The Impact Of Interpersonal Relationships And Advice On The Adoption Of Recommendations By Decision Makers

Advice-taking is the process by which a decision maker makes a final decision based on the advice of others.As an important part of the decision-making process,it is recommended to adopt more and more extensive discussions and research.The degree of adoption of the decision maker’s recommendations will be influenced by the advisors,decision makers,and the quality of the recommendations.The interpersonal relationship with the proponents is one of the important factors that influence the decision makers’ adoption.The purpose of this study was to explore how interpersonal relationships between decision makers and advisors can influence the adoption of recommendations.In this study,students were used as subjects to adopt the Judge-Advisor System to explore the influence of the interpersonal relationship between the advisor and decision-makers and advice of advisor to decision makers ’advice-taking in different models.Experiment 1 explores the impact of social distance and the expertise of the proponents on the proposed adoption of decision makers in a special model of interpersonal relationships.It is found that the professional knowledge of the advisors significantly affects the decision-makers’ adoption of their suggestions.When the advisors have more professional knowledge,the decision-makers will increase their adoption;the social distance and professional knowledge will interact significantly.Experiment 2 explores the impact of conflicts of interest and advice on the proposed adoption of different cognitive style decision makers in a universal model of interpersonal relationships.The results show that the field-dependent decision makers’recommendation adoption degree is significantly higher than that of the field independent decision makers.The non-interest conflict group recommends that the adoption degree is significantly higher than that of the conflict of interest group,and the conflict of interest and cognitive style interaction is significant;the recommended level of adoption is different when different bias are made.This study draws the following conclusions:(1)The weight of expert advisor is higher than that of the general advisor;the social distance between the proponent and the decision maker plays a regulatory role in the degree of recommendation and recommendation adoption:the closer social distance will increase the weight of advice.(2)Field-dependent decision-makers are more recommended than field-independent decision makers;whether there is a conflict of interest between policy makers and proponents will only affect the recommendation adoption of field-dependent decision makers:conflicts of interest will reduce field-dependent decision makers The extent of the proposed adoption;however,whether or not there is a conflict of interest will not affect the independent decision makers;extreme recommendations beyond the reasonable scope will reduce the adoption of decision makers.(3)The closer the interpersonal relationship between the proponent and the decision maker,the higher the decision makers adopt their suggestions;the decision makers adopt the expert advice more,but the decision makers are not keenly aware of the deviation of the recommendations.