关键词: 建议采纳, 责任感, 损失-收益框架

Abstract: People often seek advice from others to improve the accuracy when making decisions. However, studies have shown that people do not fully follow the advice of others. This phenomenon is called advice discounting effect. Previous studies have found many factors that influence advice taking. However, most of these studies focused on individual decision-making, which rarely involved decision makers’ conscientiousness. So the impact of decision makers' conscientiousness on advice taking was relatively ignored. While in organizational decision-making, decision-making results have a wide range of influence on the organization and its members, which requires decision makers have a strong sense of responsibility. Therefore, it is necessary to explore the influence of decision makers' conscientiousness on advice taking in organizational context. Studies had found that individuals with high conscientiousness had a strong sense of responsibility for event, and then could reduce decision-makers' overconfidence in judgment. So we suppose that conscientiousness will increase the decision-makers' adoption of others' advice. In recent years, as personality research has shifted from stable traits to possible changes, the study of conscientiousness has also expanded from trait conscientiousness to state conscientiousness. Researchers believed that state conscientiousness had the same content in emotion, behavior and cognition as its corresponding personality. And individuals with high state conscientiousness also had a strong sense of responsibility for event, and can also reduce individual narcissism and overconfidence in judgment. In addition, existing studies have proved that task framework can affect people's risk perception, and then affect the decision results. Therefore, the purpose of the present study was to investigate the influence of loss-benefit framework and conscientiousness on advice taking. Two experiments were designed within the JAS paradigm. The decision task was estimating the probability of investment. Experiment 1 was designed to explore the impact of trait conscientiousness and task framework on advice taking. There were 144 college students taking part in this study. The individual’s trait conscientiousness was measured by questionnaires. Experiment 2 was designed to explore whether state conscientiousness has an impact on advice taking under different frameworks. There were 123 college students taking part in. The state conscientiousness was evoked through the implementation of the accountability. Based on these results, present research concluded that: (1) No matter it was trait conscientiousness or state conscientiousness, participants with high conscientiousness tended to adopt others' advice more than those with low conscientiousness. (2) The participants’ advice taking level under the benefit framework was significantly higher than under the loss framework. (3) The adoption of others' advice had no difference for participants with high conscientiousness under the benefit framework and the loss framework, while those with low conscientiousness had higher adoption of others’ advice under the benefit framework than those under the loss framework. This research suggested that conscientiousness and framework can influence taking advice. In a decision-making task, to increase advice taking, it is necessary to emphasize the sense of responsibility for events, to make them aware of the positive aspects of accomplishing the task is a good choice.

Key words: advice taking, conscientiousness, loss-benefit framework