Smart People Ask for (My) Advice

A.W.  Brooks; F.  Gino; M.E.  Schweitzer

Article | Management Science

Smart People Ask for (My) Advice: Seeking Advice Boosts Perceptions of Competence

by A.W. Brooks, F. Gino and M.E. Schweitzer

Abstract

Although individuals can derive substantial benefits from exchanging information and ideas, many individuals are reluctant to seek advice from others. We find that people are reticent to seek advice for fear of appearing incompetent. This fear, however, is misplaced. We demonstrate that individuals perceive those who seek advice as more competent than those who do not seek advice. This effect is moderated by task difficulty, advisor egocentrism, and advisor expertise. Individuals perceive those who seek advice as more competent when the task is difficult than when it is easy, when people seek advice from them personally than when they seek advice from others, and when people seek advice from experts than from non-experts or not at all.

Keywords: Behavior; Cognition and Thinking;

Format: Print

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Citation:

Brooks, A.W., F. Gino, and M.E. Schweitzer. "Smart People Ask for (My) Advice: Seeking Advice Boosts Perceptions of Competence." Management Science 61, no. 6 (June 2015): 1421–1435.

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I have identified six types of training techniques used by such programs. They teach people to (1) listen, not talk; (2) practice empathy; (3) be comfortable giving and receiving feedback; (4) lead and follow; (5) speak with clarity and avoid abstractions; and (6) have win-win interactions.

Drawing from my observations of Pixar, Webasto, and other companies, I share specific tools and exercises that show employees how to work well together, learn from one another, and connect more fully.

Plant management at Pasta Serafina, a pasta producer in the south of Italy, is struggling to contain employee absenteeism. While the misbehavior is concentrated in a minority of the workers, its effects impact not only the plant’s performance, but also the climate and work environment. Embedded in institutional and legal environment that allows very little room for corrective action, and already dealing with persistent low margins, management decides to address the issue by asking the employees themselves to find a solution to the problem. The case exposes students to managerial challenges associated with curbing moral hazard and changing the company culture in a setting where standard legal and contractual tools, such as firing workers for performance or using incentives to influence behaviors, are not available.

The case complements Pasta Serafina (A) by describing the aftermath of a town hall meeting in which management had publicly denounced the absenteeism problem and challenged the employees to find a solution. In spite of the initial mistrust against management, the fear of an imminent plant closure coupled with the relief associated with finally being able to be heard by management, pushes the employees to act to contain the problem themselves. Within a short time, absenteeism hits record lows. Management, however, is left wondering about the sustainability of the new culture.

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Smart People Ask for (My) Advice: Seeking Advice Boosts Perceptions of Competence

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