IDEAS home Printed from https://ideas.repec.org/a/eee/jobhdp/v108y2009i2p287-302.html
   My bibliography  Save this article

The impact of information from similar or different advisors on judgment

Author

Listed:
  • Gino, Francesca
  • Shang, Jen
  • Croson, Rachel

Abstract

People rely on others' advice to make judgments on a daily basis. In three studies, we examine the differential impacts of similarity between the source of that advice and the person making the judgment in two settings: judging others' behavior and judging one's own actions. We find that similarity interacts with the target of the judgment. In particular, information received from a different advisor is more heavily weighed than from a similar advisor in judging others' actions, but information from a similar advisor is more heavily weighed than from a different advisor in judging one's own. We provide two potential explanations for this interaction, difficulty of the judgment and informativeness of the advice. Our analyses show a moderated mediating role of informativeness and difficulty in the relationship between the advisor's similarity by judgment type interaction and advice use.

Suggested Citation

  • Gino, Francesca & Shang, Jen & Croson, Rachel, 2009. "The impact of information from similar or different advisors on judgment," Organizational Behavior and Human Decision Processes, Elsevier, vol. 108(2), pages 287-302, March.
    • Handle: RePEc:eee:jobhdp:v:108:y:2009:i:2:p:287-302
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0749-5978(08)00090-3
    Download Restriction: Full text for ScienceDirect subscribers only
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Sniezek, Janet A. & Buckley, Timothy, 1995. "Cueing and Cognitive Conflict in Judge-Advisor Decision Making," Organizational Behavior and Human Decision Processes, Elsevier, vol. 62(2), pages 159-174, May.
    2. Gino, Francesca, 2008. "Do we listen to advice just because we paid for it? The impact of advice cost on its use," Organizational Behavior and Human Decision Processes, Elsevier, vol. 107(2), pages 234-245, November.
    3. Patt, Anthony G. & Bowles, Hannah Riley & Cash, David W., 2006. "Mechanisms for Enhancing the Credibility of an Adviser: Prepayment and Aligned Incentives," Working Paper Series rwp06-010, Harvard University, John F. Kennedy School of Government.
    4. Yaniv, Ilan & Kleinberger, Eli, 2000. "Advice Taking in Decision Making: Egocentric Discounting and Reputation Formation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 83(2), pages 260-281, November.
    5. Harvey, Nigel & Fischer, Ilan, 1997. "Taking Advice: Accepting Help, Improving Judgment, and Sharing Responsibility," Organizational Behavior and Human Decision Processes, Elsevier, vol. 70(2), pages 117-133, May.
    6. Sniezek, Janet A. & Van Swol, Lyn M., 2001. "Trust, Confidence, and Expertise in a Judge-Advisor System," Organizational Behavior and Human Decision Processes, Elsevier, vol. 84(2), pages 288-307, March.
    7. Yaniv, Ilan, 2004. "Receiving other people's advice: Influence and benefit," Organizational Behavior and Human Decision Processes, Elsevier, vol. 93(1), pages 1-13, January.
    8. Kennedy, J & Kleinmuntz, DN & Peecher, ME, 1997. "Determinants of the justifiability of performance in ill-structured audit tasks," Journal of Accounting Research, Wiley Blackwell, vol. 35, pages 105-123.
    9. Phillips, Katherine W. & Loyd, Denise Lewin, 2006. "When surface and deep-level diversity collide: The effects on dissenting group members," Organizational Behavior and Human Decision Processes, Elsevier, vol. 99(2), pages 143-160, March.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Bicchieri, Cristina & Dimant, Eugen & Gächter, Simon & Nosenzo, Daniele, 2022. "Social proximity and the erosion of norm compliance," Games and Economic Behavior, Elsevier, vol. 132(C), pages 59-72.
    2. Ziano, Ignazio & Pandelaere, Mario, 2018. "The majority premium: Competence inferences derived from majority consumption," Journal of Business Research, Elsevier, vol. 92(C), pages 339-349.
    3. Johannes Müller-Trede & Shoham Choshen-Hillel & Meir Barneron & Ilan Yaniv, 2017. "The Wisdom of Crowds in Matters of Taste," Discussion Paper Series dp709, The Federmann Center for the Study of Rationality, the Hebrew University, Jerusalem.
    4. See, Kelly E. & Morrison, Elizabeth W. & Rothman, Naomi B. & Soll, Jack B., 2011. "The detrimental effects of power on confidence, advice taking, and accuracy," Organizational Behavior and Human Decision Processes, Elsevier, vol. 116(2), pages 272-285.
