建议采纳的认知机制
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摘要
决策者的认知特点,以及决策过程中建议者、任务特征、环境因素等都会影响决策者的认知加工,并最终影响建议采纳。目前建议采纳过程中的认知研究主要集中于决策者方面,本文通过总结以往研究,从决策者的认知风格、社会认知复杂性、认知策略以及情绪对认知的影响等四个方面,系统阐述了认知对建议采纳的影响。同时,结合态度改变理论、解释水平理论、具身认知理论以及认知失调理论等进一步讨论了建议采纳的认知发生机制,并在此基础上初步构建了建议采纳认知机制模型。未来研究可进一步探讨决策者的认知灵活性、认知闭合需要等对建议采纳的影响,以及建议提出的认知机制,以丰富建议采纳领域研究。
This article reviews the research of the relationship between cognition and advice taking in recent years. The advisor, task characteristics and the situation will affect the adoption of advice through the cognitive process of decision maker. Firstly, this article briefly introduced antecedent variables. Based on previous research, we summarized cognitive factors which affect advice taking in four aspects-cognitive style, cognitive complexity, cognitive strategy and emotion. Then we tried to explain the mechanism of advice taking through four theories, which are attitude change theory, construal level theory, embodied cognition theory and cognitive dissonance theory. By analyzing the cognitive factors which mentioned above, we attempted to put forward the comprehensive model of cognitive mechanism. Finally, the article suggests that future research can enrich advice taking in following aspects, the effect of cognitive flexibility of decision makers, the need for cognitive closure on advice adoption and the cognitive mechanism of advice giving.
This article reviews the research of the relationship between cognition and advice taking in recent years. The advisor, task characteristics and the situation will affect the adoption of advice through the cognitive process of decision maker. Firstly, this article briefly introduced antecedent variables. Based on previous research, we summarized cognitive factors which affect advice taking in four aspects-cognitive style, cognitive complexity, cognitive strategy and emotion. Then we tried to explain the mechanism of advice taking through four theories, which are attitude change theory, construal level theory, embodied cognition theory and cognitive dissonance theory. By analyzing the cognitive factors which mentioned above, we attempted to put forward the comprehensive model of cognitive mechanism. Finally, the article suggests that future research can enrich advice taking in following aspects, the effect of cognitive flexibility of decision makers, the need for cognitive closure on advice adoption and the cognitive mechanism of advice giving.
引文
卜楠,杜秀芳.(2015).社会认知复杂性对个体建议采纳的影响:人际信任的中介效应.应用心理学,21(4),378-384.
段锦云,古晓花,孙露莹.(2016).外显自尊、内隐自尊及其分离对建议采纳的影响.心理学报,48(4),371-384.
段锦云,周冉,古晓花.(2014).正面自我标签对建议采纳的影响.心理学报,46(10),1591-1602.
段锦云,周冉,陆文娟,李晶,朱宜超.(2013).不同反应线索条件下调节匹配对建议采纳的影响.心理学报,45(1),104-113.
韩玉昌,张健,杨文兵.(2014).认知风格影响框架效应的ERP研究.心理科学,3,549-554.
孙露莹,陈琳,段锦云.(2017).决策过程中的建议采纳:策略、影响及未来展望.心理科学进展,25(1),169-179.
闫婷婷,杜秀芳,李假.(2014).情绪和认知方式对个体建议采纳的影响.心理与行为研究,12(5),601-608.
张艳梅,杜秀芳,王修欣.(2015).焦虑、建议者善意程度对个体建议采纳的影响.心理科学,38(5),1155-1161.
朱月龙,张开华,段锦云.(2017).建议采纳的情绪机制.心理科学进展,25(9),1607-1613.
Acar-Burkay,S.,Fennis,B.M.,&Warlop,L.(2014).Trusting others:The polarization effect of need for closure.Journal of Personality and Social Psychology,107(4),719-35.
Armstrong,S.J.,Cools,E.,&Sadler-Smith,E.(2012).Role of cognitive styles in business and management:Reviewing40 years of research.International Journal of Management Reviews,14(3),238-262.
Bandura,A.(1978).Self-efficacy:Toward a unifying theory of behavioral change.Advances in Behaviour Research and Therapy,1(4),139-161.
Barham,B.L.,Chavas,J.P.,Fitz,D.,&Schechter,L.(2018).Receptiveness to advice,cognitive ability,and technology adoption.Journal of Economic Behavior&Organization,149,239-268.
Belkin,L.Y.,&Kong,D.T.(2018).Implications of advice rejection in repeated exchanges:Advisor responses and advisee gratitude expression as a buffer.Journal of Experimental Social Psychology,78,181-194.
