The impact of advisors’ interpersonal motivations on their advice-giving behavior
摘要
People often seek advice from others or give advice to others in daily life. This process is called advice interaction. The process of advice interaction is essentially an interpersonal interaction process which is influenced by interpersonal motivation. This study investigates how advisors’ interpersonal motivations—accuracy, relationship, and influence—affect their advice-giving behavior, particularly in terms of information selection and confirmation bias. Two studies were conducted with a 3 (advisor motivations: accuracy, relationship, influence) × 2 (consistency of initial views: consistent, inconsistent) between-subjects design. Study 1 measured advice-giving behavior by the amount and characteristics of information chosen for the recipient, while Study 2 used the Information Display Board (IDB) technique to examine the information search process during advice-giving. The findings reveal that: Accuracy-motivated advisors exhibit the lowest confirmation bias, and invest the most effort in information search, especially when their initial opinions differ from the recipients’. Influence-motivated advisors show the highest confirmation bias, selectively presenting information that supports their own views, and exert less effort in information search. Relationship-motivated advisors fall between accuracy and influence motivations, displaying moderate confirmation bias and adjusting their advice to maintain interpersonal harmony. These results highlight the critical role of advisors’ motivations in shaping the quality and bias of advice, offering valuable insights for decision-making processes in organizational, counseling, and social contexts.