This paper is based on a part of the first author's dissertation research carried out at Erasmus University.
The Effect of Intuitive Advice Justification on Advice Taking†
Article first published online: 6 MAY 2013
Copyright © 2013 John Wiley & Sons, Ltd.
Journal of Behavioral Decision Making
Volume 27, Issue 1, pages 66–77, January 2014
How to Cite
Tzioti, S. C., Wierenga, B. and van Osselaer, S. M. J. (2014), The Effect of Intuitive Advice Justification on Advice Taking. J. Behav. Decis. Making, 27: 66–77. doi: 10.1002/bdm.1790
- Issue published online: 15 DEC 2013
- Article first published online: 6 MAY 2013
- Manuscript Accepted: 21 FEB 2013
- Manuscript Revised: 11 FEB 2013
- Manuscript Received: 27 SEP 2010
- advice taking;
- decision making;
How do you respond when receiving advice from somebody with the argumentation “my gut tells me so” or “this is what my intuition says”? Most likely, you would find this justification insufficient and disregard the advice. Are there also situations where people do appreciate such intuitive advice and change their opinion accordingly? A growing number of authors write about the power of intuition in solving problems, showing that intuitively made decisions can be of higher quality than decisions based on analytical reasoning. We want to know if decision makers, when receiving advice based on an intuitive cognitive process, also recognize the value of such advice. Is advice justified by intuition necessarily followed to a lesser extent than an advice justified by analysis? Furthermore, what are the important factors influencing the effect of intuitive justification on advice taking? Participants across three studies show that utilization of intuitive advice varies depending on advisor seniority and type of task for which the advice is given. Summarizing, the results suggest that decision makers a priori doubt the value of intuitive advice and only assess it as accurate if other cues in the advice setting corroborate this. Intuitively justified advice is utilized more if it comes from a senior advisor. In decision tasks with experiential products, intuitively justified advice can even have more impact than analytically justified advice. Copyright © 2013 John Wiley & Sons, Ltd.