真诚-虚伪品质对建议采纳的影响

The Impact of Authentic and Hypocritical Personality on Advice Taking and its Mechanism

通过三个实验探究陌生关系中建议者真诚-虚伪品质对决策者建议采纳的影响机制。实验一将建议者真诚-虚伪品质设为组间变量,探讨其对建议采纳的影响;实验二在实验一的基础上加入认知信任的测量,探讨认知信任的中介作用;实验三加入建议者有无损失经历,形成2(真诚-虚伪品质)×2(有无损失经历)的组间设计,探究有无损失经历的调节作用。结果发现:(1)建议者的真诚品质可以促进建议采纳;(2)认知信任在建议者真诚-虚伪品质与建议采纳间起完全中介作用;(3)建议者有无损失经历在建议者真诚-虚伪品质和建议采纳间起调节作用。

To explore the impact of authentic-hypocritical trait on advice taking and its mechanism in the stranger relationship, we conducted 3 experiments in total. In experiment 1, we set adviser’s trait as between-subjects factor and explored their impact on the advice taking through five decision-making problems. In experiment 2, we also treated advisee’s trait as a between-subjects factor and used the same decision-making procedure as Experiment 1, except that we measured cognition-based trust to find its mediating effect;In experiment 3, we added the new variable-Price/no Price into our study(2 Authentic/Hypocrisy × 2 Price/No Price), so that we could find its moderating effect in advice taking.Three effects were observed. First, when advisor owned authentic trait, his/her advice would be adopted more;on the contrary,when adviser owned hypocrisy trait, his/her advice would be adopted less. Second, under the influence of advisor’s trait, cognitionbased trust played a mediating role in advice taking. Third, when advisor payed for his/her decision, his/her advice would be adopted more, or his/her advice would be adopted less. That is to say, Price/No Price acted as the role of moderator.