损失-收益框架下责任感对建议采纳的影响

Impact of Individual’s Conscientiousness on Advice Taking in the Loss-Benefit Framework

实验1和实验2分别探讨了在损失-收益框架下特质责任感和状态责任感对建议采纳的影响。结果发现:(1)无论是特质责任感还是状态责任感,高责任感的个体比低责任感个体更倾向于采纳他人建议。(2)收益框架下的个体比损失框架下的个体更愿意采纳他人建议。(3)无论是特质责任感还是状态责任感,高责任感的个体对他人建议的采纳程度不受框架的影响,而低责任感个体在收益框架下比在损失框架下的建议采纳程度高。

People often seek advice from others to improve the accuracy when making decisions.However,studies have shown that people do not fully follow the advice of others.This phenomenon is called advice discounting effect.Previous studies have found many factors that influence advice taking.However,most of these studies focused on individual decision-making,which rarely involved decision makers’conscientiousness.Therefore,the impact of decision makers’conscientiousness on advice taking was relatively ignored.While in organizational decision-making,decision-making results have a wide range of influence on the organization and its members,which require decision makers to have a strong sense of responsibility.Therefore,it is necessary to explore the influence of decision makers’conscientiousness on advice taking in organizational context.Studies have found that individuals with high conscientiousness have a strong sense of responsibility for event,and could reduce decision-makers’overconfidence in judgment.Thus we suppose that conscientiousness will increase the decision-makers’adoption of others’advice.In recent years,as personality research has shifted from stable traits to possible changes,the study of conscientiousness has also expanded from trait conscientiousness to state conscientiousness.Researchers believed that state conscientiousness had the same content in emotion,behavior and cognition as its corresponding personality.Moreover,individuals with high state conscientiousness also had a strong sense of responsibility for event,and can also reduce individual narcissism and overconfidence in judgment.In addition,existing studies have proved that task framework can affect people’s risk perception,and consequently affect the decision results.Therefore,the purpose of the present study was to investigate the influence of loss-benefit framework and conscientiousness on advice taking.Two experiments were designed within the JAS paradigm.The decision task was estimating the probability of investment.Experiment 1 was designed to explore the impact of trait conscientiousness and task framework on advice taking.There were 144 college students taking part in this study.The individual’s trait conscientiousness was measured by questionnaires.Experiment 2 was designed to explore whether state conscientiousness had an impact on advice taking under different frameworks.There were 123 college students taking part in this experiment.The state conscientiousness was evoked through the implementation of the accountability.Based on these results,present research concluded that:(1)No matter it was trait conscientiousness or state conscientiousness,participants with high conscientiousness tended to adopt others’advice more than those with low conscientiousness.(2)The participants’advice taking level under the benefit framework was significantly higher than under the loss framework.(3)The adoption of others’advice had no difference for participants with high conscientiousness under the benefit framework and the loss framework,while those with low conscientiousness had higher adoption of others’advice under the benefit framework than those under the loss framework.This research suggests that conscientiousness and framework can influence taking advice.In a decision-making task,to increase advice taking,it is necessary to emphasize the sense of responsibility for events,to make them aware of the positive aspects of accomplishing the task is a good choice.