    5. Tuk, Mirjam A. & Verlegh, Peeter W.J. & Smidts, Ale & Wigboldus, Daniël H.J., 2019. "You and I have nothing in common: The role of dissimilarity in interpersonal influence," Organizational Behavior and Human Decision Processes, Elsevier, vol. 151(C), pages 49-60.
    6. Yongping Bao & Ludwig Danwitz & Fabian Dvorak & Sebastian Fehrler & Lars Hornuf & Hsuan Yu Lin & Bettina von Helversen, 2022. "Similarity and Consistency in Algorithm-Guided Exploration," CESifo Working Paper Series 10188, CESifo.
    7. Leiby, Justin, 2018. "The role of consultants and management prestige in management control system adoption," Accounting, Organizations and Society, Elsevier, vol. 66(C), pages 1-13.
    8. Kristine M. Kuhn & Tera L. Galloway, 2015. "With a Little Help from My Competitors: Peer Networking among Artisan Entrepreneurs," Entrepreneurship Theory and Practice, , vol. 39(3), pages 571-600, May.
    9. Johannes Müller-Trede & Shoham Choshen-Hillel & Meir Barneron & Ilan Yaniv, 2018. "The Wisdom of Crowds in Matters of Taste," Management Science, INFORMS, vol. 64(4), pages 1779-1803, April.
    10. Eggleston, Casey M. & Wilson, Timothy D. & Lee, Minha & Gilbert, Daniel T., 2015. "Predicting what we will like: Asking a stranger can be as good as asking a friend," Organizational Behavior and Human Decision Processes, Elsevier, vol. 128(C), pages 1-10.
    11. Yildiz, H. Emre, 2016. "“Us vs. them” or “us over them”? On the roles of similarity and status in M&As," International Business Review, Elsevier, vol. 25(1), pages 51-65.
    12. Boris Bartikowski & Fernando Fastoso & Heribert Gierl, 2021. "How Nationalistic Appeals Affect Foreign Luxury Brand Reputation: A Study of Ambivalent Effects," Journal of Business Ethics, Springer, vol. 169(2), pages 261-277, March.
    13. Thomas Schultze & Anne-Fernandine Rakotoarisoa & Stefan Schulz-Hardt, 2015. "Effects of distance between initial estimates and advice on advice utilization," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 10(2), pages 144-171, March.
    14. Sebastian Berger & Christoph Feldhaus & Axel Ockenfels, 2018. "A shared identity promotes herding in an information cascade game," Journal of the Economic Science Association, Springer;Economic Science Association, vol. 4(1), pages 63-72, July.
    15. Wenbo Zou & Xue Xu, 2023. "Ingroup bias in a social learning experiment," Experimental Economics, Springer;Economic Science Association, vol. 26(1), pages 27-54, March.
    16. Keding, Christoph & Meissner, Philip, 2021. "Managerial overreliance on AI-augmented decision-making processes: How the use of AI-based advisory systems shapes choice behavior in R&D investment decisions," Technological Forecasting and Social Change, Elsevier, vol. 171(C).
    17. J. Travis Bland & Adam M. Williams, 2019. "Collaborative Ties Within: Public Organizations and the Latent Capacity for Advice Network Formation," Public Organization Review, Springer, vol. 19(3), pages 367-386, September.
    18. Mesbah, Neda & Tauchert, Christoph & Buxmann, Peter, 2021. "Whose Advice Counts More – Man or Machine? An Experimental Investigation of AI-based Advice Utilization," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 124796, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    19. repec:cup:judgdm:v:10:y:2015:i:2:p:144-171 is not listed on IDEAS
    20. Philipp Ecken & Richard Pibernik, 2016. "Hit or Miss: What Leads Experts to Take Advice for Long-Term Judgments?," Management Science, INFORMS, vol. 62(7), pages 2002-2021, July.
    21. Natalia Candelo & Rachel T. A. Croson & Catherine Eckel, 2018. "Transmission of information within transnational social networks: a field experiment," Experimental Economics, Springer;Economic Science Association, vol. 21(4), pages 905-923, December.
    22. Kausel, Edgar E. & Culbertson, Satoris S. & Leiva, Pedro I. & Slaughter, Jerel E. & Jackson, Alexander T., 2015. "Too arrogant for their own good? Why and when narcissists dismiss advice," Organizational Behavior and Human Decision Processes, Elsevier, vol. 131(C), pages 33-50.
    23. Yaniv, Ilan & Choshen-Hillel, Shoham & Milyavsky, Maxim, 2011. "Receiving advice on matters of taste: Similarity, majority influence, and taste discrimination," Organizational Behavior and Human Decision Processes, Elsevier, vol. 115(1), pages 111-120, May.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Palmeira, Mauricio, 2020. "Advice in the presence of external cues: The impact of conflicting judgments on perceptions of expertise," Organizational Behavior and Human Decision Processes, Elsevier, vol. 156(C), pages 82-96.
    2. Kausel, Edgar E. & Culbertson, Satoris S. & Leiva, Pedro I. & Slaughter, Jerel E. & Jackson, Alexander T., 2015. "Too arrogant for their own good? Why and when narcissists dismiss advice," Organizational Behavior and Human Decision Processes, Elsevier, vol. 131(C), pages 33-50.
