware: The interpersonal costs of ignoring advice

Hayley Blunden, Jennifer M. Logg, Alison Wood Brooks, Leslie K. John and Francesca Gino

Organizational Behavior and Human Decision Processes, 2019, vol. 150, issue C, 83-100

Abstract: Prior advice research has focused on why people rely on (or ignore) advice and its impact on judgment accuracy. We expand the consideration of advice-seeking outcomes by investigating the interpersonal consequences of advice seekers’ decisions. Across nine studies, we show that advisors interpersonally penalize seekers who disregard their advice, and that these reactions are especially strong among expert advisors. This penalty also drives advisor reactions to a widely-recommended advice-seeking strategy: soliciting multiple advisors to leverage the wisdom of crowds. Advisors denigrate and distance themselves from seekers who they learn consulted others, an effect mediated by perceptions that their own advice will be disregarded. Underlying these effects is an asymmetry between advisors’ and seekers’ beliefs about the purpose of the advice exchange: whereas advisors believe giving advice is more about narrowing the option set by providing direction, seekers believe soliciting advice is more about widening the option set by gathering information.

Keywords: Advice; Advice seeking; Expertise; Impression management; Wisdom of crowds (search for similar items in EconPapers)
Date: 2019
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Citations: View citations in EconPapers (5)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jobhdp:v:150:y:2019:i:c:p:83-100

DOI: 10.1016/j.obhdp.2018.12.002

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