More from these Authors

• Article | Organizational Behavior and Human Decision Processes

  Seeker Beware: The Interpersonal Costs of Ignoring Advice

  Hayley Blunden, Jennifer M. Logg, Alison Wood Brooks, Leslie John and Francesca Gino

  Prior advice research has focused on why people rely on (or ignore) advice and its impact on judgment accuracy. We expand the consideration of advice-seeking outcomes by investigating the interpersonal consequences of advice seekers’ decisions. Across nine studies, we show that advisors interpersonally penalize seekers who disregard their advice, and that these reactions are especially strong among expert advisors. This penalty also drives advisor reactions to a widely-recommended advice-seeking strategy: soliciting multiple advisors to leverage the wisdom of crowds. Advisors denigrate and distance themselves from seekers who they learn consulted others, an effect mediated by perceptions that their own advice will be disregarded. Underlying these effects is an asymmetry between advisors’ and seekers’ beliefs about the purpose of the advice exchange: whereas advisors believe giving advice is more about narrowing the option set by providing direction, seekers believe soliciting advice is more about widening the option set by gathering information.

  Keywords: advice; advice seeking; expertise; impression management; wisdom of crowds; Interpersonal Communication; Relationships; Behavior; Experience and Expertise; Perception; Judgments; Outcome or Result;

  Citation:

  Blunden, Hayley, Jennifer M. Logg, Alison Wood Brooks, Leslie John, and Francesca Gino. "Seeker Beware: The Interpersonal Costs of Ignoring Advice." Organizational Behavior and Human Decision Processes 150 (January 2019): 83–100.  View Details

  CiteView DetailsFind at Harvard

  Related

• Case | HBS Case Collection | November 2018

  Mellody Hobson at Ariel Investments

  Francesca Gino, Lakshmi Ramarajan and Alison Wood Brooks

  In 2018, Mellody Hobson, President of Ariel Investments, the largest minority-owned investment firm in the U.S., was considering how best to divide her time and use her position and personal characteristics to push for positive change at her firm and in society at large.

  Keywords: female protagonist; African-American Protagonist; investment management; Leadership; Personal Development and Career; Work-Life Balance; Financial Services Industry; Chicago;

  Citation:

  Gino, Francesca, Lakshmi Ramarajan, and Alison Wood Brooks. "Mellody Hobson at Ariel Investments." Harvard Business School Case 419-041, November 2018.  View Details

  CiteView DetailsEducators

  Related

• Article | Journal of Experimental Social Psychology | September 2018

  Religious Shoppers Spend Less Money

  Didem Kurt, J. Jeffrey Inman and Francesca Gino

  Although religion is a central aspect of life for many people across the globe, there is scant research on how religion affects people’s non-religious routines. In the present research, we identify a frequent consumption activity that is influenced by religiosity: grocery shopping. Using both field and laboratory data, we find that grocery spending decreases with religiosity. Specifically, we document that people who live in more religious U.S. counties spend less money on groceries and make fewer unplanned purchases. We also demonstrate this negative relationship by measuring religiosity at the individual level and employing a religious prime. That is, the more religious people are, the less willing they are to follow through on novel purchase opportunities that arise during their grocery shopping trips. This effect is consistent with the account that many religions emphasize the value of being prudent with money. Additional analysis supports our predicted indirect effect of religiosity on spending through frugality.

  Keywords: Religion; Spending; Consumer Behavior; Values and Beliefs;

  Citation:

  Kurt, Didem, J. Jeffrey Inman, and Francesca Gino. "Religious Shoppers Spend Less Money." Journal of Experimental Social Psychology 78 (September 2018): 116–124.  View Details

  CiteView DetailsFind at Harvard

  Related