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Information search and presentation in advisor-client interactions

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  • Jonas, Eva
  • Frey, Dieter

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  • Jonas, Eva & Frey, Dieter, 2003. "Information search and presentation in advisor-client interactions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 91(2), pages 154-168, July.
  • Handle: RePEc:eee:jobhdp:v:91:y:2003:i:2:p:154-168
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    References listed on IDEAS

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    1. Frey, Bruno S. & Eichenberger, Reiner, 1994. "Economic incentives transform psychological anomalies," Journal of Economic Behavior & Organization, Elsevier, vol. 23(2), pages 215-234, March.
    2. Ubel, P. A. & Loewenstein, G., 1997. "The role of decision analysis in informed consent: Choosing between intuition and systematicity," Social Science & Medicine, Elsevier, vol. 44(5), pages 647-656, March.
    3. de Vries, Sjerp & Wilke, Henk A. M., 1995. "An adviser in resource management situations: Configural weighing of recommendations," Journal of Economic Psychology, Elsevier, vol. 16(1), pages 115-135, March.
    4. Valley, Kathleen L. & White, Sally Blount & Neale, Margaret A. & Bazerman, Max H., 1992. "Agents as information brokers: The effects of information disclosure on negotiated outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 51(2), pages 220-236, March.
    5. 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.
    6. Kray, Laura J., 2000. "Contingent Weighting in Self-Other Decision Making," Organizational Behavior and Human Decision Processes, Elsevier, vol. 83(1), pages 82-106, September.
    7. 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.
    8. Tan, Lin Mei, 1999. "Taxpayers' preference for type of advice from tax practitioner: A preliminary examination," Journal of Economic Psychology, Elsevier, vol. 20(4), pages 431-447, August.
    9. Harvey, Nigel & Harries, Clare & Fischer, Ilan, 2000. "Using Advice and Assessing Its Quality," Organizational Behavior and Human Decision Processes, Elsevier, vol. 81(2), pages 252-273, March.
    10. 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.
    11. Heath, Chip & Gonzalez, Rich, 1995. "Interaction with Others Increases Decision Confidence but Not Decision Quality: Evidence against Information Collection Views of Interactive Decision Making," Organizational Behavior and Human Decision Processes, Elsevier, vol. 61(3), pages 305-326, March.
    12. 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.
    13. Schulz-Hardt, Stefan & Jochims, Marc & Frey, Dieter, 2002. "Productive conflict in group decision making: genuine and contrived dissent as strategies to counteract biased information seeking," Organizational Behavior and Human Decision Processes, Elsevier, vol. 88(2), pages 563-586, July.
    14. Marshall, James D. & Knetsch, Jack L. & Sinden, J. A., 1986. "Agents' evaluations and the disparity in measures of economic loss," Journal of Economic Behavior & Organization, Elsevier, vol. 7(2), pages 115-127, June.
    15. Ross, Stephen A, 1973. "The Economic Theory of Agency: The Principal's Problem," American Economic Review, American Economic Association, vol. 63(2), pages 134-139, May.
    16. Fandt, Patricia M. & Ferris, Gerald R., 1990. "The management of information and impressions: When employees behave opportunistically," Organizational Behavior and Human Decision Processes, Elsevier, vol. 45(1), pages 140-158, February.
    17. 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.
    18. Roszkowski, Michael J. & Snelbecker, Glenn E., 1990. "Effects of "Framing" on measures of risk tolerance: Financial planners are not immune," Journal of Behavioral Economics, Elsevier, vol. 19(3), pages 237-246.
    19. Svenson, Ola, 1996. "Decision Making and the Search for Fundamental Psychological Regularities: What Can Be Learned from a Process Perspective?," Organizational Behavior and Human Decision Processes, Elsevier, vol. 65(3), pages 252-267, March.
    20. George J. Stigler, 1961. "The Economics of Information," Journal of Political Economy, University of Chicago Press, vol. 69, pages 213-213.
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    Citations

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    Cited by:

    1. 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.
    2. 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.
    3. Lu, Jingyi & Xie, Xiaofei, 2014. "To change or not to change: A matter of decision maker’s role," Organizational Behavior and Human Decision Processes, Elsevier, vol. 124(1), pages 47-55.
    4. Polman, Evan, 2012. "Self–other decision making and loss aversion," Organizational Behavior and Human Decision Processes, Elsevier, vol. 119(2), pages 141-150.
    5. 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.
    6. Rosen, Christopher C. & Chang, Chu-Hsiang & Johnson, Russell E. & Levy, Paul E., 2009. "Perceptions of the organizational context and psychological contract breach: Assessing competing perspectives," Organizational Behavior and Human Decision Processes, Elsevier, vol. 108(2), pages 202-217, 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. 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.
    9. Fischer, Peter & Lea, Stephen & Kastenmüller, Andreas & Greitemeyer, Tobias & Fischer, Julia & Frey, Dieter, 2011. "The process of selective exposure: Why confirmatory information search weakens over time," Organizational Behavior and Human Decision Processes, Elsevier, vol. 114(1), pages 37-48, January.
    10. 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.
    11. Loibl, Cäzilia & Hira, Tahira K., 2009. "Investor information search," Journal of Economic Psychology, Elsevier, vol. 30(1), pages 24-41, February.
    12. Ilan Yaniv, 2005. "Receiving Other People's Advice: Influence and Benefit," Discussion Paper Series dp405, The Federmann Center for the Study of Rationality, the Hebrew University, Jerusalem.
    13. 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.

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