Brooks,A.W.,Gino,F.,&Schweitzer,M.E.(2015).Smart people ask for(my)advice.Management Science,61(6),1421-1435.
Chentsova-Dutton,Y.E.,&Vaughn,A.(2012).Let me tell you what to do:Cultural differences in advice-giving.Journal of Cross-Cultural Psychology,43(5),687-703.
Citron,F.M.M.,&Goldberg,A.E.(2014).Social context modulates the effect of physical warmth on perceived interpersonal kindness:A study of embodied metaphors.Language&Cognition,6(1),1-11.
Comes,T.,&Schwabe,G.(2016).How to diminish advice discounting with mobile multimedia interventions.European Conference on Information Systems.
Danziger,S.,Montal,R.,&Barkan,R.(2012).Idealistic advice and pragmatic choice:A psychological distance account.Journal of Personality and Social Psychology,102(6),1105-1117.
de Hooge,I.E.,Verlegh,P.W.J.,&Tzioti,S.C.(2014).Emotions in advice taking:The roles of agency and valence.Journal of Behavioral Decision Making,27(3),246-258.
Dewberry,C.,Juanchich,M.,&Narendran,S.(2013).Decision-making competence in everyday life:The roles of general cognitive styles,decision-making styles and personality.Personality and Individual Differences,55(7),783-788.
de Wit,F.R.C.,Scheepers,D.,Ellemers,N.,Sassenberg,K.,&Scholl,A.(2017).Whether power holders construe their power as responsibility or opportunity influences their tendency to take advice from others.Journal of Organizational Behavior.38(7),923-949.DOI:10.1002/job.2171.
Duan,J.Y.,Xia,X.T.,&van Swol,L.M.(2018).Emoticons'influence on advice taking.Computers in Human Behavior,79,53-58.
Feng,B.(2009).Testing an integrated model of advice giving in supportive interactions.Human Communication Research,35(1),115-129.
Festinger,L.(1957).A theory of cognitive dissonance.Stanford,CA:Stanford University Press.
George,J.M.,&Zhou,J.(2002).Understanding when bad moods foster creativity and good ones don't:The role of context and clarity of feelings.Journal of Applied Psychology,87(4),687-697.
Gino,F.(2008).Do we listen to advice just because we paid for it?The impact of advice cost on its use.Organizational Behavior and Human Decision Processes,107(2),234-245.
Gino,F.,Brooks,A.W.,&Schweitzer,M.E.(2012).Anxiety,advice,and the ability to discern:Feeling anxious motivates individuals to seek and use advice.Journal of Personality and Social Psychology,102(3),497-512.
Gino,F.,&Moore,D.A.(2007).Effects of task difficulty on use of advice.Journal of Behavioral Decision Making,20(1),21-35.
Glenberg,A.M.(2010).Embodiment as a unifying perspective for psychology.Wiley Interdisciplinary Reviews:Cognitive Science,1(4),586-596.
Goldman,A.,&de Vignemont,F.(2009).Is social cognition embodied?Trends in Cognitive Sciences,13(4),154.
Guadagno,R.E.,&Burger,J.M.(2007).Self-concept clarity and responsiveness to false feedback.Social Influence,2(3),159-177.
H?usser,J.A.,Leder,J.,Ketturat,C.,Dresler,M.,&Faber,N.S.(2016).Sleep deprivation and advice taking.Scientific Reports,6,24386.
Hinojosa,A.S.,Gardner,W.L.,Walker,H.J.,Cogliser,C.,&Gullifor,D.(2017).A review of cognitive dissonance theory in management research:Opportunities for further development.Journal of Management,43(1),170-199.
Ja?ko,K.,Czernatowicz-Kukuczka,A.,Kossowska,M.,&Czarna,A.Z.(2015).Individual differences in response to uncertainty and decision making:The role of behavioral inhibition system and need for closure.Motivation and Emotion,39(4),541-552.
Jung,H.,&Young,M.J.(2012).The de-biasing effect of incidental anger on other-provided anchors.Journal of Behavioral Decision Making,25(5),435-442.
Kahneman,D.(2003).A perspective on judgment and choice:Mapping bounded rationality.American Psychologist,58(9),697-720.
Kaspar,K.,Krapp,V.,&K?nig,P.(2015).Hand washing induces a clean slate effect in moral judgments:Apupillometry and eye-tracking study.Scientifc Reports,5,10471.doi:10.1038/srep10471
Kausel,E.E.,Culbertson,S.S.,Leiva,P.I.,Slaughter,J.E.,&Jackson,A.T.(2015).Too arrogant for their own good?Why and when narcissists dismiss advice.Organizational Behavior and Human Decision Processes,131,33-50.
Kramer,M.M.(2016).Financial literacy,confidence and financial advice seeking.Journal of Economic Behavior&Organization,131,198-217.
