Pushing away from representative advice: : Advice taking, anchoring, and adjustment

• Autores: Christina A. Rader, Jack B. Soll, Richard P. Larrick
• Localización: Organizational Behavior and Human Decision Processes, ISSN-e 1095-9920, Vol. 130, Nº. 1, 2015, págs. 26-43
• Idioma: inglés
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• Resumen

  • Five studies compare the effects of forming an independent judgment prior to receiving advice with the effects of receiving advice before forming one’s own opinion. We call these the independent-then-revise sequence and the dependent sequence, respectively. We found that dependent participants adjusted away from advice, leading to fewer estimates close to the advice compared to independent-then-revise participants (Studies 1–5). This “push-away” effect was mediated by confidence in the advice (Study 2), with dependent participants more likely to evaluate advice unfavorably and to search for additional cues than independent-then-revise participants (Study 3). Study 4 tested accuracy under different advice sequences. Study 5 found that classic anchoring paradigms also show the push-away effect for median advice. Overall, the research shows that people adjust from representative (median) advice. The paper concludes by discussing when push-away effects occur in advice taking and anchoring studies and the value of independent distributions for observing these effects