scholarly journals How numeric advice precision affects advice taking

2020 ◽  
Author(s):  
Thomas Schultze ◽  
David D. Loschelder
Keyword(s):  
Advice Taking

The Effect of Consumer-Activated Mind-Set and Product Involvement on the Compliance With Recommender System Advice

SAGE Open ◽  
2021 ◽  
Vol 11 (3) ◽  
pp. 215824402110315
Author(s):  
Muhammad Aljukhadar ◽  
Sylvain Senecal
Keyword(s):  
Positive Affect ◽  
Psychological Factors ◽  
Implicit Theory ◽  
Social Approval ◽  
Product Involvement ◽  
Performance Goal ◽  
Two Factors ◽  
Advice Taking ◽  
Mind Set ◽  
Design Factors

Whereas the research gauging the effectiveness of e-commerce recommender systems (RS) has depended on their design factors, recent work proposes a key role for consumer’s psychological factors. Involvement should reduce the compliance with RS advice because a consumer highly involved with the product perceives high choice risk and assigns low value to the advice. However, a consumer’s activated mind-set captured by implicit theory (fixed vs. growth mind-set) should also shape compliance. It is hypothesized that the two factors interact to jointly mitigate advice taking. Specifically, consumers whose fixed mind-set is primed comply with the RS advice less often when involvement is high. This and other anticipated effects (i.e., consumer’s importance of social approval, positive affect, and need for cognition) on advice compliance are tested in an experiment on 251 Canadian adults. In the experiment, compliance occurred when the participant follows the RS advice, and product involvement was initially measured. The results show that priming a fixed mind-set, which orients shoppers toward a performance goal, motivates them to comply with the RS advice when involvement is low. Priming a growth mind-set, which orients shoppers toward a learning goal, nullifies such effect. Positive affect and the importance of social approval had no significant impact on advice taking. Therefore, the effect of involvement on RS effectiveness is contingent on the shopper’s accessible mind-set.

scholarly journals Power, competitiveness, and advice taking: Why the powerful don’t listen

2012 ◽  
Vol 117 (1) ◽  
pp. 53-65 ◽  
Author(s):  
Leigh Plunkett Tost ◽  
Francesca Gino ◽  
Richard P. Larrick
Keyword(s):  
Advice Taking

scholarly journals Advice taking by groups: The effects of consensus seeking and member opinion differences

2019 ◽  
Vol 23 (7) ◽  
pp. 921-942 ◽  
Author(s):  
James R. Larson ◽  
R. Scott Tindale ◽  
Young-Jae Yoon
Keyword(s):  
General Knowledge ◽  
Estimation Task ◽  
Cognitive Closure ◽  
Study Results ◽  
Advice Taking

Individuals often underutilize the advice they receive from others, a phenomenon known as egocentric advice discounting. Recent research suggests that this tendency may be even stronger in groups (Minson & Mueller, 2012; Schultze, Mojzisch, & Schulz-Hardt, 2019). Using a quantity estimation task, we tested five hypotheses about advice taking by groups and individuals. Chief among these is that groups will discount advice more than individuals do when they have reached consensus on the quantity in question prior to receiving that advice, but will discount it less than individuals do when, in addition to being prevented from reaching consensus beforehand, their members initially have rather different opinions about that quantity. We also tested the hypothesis that advice received from groups will be discounted less than advice received from individuals. Individuals and two-person teams received advice on 15 general knowledge questions that each called for a percentage response. Half of the teams were required to reach an initial consensus judgment before receiving that advice, while the rest were prevented from doing so. Study results support most of our hypotheses, and are discussed in terms of the motivated cognitive closure likely induced by pre-advice consensus seeking in groups.

scholarly journals Demonstrability, difficulty and persuasion: An experimental study of advice taking

2020 ◽  
Vol 76 ◽  
pp. 102215 ◽  
Author(s):  
Robert Hoffmann ◽  
Thomas Chesney ◽  
Swee-Hoon Chuah ◽  
Florian Kock ◽  
Jeremy Larner
Keyword(s):  
Experimental Study ◽  
Advice Taking

POWERFUL AND UNPERSUADED: THE IMPLICATIONS OF POWER FOR CONFIDENCE, ADVICE TAKING, AND ACCURACY.

2010 ◽  
Vol 2010 (1) ◽  
pp. 1-6 ◽  
Author(s):  
KELLY E. SEE ◽  
NAOMI B. ROTHMAN ◽  
JACK B. SOLL
Keyword(s):  
Advice Taking

The Role of Anticipated Regret in Advice Taking

2017 ◽  
Vol 31 (1) ◽  
pp. 74-86 ◽  
Author(s):  
Konstantina Tzini ◽  
Kriti Jain
Keyword(s):  
Anticipated Regret ◽  
Advice Taking
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