Influence of advisees’ facial feedback on subsequent advice-giving by advisors: Evidence from the behavioral and neurophysiological approach

Abstract

Previous work has demonstrated the interpersonal implications of advisees’ decisions (acceptance or rejection) on advisors’ advice-giving behavior in subsequent exchanges. Here, using an ERP technique, we investigated how advisees’ facial feedback (smiling, neutral, or frowning) accompanying their decisions (acceptance or rejection) influenced advisors’ feedback evaluation from advisees and their advice-giving in subsequent exchanges. Behaviorally, regardless of whether the advice was accepted or rejected, advisors who received smiling-expression feedback would show higher willingness rates in subsequent advice-giving decisions, while advisors who received frowning-expression feedback would show lower willingness rates. On the neural level, in the feedback evaluation stage, the FRN and P3 responses were not sensitive to facial feedback. In contrast, frowning-expression feedback elicited a larger LPC amplitude than neutral- and smiling-expression feedback, regardless of whether the advice was accepted or rejected. In the advice decision stage, advisors who received neutral-expression feedback showed a larger N2 in making decisions than advisors who received frowning-expression feedback only after the advice was rejected. Additionally, Advisors who received smiling- and neutral-expression feedback showed a larger P3 in making decisions than advisors who received frowning-expression feedback only after the advice was accepted. In sum, the current findings extended previous research findings by showing that the effect of advisees’ facial expressions on the advisors’ advice-giving existed in multiple stages, including both the feedback evaluation stage and the advice decision stage.