Receiving advice on matters of taste: Similarity, majority influence, and taste discrimination
People routinely consider the opinions of others prior to making decisions on matters of taste (e.g., a restaurant or movie). Our theoretical framework highlights the role of two sources, social (majority) influence and similarity among advisors, in such decisions. We suggest that individuals' use of these sources depends on their taste discrimination. While highly discriminating judges seek the opinion of a similar advisor rather than the majority opinion, less discriminating judges do so less. In four studies participants made musical choices based on recommendations. The studies document the great appeal of behavioral similarity and the role of demographic similarity. They also provide evidence for the discrimination hypothesis. A formal simulation is developed to account for the relationship between taste discrimination and the predictive accuracy of the majority and of similar advisors. The results shed light on theories of advice utilization and social influence, and are connected with applications involving personalized recommendation systems.
Volume (Year): 115 (2011)
Issue (Month): 1 (May)
|Contact details of provider:|| Web page: http://www.elsevier.com/locate/obhdp|
Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
- 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.
- Richard P. Larrick & Jack B. Soll, 2006. "Erratum--Intuitions About Combining Opinions: Misappreciation of the Averaging Principle," Management Science, INFORMS, vol. 52(2), pages 309-310, February.
- 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.
- Andrew Schotter, 2003. "Decision Making with Naive Advice," American Economic Review, American Economic Association, vol. 93(2), pages 196-201, May.
- Matt Twyman & Nigel Harvey & Clare Harries, 2008. "Trust in motives, trust in competence: Separate factors determining the effectiveness of risk communication," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 3, pages 111-120, January.
- Michael Siegrist & Heinz Gutscher & Timothy C. Earle, 2005. "Perception of risk: the influence of general trust, and general confidence," Journal of Risk Research, Taylor & Francis Journals, vol. 8(2), pages 145-156, March.
- Budescu, David V. & Rantilla, Adrian K. & Yu, Hsiu-Ting & Karelitz, Tzur M., 2003. "The effects of asymmetry among advisors on the aggregation of their opinions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 90(1), pages 178-194, January.
- Yates, J. Frank & Price, Paul C. & Lee, Ju-Whei & Ramirez, James, 1996. "Good probabilistic forecasters: The 'consumer's' perspective," International Journal of Forecasting, Elsevier, vol. 12(1), pages 41-56, March.
- 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.
- Burnkrant, Robert E & Cousineau, Alain, 1975. " Informational and Normative Social Influence in Buyer Behavior," Journal of Consumer Research, Oxford University Press, vol. 2(3), pages 206-215, December.
- 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.
- Richard P. Larrick & Jack B. Soll, 2006. "Intuitions About Combining Opinions: Misappreciation of the Averaging Principle," Management Science, INFORMS, vol. 52(1), pages 111-127, January.
When requesting a correction, please mention this item's handle: RePEc:eee:jobhdp:v:115:y:2011:i:1:p:111-120. See general information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Dana Niculescu)
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 references are entirely missing, you can add them using this form.
If the full references list an item that is present in RePEc, but the system did not link 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 profile, as there may be some citations waiting for confirmation.
Please note that corrections may take a couple of weeks to filter through the various RePEc services.