effects of distance between initial estimates and advice on advice utilization
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ID: 255855
2015
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Abstract
Six experiments
investigated how the distance between one's initial opinion and advice relates
to advice utilization. Going beyond previous research, we relate advice
distance to both relative adjustments and absolute adjustments towards the
advice, and we also investigate a second mode of advice utilization, namely
confidence shifts due to social validation. Whereas previous research suggests
that advice is weighted less the more it differs from one's initial opinion, we
consistently find evidence of a curvilinear pattern. Advice is weighted less
when advice distance is low and when it is high. This is in particular because
individuals are much more likely to retain their initial opinions in the light
of near advice. Also, absolute opinion adjustments towards the advice increases
in a monotone fashion as advice distance increases. This finding is in contrast
to the predictions of the theoretical framework previous studies on advice
distance are based on, social judgment theory. Instead, they data are more in
line with a simple stimulus-response model suggesting that absolute adjustments
towards the advice increase with advice distance but---potentially---with
diminished sensitivity. Finally, our data show that advice can be utilized even
when it receives zero weight during belief revision. The closer advice was to
the initial opinions, the more it served as a means for social validation,
increasing decision-makers' confidence in the accuracy of their final opinions.
Thus, our findings suggest that advice utilization is a more complex function
of advice distance than previously assumed.
| Reference Key |
thomas
schultze2015judgmenteffects
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|---|---|
| Authors | ;Thomas Schultze;Anne-Fernandine Rakotoarisoa;Stefan Schulz-Hardt |
| Journal | nederlands tijdschrift voor geneeskunde |
| Year | 2015 |
| DOI |
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