    3. Gino, Francesca, 2008. "Do we listen to advice just because we paid for it? The impact of advice cost on its use," Organizational Behavior and Human Decision Processes, Elsevier, vol. 107(2), pages 234-245, November.
    4. Alison Wood Brooks & Francesca Gino & Maurice E. Schweitzer, 2015. "Smart People Ask for (My) Advice: Seeking Advice Boosts Perceptions of Competence," Management Science, INFORMS, vol. 61(6), pages 1421-1435, June.
    5. Effron, Daniel A. & Miller, Dale T., 2015. "Do as I say, not as I’ve done: Suffering for a misdeed reduces the hypocrisy of advising others against it," Organizational Behavior and Human Decision Processes, Elsevier, vol. 131(C), pages 16-32.
    6. Blunden, Hayley & Logg, Jennifer M. & Brooks, Alison Wood & John, Leslie K. & Gino, Francesca, 2019. "Seeker beware: The interpersonal costs of ignoring advice," Organizational Behavior and Human Decision Processes, Elsevier, vol. 150(C), pages 83-100.
    7. See, Kelly E. & Morrison, Elizabeth W. & Rothman, Naomi B. & Soll, Jack B., 2011. "The detrimental effects of power on confidence, advice taking, and accuracy," Organizational Behavior and Human Decision Processes, Elsevier, vol. 116(2), pages 272-285.
    8. Bonaccio, Silvia & Dalal, Reeshad S., 2006. "Advice taking and decision-making: An integrative literature review, and implications for the organizational sciences," Organizational Behavior and Human Decision Processes, Elsevier, vol. 101(2), pages 127-151, November.
    9. Jodlbauer, Barbara & Jonas, Eva, 2011. "Forecasting clients' reactions: How does the perception of strategic behavior influence the acceptance of advice?," International Journal of Forecasting, Elsevier, vol. 27(1), pages 121-133, January.
    10. Palmeira, Mauricio & Spassova, Gerri & Keh, Hean Tat, 2015. "Other-serving bias in advice-taking: When advisors receive more credit than blame," Organizational Behavior and Human Decision Processes, Elsevier, vol. 130(C), pages 13-25.
    11. Van Swol, Lyn M., 2011. "Forecasting another's enjoyment versus giving the right answer: Trust, shared values, task effects, and confidence in improving the acceptance of advice," International Journal of Forecasting, Elsevier, vol. 27(1), pages 103-120, January.
    12. Yaniv, Ilan & Milyavsky, Maxim, 2007. "Using advice from multiple sources to revise and improve judgments," Organizational Behavior and Human Decision Processes, Elsevier, vol. 103(1), pages 104-120, May.
    13. Jodlbauer, Barbara & Jonas, Eva, 2011. "Forecasting clients’ reactions: How does the perception of strategic behavior influence the acceptance of advice?," International Journal of Forecasting, Elsevier, vol. 27(1), pages 121-133.
    14. Robert M. Gillenkirch & Julia Ortner & Sebastian Robert & Louis Velthuis, 2023. "Designing incentives and performance measurement for advisors: How to make decision-makers listen to advice," Working Papers 2304, Gutenberg School of Management and Economics, Johannes Gutenberg-Universität Mainz.
    15. Van Swol, Lyn M., 2011. "Forecasting another’s enjoyment versus giving the right answer: Trust, shared values, task effects, and confidence in improving the acceptance of advice," International Journal of Forecasting, Elsevier, vol. 27(1), pages 103-120.
    16. Sprenger, Julia, 2016. "Financial literacy: A barrier to seek financial advice but not a shield against following it," Ruhr Economic Papers 634, RWI - Leibniz-Institut für Wirtschaftsforschung, Ruhr-University Bochum, TU Dortmund University, University of Duisburg-Essen.
    17. Philipp Ecken & Richard Pibernik, 2016. "Hit or Miss: What Leads Experts to Take Advice for Long-Term Judgments?," Management Science, INFORMS, vol. 62(7), pages 2002-2021, July.
    18. Logg, Jennifer M. & Minson, Julia A. & Moore, Don A., 2019. "Algorithm appreciation: People prefer algorithmic to human judgment," Organizational Behavior and Human Decision Processes, Elsevier, vol. 151(C), pages 90-103.
    19. Albert E. Mannes, 2009. "Are We Wise About the Wisdom of Crowds? The Use of Group Judgments in Belief Revision," Management Science, INFORMS, vol. 55(8), pages 1267-1279, August.
    20. Godek, John & Murray, Kyle B., 2008. "Willingness to pay for advice: The role of rational and experiential processing," Organizational Behavior and Human Decision Processes, Elsevier, vol. 106(1), pages 77-87, May.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jobhdp:v:108:y:2009:i:2:p:287-302. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/obhdp .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.