Kray LJ
Eller College of Business and Public Administration, University of Arizona
Organ Behav Hum Decis Process. 2000 Sep;83(1):82-106. doi: 10.1006/obhd.2000.2903.
Three studies are presented that examine the decision-making processes that lead advisors to have preferences distinct from personal decision makers (Kray & Gonzalez, 1999). Advising and personal decision making were hypothesized to invoke different interpersonal frames, which lead to different weighting of decision attributes. Alternatively, advisors might simply exert less effort in decision making for others than do personal decision makers. In Study 1, the contingent weighting of attributes was examined in two decision-making tasks (choice vs. matching). Advisors were more likely to choose in a manner consistent with "what most people would prefer" than personal decision makers, but no differences in preferences were observed in the matching task. Advisors subsequently reported experiencing less regret and blame and more strongly preferred the chosen alternative than did personal decision makers. In Study 2, advisors considered more decision attributes to be important in the abstract compared to personal decision makers, and the choice pattern of Study 1 was replicated. In Study 3, advisors and personal decision makers generated more considerations when making a decision compared to individuals making decisions in the abstract. Finally, the preferences of personal decision makers were more consistent with their reported attribute importance judgments than were those of advisors. In total, the results suggest advisors incorrectly infer others' preferences, rather than suffer from a deficit of motivation, when giving advice. Copyright 2000 Academic Press.
本文呈现了三项研究，这些研究考察了导致顾问拥有与个人决策者不同偏好的决策过程（克雷 & 冈萨雷斯，1999）。研究假设，提供建议和个人决策会引发不同的人际框架，从而导致对决策属性的不同权衡。或者，顾问在为他人做决策时可能比个人决策者付出的努力更少。在研究1中，在两项决策任务（选择与匹配）中考察了属性的权变加权。与个人决策者相比，顾问更有可能以符合“大多数人会偏好的”方式进行选择，但在匹配任务中未观察到偏好差异。与个人决策者相比，顾问随后报告的遗憾和自责更少，并且更强烈地偏好所选选项。在研究2中，与个人决策者相比，顾问在抽象层面上认为更多的决策属性很重要，并且重复了研究1的选择模式。在研究3中，与抽象层面做决策的个体相比，顾问和个人决策者在做决策时会产生更多的考虑因素。最后，个人决策者的偏好比顾问的偏好更符合他们报告的属性重要性判断。总体而言，结果表明，顾问在提供建议时错误地推断了他人的偏好，而不是缺乏动机。版权所有2000年学术出版社。
