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Leader-focused search: The impact of an emerging preference on information search

  • Carlson, Kurt A.
  • Guha, Abhijit
Registered author(s):

    This article examines the influence an emerging preference (i.e., a leader) has on predecisional information search. We explore two possibilities. First, decision makers may seek information they expect will support their leader (leader-supporting search). Second, decision makers may seek information about their leader, irrespective of the expected valence of the information (leader-focused search). Across various studies, product domains and experimental designs, we consistently find that decision makers engage in leader-focused search, not leader-supporting search. We also find that leader-focused search can steer decision makers towards information sources that are less important, less credible, and objectively suboptimal.

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    File URL: http://www.sciencedirect.com/science/article/B6WP2-521P9C1-1/2/f2cda9358f0522535ca074d548ca3686
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    Article provided by Elsevier in its journal Organizational Behavior and Human Decision Processes.

    Volume (Year): 115 (2011)
    Issue (Month): 1 (May)
    Pages: 133-141

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    Handle: RePEc:eee:jobhdp:v:115:y:2011:i:1:p:133-141
    Contact details of provider: Web page: http://www.elsevier.com/locate/obhdp

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