ISSN 1671-3710
CN 11-4766/R
主办：中国科学院心理研究所
出版：科学出版社

心理科学进展 ›› 2017, Vol. 25 ›› Issue (1): 169-179.doi: 10.3724/SP.J.1042.2017.00169

• 研究前沿 • 上一篇    下一篇

决策过程中的建议采纳：策略、影响及未来展望

孙露莹1; 陈 琳1; 段锦云1,2,3   

  1. (1苏州大学心理学系; 2教育部人文社科重点研究基地−苏州大学中国特色城镇化研究中心; 3苏州大学东吴智库, 苏州 215123)
  • 收稿日期:2016-07-02 出版日期:2017-01-15 发布日期:2017-01-15
  • 通讯作者: 段锦云, E-mail: mgjyduan@hotmail.com
  • 基金资助:

    国家自然科学基金项目(71372180), 教育部人文社会科学研究项目(15YJC630132), 浙江省软科学重点研究项目(2016C25015)。

Advice taking in decision-making: Strategies, influences and feature research

SUN Luying1; CHEN Lin1; DUAN Jinyun1,2,3   

  1. (1 Department of Psychology, Soochow University; 2 Key Research Institute of Education Ministry-Center for Chinese Urbanization Studies, Soochow University; 3 Dongwu Thinktank, Soochow University, Suzhou 215123, China)
  • Received:2016-07-02 Online:2017-01-15 Published:2017-01-15
  • Contact: DUAN Jinyun, E-mail: mgjyduan@hotmail.com

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摘要：

他人建议往往能帮助决策者提高决策质量, 但大多数决策者都不能选择恰当采纳策略, 即低估平均策略的效能而选择自我中心的加权策略。决策者对建议的采纳程度主要受四方面因素的影响：(1)建议特征：如建议类型和数量; (2)任务特征; (3)决策者特征：决策者的权力、情绪、自尊、认知风格及认知复杂性等, 都影响着建议采纳; (4)建议者特征：如建议者和决策者相似性, 建议者的自信度和可靠性都影响着建议采纳的结果。未来研究可以进一步探讨建议者权力类型、决策者评价敏感性对建议采纳的影响; 表面采纳及其测量; 建议提出的方式与建议评估和采纳的关系, 不断丰富建议采纳研究领域。

关键词: 建议采纳, 建议折扣, 决策者−建议者系统, 建议采纳策略, 影响因素

Abstract:

Others’ advice can help decision makers improve the quality of their decision. However, most decision makers can not choose the appropriate strategy of advice taking. In other words, they tend to underestimate the efficiency of averaging strategy and use the egoistic weighting strategy. Factors affecting advice taking were listed as followings. The first was advice features, such as the advice types and advice numbers. The second one was task features. Then the judge’s features, including their power, emotion, self-esteem, cognitive style and complexity. The last one was the advisor factors, such as the advisor’s similarity with the decision maker, the adviser’s confidence and reliability, all of which can affect advice taking. Feature research should explore how the type of advisor power, as well the evaluation sensitivity of decision maker may influence the degree of advice taking. Secondly, the nominal advice-taking is also a good topic in China. Additionally, more attention is compulsory for the area of advice giving so that the research field of advice could be enriched and developed constantly.

Key words: advice taking, advice discounting effect, Judge-Advisor System, advice taking strategies, influencing factors