The Influence of Contextual Communication Orientation and Advice Type on Advice Taking

Abstract

Abstract: The present study adopted the JAS paradigm to investigate the effect of the fit between contextual communication orientation and advice type on advice taking, as well as the mediation mechanism. Experiment 1 measured participants’ contextual communication orientation with questionnaires, and Experiment 2 used an experimental method to prime participants’ contextual communication orientation. The results of both experiments showed that individuals with high contextual communication orientation preferred implicit advice while those with low contextual communication orientation preferred explicit advice. Furthermore, the fit between contextual communication orientation and advice type had a positive effect on advice taking via processing fluency. At last, we discussed the implications of these findings for theory and practice.

Key words: advice taking, contextual communication orientation, advice type, processing fluency

摘要： 研究以JAS（决策者-建议者系统）为范式，通过2个实验探讨了语境交流导向（高/低）与建议方式（直白/隐晦）对个体建议采纳的影响以及其中的作用机制。实验1通过问卷测量个体的特质性语境交流导向；实验2则通过操纵材料启动个体的状态性语境交流导向。结果发现，高特质或状态语境交流导向的个体倾向于采纳隐晦型建议，而低特质或状态语境交流导向的个体则倾向于采纳直白型建议，并且个体对建议内容的加工流畅性在这一过程中起到了中介作用。

关键词: 建议采纳, 语境交流导向, 建议方式, 加工流畅性

CLC Number:

B842

DUAN Jinyun, XU Yue, REN Xiaoyun, WU Qiaomin. The Influence of Contextual Communication Orientation and Advice Type on Advice Taking[J]. Studies of Psychology and Behavior, 2020, 18(2): 261-267.

段锦云, 徐悦, 任小云, 吴俏敏. 语境交流导向与建议方式对建议采纳的影响[J]. 心理与行为研究, 2020, 18(2): 261-267.

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