08:30 - 10:00
Mon-A7-Talk I-
Mon-Talk I-
Room: A7
Chair/s:
Maren Mayer
When making decisions, individuals often receive advice from others and incorporate this advice into their own judgments and decisions-under certain conditions leading to increases in decision quality and confidence. Beyond the typical paradigm examining advice-based decisions, several research avenues emerged in recent years that rely on advice taking and extend the typical paradigm to various different tasks and contexts. In this symposium, we thus introduce several novel directions for advice taking and related research. The first contribution provides an overview of typical paradigms and findings of empirical studies on advice-based decisions conducted over the last 15 years in behavioral and organizational research. The second contribution describes a newly developed (largely) culture-fair estimation task that solely requires secondary school level as a basis for conducting between-culture comparisons of advice taking in Chinese and German students. The third talk will present an application of the advice taking paradigm to investigate social influence in moral judgments at the example of the asymmetric moral conformity effect. The fourth contribution addresses sequential collaboration, a process relying on consecutively improving contributions made by others in which previous contributions can be viewed as advice for later contributors. Some of the previous findings will be reassessed to complement the presentation of a novel statistical modeling approach for process-consistent analysis of judgment formation in part five. The final contribution addresses how people update their beliefs about the validity of effects when being confronted with various scientific evidence, which can be viewed as a form of advice.
Behavioral and organizational research on advice-based decision making: A systematic review
Mon-A7-Talk I-01
Presented by: Juliane E. Kämmer
Juliane E. Kämmer 1, 2, Shoham Choshen-Hillel 3, Johannes Müller-Trede 4, Stephanie L. Black 5, Jürgen Weibler 6
1 Department of Emergency Medicine, University of Bern, 2 Center for Adaptive Rationality, Max-Planck Institute for Human Development, 3 School of Business Administration and the Federmann Center for the Study of Rationality, Hebrew University of Jerusalem, 4 IESE Business School, University of Navarra, 5 College of Business, Texas A&M University at San Antonio, 6 Chair of Business Administration, Leadership and Organization, University of Hagen (FernUniversität in Hagen)
Advice plays an important role in how people make decisions in virtually all walks of life. Researchers, for instance, revise their work in response to their peers’ suggestions. Managers and CEOs seek expert advice before making important business decisions. As research on decision making has flourished in recent years, so has research on advice. To gain a more comprehensive understanding of this work, we conducted a systematic review of 143 empirical studies of advice-based decisions published in management or psychology journals between 2006 and 2020. We identified two distinct streams of literature. The first, behavioral research, features experimental research on advice-based decisions conducted in laboratories. The second, organizational research, features observational field research on advice-based decisions in organizations. We organized the findings from the two research streams around three sequential stages: advice solicitation and provision, advice utilization, and the outcomes of advice-based decisions. Our review reveals the two streams to be highly complementary—with behavioral research focusing primarily on advice utilization and organizational research focusing primarily on advice solicitation. We identify key challenges for future research, such as greater emphasis on the social aspects of advice-based decisions and the continued development and refinement of normative benchmarks. In the talk, we will provide an overview of studies on advice-based decisions conducted over the last 15 years in behavioral and organizational research.
Keywords: advice taking, advice giving, psychology, management, organizational behavior