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  • Organizational Behavior and Human Decision Processes

Seeker Beware: The Interpersonal Costs of Ignoring Advice

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

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.
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About The Authors

Alison Wood Brooks

Negotiation, Organizations & Markets
→More Publications

Leslie K. John

Negotiation, Organizations & Markets
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Francesca Gino

Negotiation, Organizations & Markets
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More from the Authors
  • Pal’s Sudden Service—Scaling an Organizational Model to Drive Growth By: Francesca Gino, Gary P. Pisano and Alexander Rohe
  • Scaling Well by Doing Good: Motivating Talent at b.good By: Francesca Gino, Gary P. Pisano and Alexander Rohe
  • Why Connect? Moral Consequences of Networking with a Promotion or Prevention Focus By: F. Gino, T. Casciaro and M. Kouchaki
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