I will listen to you if you match with me: the effect of regulatory fit on advice taking

Three experiments were designed to investigate the effect of regulatory fit based on regulatory mode on advice taking. Experiments 1a and 1b used the integral manipulation method to explore whether the fit of participants’ regulatory mode with advisors’ advice-giving strategies improves participants...

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Bibliographic Details
Published in:Current psychology (New Brunswick, N.J.) N.J.), 2023-10, Vol.42 (29), p.25257-25269
Main Authors: Du, Xiufang, Jia, Qiaona, Li, Fang, Wang, Jing, Chen, Gongxiang
Format: Article
Language:English
Subjects:
Advisors
Behavioral Science and Psychology
Counseling
Interpersonal relations
Personality
Prevention
Psychological aspects
Psychology
Regulation
Social aspects
Social Sciences
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Summary:Three experiments were designed to investigate the effect of regulatory fit based on regulatory mode on advice taking. Experiments 1a and 1b used the integral manipulation method to explore whether the fit of participants’ regulatory mode with advisors’ advice-giving strategies improves participants’ willingness to accept advice. Experiment 2 used the incidental manipulation method to explore whether regulatory fit has a delayed effect and can cause decision-makers to accept low-quality advice. The results showed the following: (1) Decision-makers are more willing to take advice when they have regulatory fit with advisors’ advice-deriving strategies compared with nonfit conditions. (2) Regulatory fit has a delayed effect on advice taking, and it significantly improves the degree of advice taking even in the context of low-quality advice.
ISSN:1046-1310
1936-4733
DOI:10.1007/s12144-022-03571-4