Emotions in Advice Taking: The Roles of Agency and Valence

Hooge, Ilona E. de; Verlegh, Peeter W.J.; Tzioti, Stefanie C.

doi:10.1002/bdm.1801

Cited by 46 publications

(46 citation statements)

References 51 publications

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“…We also computed the commonly used weight on advice measure ( f − i )/( a − i ) and its different variants (e.g. De Hooge et al, ; Gino & Moore, ; Harvey & Fischer, ; See et al, ; Yaniv, ). The results again provided support for hypothesis 2.…”

Section: Resultsmentioning

confidence: 99%

“…Gino, Brooks, and Schweitzer () studied the role of anxiety in increasing receptiveness. De Hooge, Verlegh, and Tzioti () developed a parsimonious account of how the effect of specific emotions on advice‐taking behavior could be determined based on their valence (positive or negative) and agency (self‐focused or other‐focused). For example, gratitude (positive, other‐focused) would lead to more receptiveness than anger (negative, other‐focused), while pride (positive, self‐focused) would lead to less receptiveness than shame (negative, self‐focused).…”

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confidence: 99%

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The Role of Anticipated Regret in Advice Taking

Tzini

Jain

2017

Behavioral Decision Making

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Across five studies, we demonstrate that anticipated future regret influences receptiveness to advice. While making a revision to one's own judgment based on advice, people can anticipate two kinds of future regret: (a) the regret of following non-beneficial advice and (b) the regret of ignoring beneficial advice. In studies 1a (scenario task) and 1b (judgment task), we find that anticipated regret from erring after following advice is greater than anticipated regret from erring after ignoring advice. Furthermore, receptiveness decreases as the difference between anticipated regret from following and from ignoring advice increases. In study 2, we demonstrate that perceived justifiability of one's own initial decision is greater than that of advice. This difference in perceived justifiability influences anticipated regret and that, in turn, influences receptiveness. In study 3, we investigate the effect of advisor's expertise on perceived justifiability, anticipated regret, and receptiveness. In study 4, we propose and test an intervention to improve receptiveness based on self-generation of advice justifications. Participants who were asked to self-generate justifications for the advice were more receptive to it. This effect was mediated by perceived justifiability and anticipated regret. These findings shed further light on what prevents people from being receptive to advice and how this can be improved.

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Section: Resultsmentioning

confidence: 99%

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confidence: 99%

The Role of Anticipated Regret in Advice Taking

Tzini

Jain

2017

Behavioral Decision Making

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“…For example, although fear in Study 2 is presumed to be a negative, other‐caused emotion, in reality, fear could also be caused by the situation itself. Similarly, one could feel angry with another person or with oneself (De Hooge et al, ). Therefore, the agency of a single emotion might differ across situations.…”

Section: Discussionmentioning

confidence: 99%

“…Participants followed the method of Study 2. This time, they recalled a situation in which they felt positive due to their own behavior (positive self‐caused condition), or due to the behavior of other people (positive other‐caused condition), or they felt negative due to their own behavior (negative self‐caused condition), or due to the behavior of other people (negative other‐caused condition) (De Hooge et al, ). In the control condition, participants recalled a normal weekday.…”

Section: Methodsmentioning

confidence: 99%

Combining Emotion Appraisal Dimensions and Individual Differences to Understand Emotion Effects on Gift Giving

Hooge

2016

Behavioral Decision Making

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Multiple studies have revealed that emotion appraisal dimensions can predict the effects of emotions on decision making. For example, givers' intention to buy gifts depends on whether they feel positive or negative (valence) and on whether the feeling is caused by the givers themselves or by gift receivers (agency). However, there is little understanding of how the effects of such appraisal dimensions might depend on individual characteristics. The current research addresses this gap by studying the interaction effects of emotions and individual characteristics on gift giving. Study 1 demonstrates that emotion effects on gift‐giving behavior are explained by two things: the cause of those emotions (self or others, agency) and whether those emotions are positive or negative (valence). Moreover, four studies reveal that these effects depend on the givers' interpersonal orientation. For high interpersonally oriented givers, who care mostly about interpersonal relationships, emotion effects on gift giving depend on both valence and agency. In contrast, for low interpersonally oriented givers, who care mostly about their own gains, emotion effects on gift giving depend only on valence. Together, these findings suggest that although a focus on appraisal dimensions can be useful, individual characteristics should also be taken into account when trying to understand emotion effects on gift giving, in particular, and on decision making, in general. Copyright © 2016 John Wiley & Sons, Ltd.

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“…Some work has reported effective results of praise in modifying behavior (Cooke et al 2011;Everett et al 2005). One of the central reasons proposed in the literature is that praise evokes a positive emotional response, which in turn motivates people to continue doing what they were praised for doing (De Hooge, Verlegh, and Tzioti 2013;Delin and Baumeister 1994;Geers, Handley, and McLarney 2003). Yet other research has reported lower compliance with praise (Befera and Barkley 1985;Birch, Marlin, and Rotter 1984;Dowling, Slep, and O'Leary 2009;Jones, Sloane, and Roberts 1992), suggesting that praise may be detrimental to behavior change because it can delay or stifle the development of autonomous individuals (Cannella 1986) or lead to uncomfortable feelings such as embarrassment (Delin and Baumeister 1994).…”

Section: Conceptual Background How Praising and Scolding Mobilize Actionmentioning

confidence: 99%

Does Sparing the Rod Spoil the Child? How Praising, Scolding, and an Assertive Tone Can Encourage Desired Behaviors

Grinstein

Kronrod

2016

Journal of Marketing Research

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In search of effective ways to encourage consumers to follow desired behaviors such as healthy eating, recycling, or financial planning, marketers sometimes use praise (e.g., "You are doing great") and sometimes use scolding (e.g., "You are not doing enough"). However, the effectiveness of each approach in triggering behavior is not clear. A possible reason for the mixed results in this area is that it is not only what one says that matters but also how one says it: praising and scolding can be performed with a more or less assertive tone. This research introduces assertiveness as a moderator that can explain when praising or scolding would be more effective. Two field experiments in the context of hand hygiene and financial planning demonstrate that when communicators praise consumers, an assertive tone may be more effective in encouraging behavior, whereas scolding requires a nonassertive tone. The authors then replicate these field findings in a controlled laboratory experiment, which also provides click rates as an actual behavioral outcome.

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Emotions in Advice Taking: The Roles of Agency and Valence

Cited by 46 publications

References 51 publications

The Role of Anticipated Regret in Advice Taking

The Role of Anticipated Regret in Advice Taking

Combining Emotion Appraisal Dimensions and Individual Differences to Understand Emotion Effects on Gift Giving

Does Sparing the Rod Spoil the Child? How Praising, Scolding, and an Assertive Tone Can Encourage Desired Behaviors

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