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Seeker beware: The interpersonal costs of ignoring advice

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

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.

Suggested Citation

  • 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.
    • Handle: RePEc:eee:jobhdp:v:150:y:2019:i:c:p:83-100
    DOI: 10.1016/j.obhdp.2018.12.002
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    References listed on IDEAS

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    Cited by:

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    2. Brown, Zachariah C. & Anicich, Eric M. & Galinsky, Adam D., 2020. "Compensatory conspicuous communication: Low status increases jargon use," Organizational Behavior and Human Decision Processes, Elsevier, vol. 161(C), pages 274-290.
    3. Yeomans, Michael & Minson, Julia & Collins, Hanne & Chen, Frances & Gino, Francesca, 2020. "Conversational receptiveness: Improving engagement with opposing views," Organizational Behavior and Human Decision Processes, Elsevier, vol. 160(C), pages 131-148.
    4. Effron, Daniel A. & Raj, Medha, 2021. "Disclosing interpersonal conflicts of interest: Revealing whom we like, but not whom we dislike," Organizational Behavior and Human Decision Processes, Elsevier, vol. 164(C), pages 68-85.
    5. Blunden, Hayley & Steffel, Mary, 2023. "The downside of decision delegation: When transferring decision responsibility incurs interpersonal costs," Organizational Behavior and Human Decision Processes, Elsevier, vol. 176(C).

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