Giving Advice or Making Decisions in Someone Else's Place : The Influence of Impression, Defense, and Accuracy Motivation on The Search for New Information  

Oleh:

Jonas, Eva ; Frey, Dieter ; Schulz-Hardt, Stefan

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: Personality and Social Psychology Bulletin (http://journals.sagepub.com/home/pspc) vol. 31 no. 7 (Jul. 2005), page 977-990.
Topik: decisions; advisor - decision maker interactions; information search; confirmation bias; defense; accuracy; and impression motivation
Fulltext: 977.pdf (162.08KB)

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Perpustakaan Pusat (Semanggi) Nomor Panggil: PP45.23 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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When making decisions, people have been found predominantly to seek information supporting their preferred choice and to neglect conflicting information. In this article, the authors investigate to what extent different types of advisors, who recommend a choice to someone or make a decision on behalf of someone, show the same confirmatory information search. In Experiment 1, the authors presented participants, in the role of advisors, with a client’s decision problem and found that when making a recommendation, advisors conducted a more balanced information search than participants who were making a decision for themselves. However, advisors who had to make a decision on behalf of their clients revealed an increased preference for information supporting their position. Experiment 2 suggested that this confirmatory information search was caused by impression motivation: The advisors bolstered their decision to justify it to the client. The results are discussed within the multiple motive framework of the heuristic systematic model.

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