Subjects: Psychology >> Cognitive Psychology submitted time 2019-08-30
Abstract： Advice is vital for individuals in decision-making process and social interaction, whether by giving or taking. An individual can either exert one’s influence on others with advice, or draw support from others’ advice to enable better decision-making. Given the importance of behaviors related to advice, it has become critical for scholars to investigate the antecedents of them. However, the previous studies have focused largely on advice taking, with minimal attention to advice giving, but actually which is equally vital. To fill this gap, the current study, inspired by eye effects, seeks to explore the relationship between advice-seekers’ gaze direction and advisors’ willingness to give advice, and the mechanism underlying this relationship. Drawing from the signaling theory, we examined the effect of advice-seekers’ gaze direction on advisors’ advice giving, as well as the process linking them by focusing on the mediating effect of perceived role expectation and the moderating effect of rejection sensitivity. Three experiments with different decision making scenarios were conducted to test our hypotheses. The advice-seekers’ gaze direction (direct vs. averted) was manipulated by same images of faces (3 models, 3 males and 1 female) in three experiments. The experiment 1 employed an undergraduate’ career decision-making scenario to examine the direct effect of advice-seekers’ gaze direction on advisors’ willingness of giving advice, as well as the mediating effect of perceived role expectation. 102 university students were recruited for this experiment (39 males; mean age 23.76 ± 4.39 years), and are randomly divided into two groups (direct vs. averted). The experiment 2 adopted a 2 (gaze direction: direct vs. averted) ×2 (rejection sensitivity: high vs. low) between-subject design to examine the moderating effect of rejection sensitivity with an undergraduate’ decision-making scenario in daily study life. 318 undergraduates were recruited (155 males; mean age 21.74 ± 1.49 years). Using the tendency to expect rejection scale (TERS), we placed 86 participants (35 males) who scored in the 27% in the high rejection sensitivity group and 86 participants (36 males) who scored in the bottom 27% in the low rejection sensitivity group. The experiment 3 employed a job-related decision making scenario in organization to examine the full model (a moderated mediation model). 198 full-time employees were recruited (88 males; mean age 31.20 ± 5.06 years). The results of three experiments showed that: (1) advice-seeker's gaze direction directly influenced the advisors’ willingness of giving advice. When the advice-seeker's gaze direction was direct rather than averted, advisors were more willing to give advice; (2) perceived role expectation mediated the relationship between advice-seeker's gaze direction and advisors’ willingness of giving advice; (3) advisors’ rejection sensitivity moderated the relationship between advice-seeker's gaze direction and advisors’ willingness of advice giving, as well as the indirect relationship of advice seeker's gaze direction on advisors’ willingness of giving advice through perceived role expectation. When the advisor's rejection sensitivity was high, seeker's direct gaze direction had a stronger effect on the advisors’ willingness to give advice, as well as the indirect effect abovementioned. These findings contribute to our understandings of how to promote advisors to give advice, and add to the research on eye effects as well.
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