摘要
实验1和实验2分别探讨了建议者温暖和能力印象与认知需求或情感需求对建议采纳的影响。结果发现:(1)认知需求高的个体对能力印象建议者的建议采纳程度显著高于对温暖印象的建议者,而认知需求低的个体对能力和温暖印象建议者的建议采纳程度没有显著差异。(2)情感需求高的个体对能力和温暖印象建议者的建议采纳程度差异不显著,但均高于情感需求低的个体;而情感需求低的个体对能力印象建议者的建议采纳程度显著高于对温暖印象建议者的建议。(3)总体上,决策者对能力印象建议者的建议采纳程度高于对温暖印象建议者的建议。
In advice taking,impressions on the advisors formed by decision makers during the interaction may affect decision makers’evaluation of the advisors,which in turn may affect decision makers’adoption of their advice.The impression on a person is usually divided into two dimensions,including warmth and competence.For warm advisors,the warmth dimension may convey a sense of affinity to decision makers.For competent advisors,decision makers tend to give more consideration to their advice,because they may consider advisors as being knowledgeable,experienced,etc.How do people take advice in daily life?Are they more willing to take advice from warm advisors or competent advisors?This may depend on individual characteristics of decision makers.The present research examined two individual characteristics that may be relevant to the warmth and competence dimensions,including the need for cognition(NFC)and the need for affect(NFA).NFC has been defined as individual’s tendency to engage in and enjoy effortful cognitive activity,while NFA is individual’s general motivation to approach or avoid situations or activities that are emotion inducing.Previous research found that NFC predicts one’s preference for cognitively challenging situations and events.Individuals with higher NFC may favor those high in competence,because they can be more cognitively challenging.Similarly,NFA predicts one’s preference for emotionally stimulating situations and events.Individuals with higher NFA may favor those high in warmth,because they can be more emotionally stimulating.We speculated that individuals with high NFA may adopt more advice from warm advisors,and individuals with high NFC will adopt more advice from competent advisors.Two experiments were designed to explore the influence of motivation-based differences in individual characteristics and the impression on advisors on the adoption of advice.There are two types of motivations in individual differences:the need for affect and the need for cognitive stimulation.Experiments 1 and 2,respectively,explored impressions on the advisors,warm or competent,and whether decision makers’cognitive and affective needs influenced their adoption of advice.The results showed that individuals with high cognitive needs were more likely to take advice from competent advisors than warm advisors.However,individuals with low cognitive needs had no significant differences in the acceptance of advice from warm and competent advisors.Furthermore,individuals with high affective needs took more advice than individuals with low affective needs,regardless whether the advisors were warm or competent.In contrast,those with low affective needs were more likely to take advice from competent advisors than warm advisors.In general,decision makers took more advice from competent advisors rather than warm ones.
作者
杜秀芳
袁晓倩
徐政
Du Xiufang;Yuan Xiaoqian;Xu Zheng(School of Education and Psychology,University of Jinan,Jinan,250024;School of Psychology,Shandong Normal University,Jinan,250358)
出处
《心理科学》
CSSCI
CSCD
北大核心
2023年第3期719-725,共7页
Journal of Psychological Science
基金
国家社会科学基金一般项目(22BGL300)
教育部人文社会科学规划基金项目(19YJAZH012)的资助。
关键词
建议采纳
温暖
能力
认知需求
情感需求
advice taking
warmth
competence
need for cognition
need for affect