The Impact of Authentic and Hypocritical Personality on Advice Taking and its Mechanism

Abstract

Abstract: To explore the impact of authentic-hypocritical trait on advice taking and its mechanism in the stranger relationship, we conducted 3 experiments in total. In experiment 1, we set adviser's trait as between-subjects factor and explored their impact on the advice taking through five decision-making problems. In experiment 2, we also treated advisee's trait as a between-subjects factor and used the same decision-making procedure as Experiment 1, except that we measured cognition-based trust to find its mediating effect; In experiment 3, we added the new variable-Price/no Price into our study (2 Authentic/Hypocrisy×2 Price/No Price), so that we could find its moderating effect in advice taking.
Three effects were observed. First, when advisor owned authentic trait, his/her advice would be adopted more; on the contrary, when adviser owned hypocrisy trait, his/her advice would be adopted less. Second, under the influence of advisor's trait, cognition-based trust played a mediating role in advice taking. Third, when advisor payed for his/her decision, his/her advice would be adopted more, or his/her advice would be adopted less. That is to say, Price/No Price acted as the role of moderator.

Key words: stranger relationship, authentic-hypocritical trait, cognition-based trust, price/no price, advice taking

摘要： 通过三个实验探究陌生关系中建议者真诚-虚伪品质对决策者建议采纳的影响机制。实验一将建议者真诚-虚伪品质设为组间变量，探讨其对建议采纳的影响；实验二在实验一的基础上加入认知信任的测量，探讨认知信任的中介作用；实验三加入建议者有无损失经历，形成2（真诚-虚伪品质）×2（有无损失经历）的组间设计，探究有无损失经历的调节作用。结果发现：（1）建议者的真诚品质可以促进建议采纳；（2）认知信任在建议者真诚-虚伪品质与建议采纳间起完全中介作用；（3）建议者有无损失经历在建议者真诚-虚伪品质和建议采纳间起调节作用。

关键词: 陌生关系, 真诚-虚伪品质, 认知信任, 有无损失经历, 建议采纳

CLC Number:

B842.1

XIE Mengya, DUAN Jinyun. The Impact of Authentic and Hypocritical Personality on Advice Taking and its Mechanism[J]. Studies of Psychology and Behavior, 2019, 17(1): 134-140.

谢梦雅, 段锦云. 真诚-虚伪品质对建议采纳的影响[J]. 心理与行为研究, 2019, 17(1): 134-140.

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