Giving Advice or Making Decisions in Someone Else’s Place: The Influence of Impression, Defense, and Accuracy Motivation on the Search for New Information

2005 | journal article. A publication with affiliation to the University of Göttingen.

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​Giving Advice or Making Decisions in Someone Else’s Place: ​The Influence of Impression, Defense, and Accuracy Motivation on the Search for New Information​
Jonas, E.; Schulz-Hardt, S.   & Frey, D.​ (2005) 
Personality and Social Psychology Bulletin31(7) pp. 977​-990​.​ DOI: https://doi.org/10.1177/0146167204274095 

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Authors
Jonas, Eva; Schulz-Hardt, Stefan ; Frey, Dieter
Abstract
When making decisions, people have been found predominantly to seek information supporting their preferred choice and to neglect conflicting information. In this article, the authors investigate to what extent different types of advisors, who recommend a choice to someone or make a decision on behalf of someone, show the same confirmatory information search. In Experiment 1, the authors presented participants, in the role of advisors, with a client’s decision problem and found that when making a recommendation, advisors conducted a more balanced information search than participants who were making a decision for themselves. However, advisors who had to make a decision on behalf of their clients revealed an increased preference for information supporting their position. Experiment 2 suggested that this confirmatory information search was caused by impression motivation: The advisors bolstered their decision to justify it to the client. The results are discussed within the multiple motive framework of the heuristic systematic model.
Issue Date
2005
Journal
Personality and Social Psychology Bulletin 
ISSN
0146-1672
Language
English

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