焦虑、建议者善意程度对个体建议采纳的影响

摘要： 通过两个实验探讨焦虑和建议者的善意程度对建议采纳的影响。实验一采用电影片段来诱发被试的焦虑情绪，实验二采用特质焦虑量表选取高低特质焦虑的被试参加实验。研究发现：（1）焦虑情绪对建议采纳有影响，焦虑情绪下的被试，其建议采纳程度大于处于中性情绪状态的被试。（2）高低特质焦虑的被试建议采纳程度没有显著差异。（3）建议者的善意程度会影响建议采纳，高善意建议者的建议更多地被采纳。
Abstract: Abstract Advice taking is the hotspot of current research of behavioral decision making. It mainly explores how judges change the initial opinion to form the final decision after receiving other’s advice. Advice taking involves judges and advisors according to the judge-advisor system. Therefore, the factors of decision-makers, advisors and tasks will affect the degree of advice taking. Former researches showed that the decision maker’s emotion plays a critical role in advice-taking. When making decisions, individuals will produce complex emotions, and anxiety emotion is most likely to produce. Since anxiety is an unpleasant experience, individuals with anxiety emotion will seek emotional support in order to get rid of this unpleasant experience, not just cognitive help. The benevolent adviser could give this support to decision makers. In the face of adviser with different degree of benevolence, the degree of advice-taking may different. The purpose of this study was to investigate the influence of anxiety and the degree of benevolence on advice taking. Two experiments were designed to explore the influence of anxiety and benevolence on people’s advice taking by the classical paradigm of advice-taking. The decision task was estimating the number of coins in a glass. In experiment 1, anxiety emotion was induced by movies video clips. In Experiment 2, participants were selected using Trait Anxiety Inventory. The subjects who had the first 27% score belonged to high level trait anxiety, and the last 27% score belonged to low level trait anxiety. There are 127 college students took part in experiment 1, 120 college students took part in experiment 2. The dependent variable was the level of advice-taking which calculated by the formula of WOA (weight of advice). The statistics result showed that, in experiment 1 the main effects of Anxiety emotion and benevolence were significant（ps<.01）, the interactions were not significant. In the experiment 2, the main effect of trait anxiety was not significant, but the main effect of benevolence was significant（p<.01）. And the interaction between trait anxiety and benevolence was not significant. The results indicated that: Anxiety emotion influenced advice taking. The subjects who feel anxiety were more receptive to advice than subjects in a neutral state. The level of trait anxiety has no effects on