The opposing impacts of advice use on perceptions of competence

Abstract

AbstractWe examine the impact of advice use on perceptions of competence. We propose that advice use sends opposing signals to an advisor regarding the advisee's competence. Greater advice use signals respect for the advisor, which is reciprocated by enhancing competence perceptions. However, greater advice use also indicates a lack of independence in judgment, reducing perceptions of competence. As a result, as advice use increases (i.e., gets closer to the exact advice provided), perceptions of competence first increase but then decrease. We further argue that the impact of advice use on competence is influenced by perceptions of information accessibility, such that when advisor and advisee have access to the same information, lower reliance on advice is more tolerated and less impactful on competence. We show that this effect is conceptually and empirically distinct from advisor's confidence and subsequent preference for advice use.