Abstract
Abstract Advice taking is the hotspot of current research of behavioral decision making. It mainly explores how judges change the initial opinion to form the final decision after receiving other’s advice. Advice taking involves judges and advisors according to the judge-advisor system. Therefore, the factors of decision-makers, advisors and tasks will affect the degree of advice taking. Former researches showed that the decision maker’s emotion plays a critical role in advice-taking. When making decisions, individuals will produce complex emotions, and anxiety emotion is most likely to produce. Since anxiety is an unpleasant experience, individuals with anxiety emotion will seek emotional support in order to get rid of this unpleasant experience, not just cognitive help. The benevolent adviser could give this support to decision makers. In the face of adviser with different degree of benevolence, the degree of advice-taking may different. The purpose of this study was to investigate the influence of anxiety and the degree of benevolence on advice taking.
Two experiments were designed to explore the influence of anxiety and benevolence on people’s advice taking by the classical paradigm of advice-taking. The decision task was estimating the number of coins in a glass. In experiment 1, anxiety emotion was induced by movies video clips. In Experiment 2, participants were selected using Trait Anxiety Inventory. The subjects who had the first 27% score belonged to high level trait anxiety, and the last 27% score belonged to low level trait anxiety. There are 127 college students took part in experiment 1, 120 college students took part in experiment 2. The dependent variable was the level of advice-taking which calculated by the formula of WOA (weight of advice).
The statistics result showed that, in experiment 1 the main effects of Anxiety emotion and benevolence were significant(ps<.01), the interactions were not significant. In the experiment 2, the main effect of trait anxiety was not significant, but the main effect of benevolence was significant(p<.01). And the interaction between trait anxiety and benevolence was not significant. The results indicated that: Anxiety emotion influenced advice taking. The subjects who feel anxiety were more receptive to advice than subjects in a neutral state. The level of trait anxiety has no effects on advice-taking. People with high level of anxiety are the same receptive to advice as people with low anxiety. The anxiety feeling of trait anxiety individuals is lower than state anxiety individual. So, as to the trait anxiety individuals, their motivation to get rid of anxiety and to avoid failure may be low. Their target to reduce the uncertainty and uncontrollability is also not strong. Thus, as a state of a specific emotional, state anxiety and trait anxiety have different effect on individual advice taking. The degree of benevolence influenced advice taking, the advice with high degree of benevolence were adopted more than the low benevolence. So if we want someone to adopt our recommendations, we need to pay attention to our way of expression.
Key words
Anxiety /
the degree of benevolence /
advice-taking
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Influence of anxiety and the degree of benevolence on advice-taking[J]. Journal of Psychological Science. 2015, 38(5): 1155-1161
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