Emotions in Advice Taking: The Roles of Agency and Valence
Year: 2013
Type: article
Abstract: ABSTRACT Recently, advice taking has received attention in decision‐making research, and some studies suggest that emotions may play a role in this process. Yet a clear account of how emotions influence advice taking is lacking. The current research introduces a parsimonious explanation by suggesting that such effects can be predicted on the basis of two emotion dimensions: valence (positivity or negativity) and agency (self‐focused versus other‐focused). In five experiments with different emotion inductions and different measures for advice taking, the effects of positive emotions such as gratitude and pride and of negative emotions such as anger and shame on advice taking were studied. The findings reveal that emotion valence and agency exert an influence on advice taking and that this interaction effect is mediated by the perceived ability of the advisor. Together, these findings provide a unique theoretical and empirical contribution to our understanding of emotions in advice taking. Copyright © 2013 John Wiley & Sons, Ltd.
DOI: 10.1002/bdm.1801
Institutions: Erasmus University Rotterdam, University of Amsterdam
Language: English
Subfield: General Decision Sciences
Field: Decision Sciences
Domain: Social Sciences
Open Access status: green
OpenAlex ID: W2133169968