The Influence Of Phatic Communion On Advice-taking:the Moderation Effect Of Personal Relationship And Mediation Effect Of Perception Of Good Results

It is suggested that advice taking as an effective way of knowledge transfer and learning has been paid more and more attention by the researchers of organizational behavior(Reyt,Wiesenfeld,&Trope,2016).In the past 30 years,the research of advice taking has received a great deal of instructive results,especially the study of the antecedent variables.For example,a lot of studies have found that that communication style may influence persuasion more generally,such as the construal level of language,the sense of power of speech and so on.The life of language exists in the communication,although some languages do not have the function of transmitting information,but also can have important influence on the interaction of both sides,We call it phatic communion.Therefore,this study carried out three experiments to explore the influence of phatic communion on advice taking and the mediating mechanism and boundary conditions.Experiment 1(N=53)adopted the research paradigm,used the classic quantity estimation task to explore whether there is a main effect of phatic communion to advice taking,whether the decision makers will increase the adoption level.The experiment was designed with single factor,and the independent variable was divided into two levels,namely,whether there was phatic communion or not,and the dependent variable was the level of adoption.In experiment 2(N=99),We operated the personal relationship to explore the boundary condition and verify the main effect by the way.Participants were be divided into four groups,and the mixed design is 2(personal relationship)×2(phatic communion).The independent variables were two levels of communication(whether there was a phatic communion or not)and interpersonal relationship,which were divided into two levels: intimacy and strangeness,and the dependent variable was the level of adoption.The difference between the two experiments are the experimental situations,and the interpersonal variables were added.The data of experiment 3(N=93)were collected through questionnaire based on experimental measurement.We used the same scenarios from the experiment 2 and added the variable the decision makers' perception of the good results if they adopt the advice,further confirmed the main effect and explored the mediating role of the perception of good results.By variance analysis,regression analysis and bootstrap methods to analyze the data,the results proved that people had higher level in advice-taking when there are phatic communion words before the advice,and it's not because they believe the advice are more accurate(study 1).It also showed that when the relationship between the advisor and decision maker is close,there is no significant effect of phatic communion;but for those strangers,the decision maker will be more inclined to take the advices with phatic communion(study 2).And if advisors have phatic communion before giving advices,decision makers will be more likely to take advices into account because they can perceive good results(study 3).