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Larrick,R.P.,Mannes,A.E.,&Soll,J.B.(2012).The social psychology of the wisdom of crowds.In J.I.Krueger(Ed.),Frontiers of social psychology:Social judgment and decision making(pp.227-242).New York,NY:Psychology Press.
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段锦云,周冉,古晓花.(2014).正面自我标签对建议采纳的影响.心理学报,46(10),1591-1602.
段锦云,周冉,陆文娟,李晶,朱宜超.(2013).不同反应线索条件下调节匹配对建议采纳的影响.心理学报,45(1),104-113.
韩玉昌,张健,杨文兵.(2014).认知风格影响框架效应的ERP研究.心理科学,3,549-554.
孙露莹,陈琳,段锦云.(2017).决策过程中的建议采纳:策略、影响及未来展望.心理科学进展,25(1),169-179.
闫婷婷,杜秀芳,李假.(2014).情绪和认知方式对个体建议采纳的影响.心理与行为研究,12(5),601-608.
张艳梅,杜秀芳,王修欣.(2015).焦虑、建议者善意程度对个体建议采纳的影响.心理科学,38(5),1155-1161.
朱月龙,张开华,段锦云.(2017).建议采纳的情绪机制.心理科学进展,25(9),1607-1613.
Acar-Burkay,S.,Fennis,B.M.,&Warlop,L.(2014).Trusting others:The polarization effect of need for closure.Journal of Personality and Social Psychology,107(4),719-35.
Armstrong,S.J.,Cools,E.,&Sadler-Smith,E.(2012).Role of cognitive styles in business and management:Reviewing40 years of research.International Journal of Management Reviews,14(3),238-262.
Bandura,A.(1978).Self-efficacy:Toward a unifying theory of behavioral change.Advances in Behaviour Research and Therapy,1(4),139-161.
Barham,B.L.,Chavas,J.P.,Fitz,D.,&Schechter,L.(2018).Receptiveness to advice,cognitive ability,and technology adoption.Journal of Economic Behavior&Organization,149,239-268.
Belkin,L.Y.,&Kong,D.T.(2018).Implications of advice rejection in repeated exchanges:Advisor responses and advisee gratitude expression as a buffer.Journal of Experimental Social Psychology,78,181-194.
Brooks,A.W.,Gino,F.,&Schweitzer,M.E.(2015).Smart people ask for(my)advice.Management Science,61(6),1421-1435.
Chentsova-Dutton,Y.E.,&Vaughn,A.(2012).Let me tell you what to do:Cultural differences in advice-giving.Journal of Cross-Cultural Psychology,43(5),687-703.
Citron,F.M.M.,&Goldberg,A.E.(2014).Social context modulates the effect of physical warmth on perceived interpersonal kindness:A study of embodied metaphors.Language&Cognition,6(1),1-11.
Comes,T.,&Schwabe,G.(2016).How to diminish advice discounting with mobile multimedia interventions.European Conference on Information Systems.
Danziger,S.,Montal,R.,&Barkan,R.(2012).Idealistic advice and pragmatic choice:A psychological distance account.Journal of Personality and Social Psychology,102(6),1105-1117.
de Hooge,I.E.,Verlegh,P.W.J.,&Tzioti,S.C.(2014).Emotions in advice taking:The roles of agency and valence.Journal of Behavioral Decision Making,27(3),246-258.
Dewberry,C.,Juanchich,M.,&Narendran,S.(2013).Decision-making competence in everyday life:The roles of general cognitive styles,decision-making styles and personality.Personality and Individual Differences,55(7),783-788.
de Wit,F.R.C.,Scheepers,D.,Ellemers,N.,Sassenberg,K.,&Scholl,A.(2017).Whether power holders construe their power as responsibility or opportunity influences their tendency to take advice from others.Journal of Organizational Behavior.38(7),923-949.DOI:10.1002/job.2171.
Duan,J.Y.,Xia,X.T.,&van Swol,L.M.(2018).Emoticons'influence on advice taking.Computers in Human Behavior,79,53-58.
Feng,B.(2009).Testing an integrated model of advice giving in supportive interactions.Human Communication Research,35(1),115-129.
Festinger,L.(1957).A theory of cognitive dissonance.Stanford,CA:Stanford University Press.
George,J.M.,&Zhou,J.(2002).Understanding when bad moods foster creativity and good ones don't:The role of context and clarity of feelings.Journal of Applied Psychology,87(4),687-697.
Gino,F.(2008).Do we listen to advice just because we paid for it?The impact of advice cost on its use.Organizational Behavior and Human Decision Processes,107(2),234-245.
Gino,F.,Brooks,A.W.,&Schweitzer,M.E.(2012).Anxiety,advice,and the ability to discern:Feeling anxious motivates individuals to seek and use advice.Journal of Personality and Social Psychology,102(3),497-512.
