Date of Award

12-2014

Document Type

Dissertation

Degree Name

Doctor of Philosophy (PhD)

Legacy Department

Industrial and Organizational Psychology

Advisor

Raymark, Patrick H

Committee Member

Pagano , Chris

Committee Member

Switzer III , Fred S

Committee Member

Pury , Cynthia L.S

Abstract

This dissertation proposes that task-specific self-confidence, trust in motives, and trust in competency are the three main drivers for advice use and willingness to pay for advice. After developing this general argument, the paper then focuses on how emotions influence advice use and willingness to pay for advice. Furthermore, this paper argues that the influence of emotions on advice is partially mediated by task specific self-confidence, trust in motives, and trust in competency. This model elaborates on the underlying emotional mechanisms which may guide the mediation paths, and then tests this expected pattern with four different incidental emotions; regret, pride, anger, and gratitude. Four of the studies' six hypotheses regarding trust, self-confidence, and advice behavior were supported. The expected relationships between incidental emotions, mediators, and outcomes did not materialize, suggesting that emotions may need to rise to a certain level of salience in order to impact advice behavior. Implications of these findings are discussed.

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Psychology Commons

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