Leadership

Why Do People Give Less Weight To Advice The Further It Is From Their Initial Opinion?

Download Now Free registration required

Executive Summary

Experimental studies on decision making based on advice received from others find that the weight put on the advice is negatively related to the distance between the advice and the decision maker's initial opinion. In this paper, the authors show that the distance effect can follow from rational signal extraction when the decision maker has imperfect knowledge about the advisor's competence. What drives the result is the assumption that the decision makers are better informed about their own competence than about the advisor's competence.

  • Format: PDF
  • Size: 467.2 KB