Gino,F.,&Moore,D.A.(2007).Effects of task difficulty on use of advice.Journal of Behavioral Decision Making,20(1),21-35.
Glenberg,A.M.(2010).Embodiment as a unifying perspective for psychology.Wiley Interdisciplinary Reviews:Cognitive Science,1(4),586-596.
Goldman,A.,&de Vignemont,F.(2009).Is social cognition embodied?Trends in Cognitive Sciences,13(4),154.
Guadagno,R.E.,&Burger,J.M.(2007).Self-concept clarity and responsiveness to false feedback.Social Influence,2(3),159-177.
H?usser,J.A.,Leder,J.,Ketturat,C.,Dresler,M.,&Faber,N.S.(2016).Sleep deprivation and advice taking.Scientific Reports,6,24386.
Hinojosa,A.S.,Gardner,W.L.,Walker,H.J.,Cogliser,C.,&Gullifor,D.(2017).A review of cognitive dissonance theory in management research:Opportunities for further development.Journal of Management,43(1),170-199.
Ja?ko,K.,Czernatowicz-Kukuczka,A.,Kossowska,M.,&Czarna,A.Z.(2015).Individual differences in response to uncertainty and decision making:The role of behavioral inhibition system and need for closure.Motivation and Emotion,39(4),541-552.
Jung,H.,&Young,M.J.(2012).The de-biasing effect of incidental anger on other-provided anchors.Journal of Behavioral Decision Making,25(5),435-442.
Kahneman,D.(2003).A perspective on judgment and choice:Mapping bounded rationality.American Psychologist,58(9),697-720.
Kaspar,K.,Krapp,V.,&K?nig,P.(2015).Hand washing induces a clean slate effect in moral judgments:Apupillometry and eye-tracking study.Scientifc Reports,5,10471.doi:10.1038/srep10471
Kausel,E.E.,Culbertson,S.S.,Leiva,P.I.,Slaughter,J.E.,&Jackson,A.T.(2015).Too arrogant for their own good?Why and when narcissists dismiss advice.Organizational Behavior and Human Decision Processes,131,33-50.
Kramer,M.M.(2016).Financial literacy,confidence and financial advice seeking.Journal of Economic Behavior&Organization,131,198-217.
Kruglanski,A.W.,Webster,D.M.,&Klem,A.(1993).Motivated resistance and openness to persuasion in the presence or absence of prior information.Journal of Personality and Social Psychology,65,861-876.
Kruglanski,A.W.,&Gigerenzer,G.(2011).Intuitive and deliberative judgments are based on common principles.Psychological Review,118(1),97-109.
Larrick,R.P.,Mannes,A.E.,&Soll,J.B.(2012).The social psychology of the wisdom of crowds.In J.I.Krueger(Ed.),Frontiers of social psychology:Social judgment and decision making(pp.227-242).New York,NY:Psychology Press.
Lerner,J.S.,Li,Y.,Valdesolo,P.,&Kassam,K.S.(2015).Emotion and decision making.Annual Review of Psychology,66(1),799-823.
Lim,J.,&Dinges,D.F.(2010).A meta-analysis of the impact of short-term sleep deprivation on cognitive variables.Psychological Bulletin,136(3),375-389.
Lohman,D.F.,&Lakin,J.M.(2009).Consistencies in sex differences on the cognitive abilities test across countries,grades,test forms,and cohorts.British Journal of Educational Psychology,79(2),389-407.
Lohman,D.F.,&Lakin,J.M.(2011).Reasoning and intelligence.In R.J.Sternberg,&S.B.Kaufman(Eds,),The Cambridge handbook of intelligence(2nd ed.pp.419-441).New York:Cambridge University Press.
Martin,M.M.,&Rubin,R.B.(1995).A new measure of cognitive flexibility.Psychological Reports,76(2),623-626.
Moore,C.,&Tenbrunsel,A.E.(2014).“Just think about it”?Cognitive complexity and moral choice.Organizational Behavior and Human Decision Processes,123(2),138-149.
Mourali,M.,&Yang,Z.(2013).Power and resistance to social influence:The moderating role of attitude certainty.Advances in Consumer Research,43(2),273-277.
Nguyen,D.T.,Dabbish,L.A.,&Kiesler,S.(2015).The perverse effects of social transparency on online advice taking.Paper presented at the meeting of ACM Conference on Computer Supported Cooperative Work&Social Computing(pp.207-217).ACM.
Norton,M.I.,Dunn,E.W.,Carney,D.R.,&Dan,A.(2012).The persuasive“power”of stigma?Organizational Behavior&Human Decision Processes,117(2),261-268.
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