ISSN 0439-755X
CN 11-1911/B

心理学报 ›› 2013, Vol. 45 ›› Issue (1): 104-113.doi: 10.3724/SP.J.1041.2013.00104

• 论文 • 上一篇    下一篇



  1. (苏州大学心理学系; 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, 苏州 215123)
  • 收稿日期:2012-04-29 出版日期:2013-01-25 发布日期:2013-01-25
  • 通讯作者: 段锦云
  • 基金资助:


The Impact of Regulatory Fit on Advice-Taking in Decision Making under Different Cues

DUAN Jinyun;ZHOU Ran;LU Wenjuan;LI Jing;ZHU Yichao   

  1. (Department of Psychology, Soochow University; Key Research Institute of Education Ministry-Center for Chinese Urbanization Studies, Soochow University, Suzhou 215123, China)
  • Received:2012-04-29 Online:2013-01-25 Published:2013-01-25
  • Contact: DUAN Jinyun

摘要: 研究的目的是为了探究不同反应线索条件下调节匹配对建议采纳的影响。实验中有两个反应线索:言语性反应线索(实验一)与非言语性反应线索(实验二), 两个实验均采用2(调节取向:促进/防御)×2(建议策略:渴望/警惕)的混合设计。实验一、二的被试分别是81和79名在校大学生, 年龄均在19~25岁之间。实验结果表明, 在言语反应线索条件下, 调节匹配时人们对建议的采纳程度更高; 在非言语性反应线索条件下, 防御取向时, 调节匹配时人们显著提高了建议的采纳程度, 但促进取向条件人们对建议的采纳程度无明显差异。结果表明在促进取向下非言语性反应线索对调节匹配具有干扰作用, 这个结果值得进一步研究。

关键词: 建议采纳, 调节匹配, 言语性反应线索, 非言语性反应线索, 规范理论

Abstract: The source of advice in our daily life always could be both the real individual and circumstance. We receive advice not only from verbal cues, but also from non-verbal cues which are reflected by the way the individual express, such as the expression, the posture and the gesture. Both of them influence advice-taking process. There are two kinds of regulatory focuses, namely promotion focus and prohibition focus. When they are matched with equivalent advising strategy, for example, eager strategy and vigilant strategy respectively, the regulatory fit will be come into being. Regulatory fit could boost people’s feeling of right, which will heighten one’s value from fit. One of the possible results of regulatory fit is people’s willingness of acceptance for other’s advice. Thus, this study aims to explore the impact of regulatory fit on advice taking under verbal cues and non-verbal cues condition. We discussed the advice-taking circumstances under two kinds of circumstances: Verbal cues (study 1) and non-verbal cues (study 2). Our hypotheses are that, in verbal-cues and non-verbal-cues conditions, the main effect of regulatory orientation has no influence on advice making, but regulatory fit has. And it is more possible for a promotive judge to take the eager/desirable advice; whilst it is more possible for a preventive judge to take the vigilance advice. Both of the studies used a mixed-design, specifically, 2 regulatory orientations (promotion/ prevention) × 2 advising strategies (desirable/vigilance). The sample are 81 (experiment 1) and 79 (experiment 2) undergraduates respectively. Our study results proved that people had higher level in advice-taking with regulatory fit under verbal-cues condition (study 1). It also showed little differences in advice-taking with promotion fit, and a higher level advice-taking with prevention – vigilance fit under non-verbal-cue condition (study 2). The results with non-verbal-cue condition are not completely the same as verbal-cue condition, this outcome awaits further exploration. Implications, limitations and further research were discussed as well.

Key words: advice-taking, regulatory fit, verbal cues, non-verbal cues, norm theory