建议者权力类型对建议采纳的影响机制

发布时间：2018-02-28 15:15

本文关键词： 建议采纳亲社会权力离社会权力认知失调　出处：《苏州大学》2014年硕士论文　论文类型：学位论文

【摘要】：自从决策者-建议者系统（JAS）在1995年被Sniezek提出后，，关于建议采纳的研究就在决策领域获得了广泛关注。建议采纳是指决策者通过参考他人的意见最终形成决策的过程。决策者的建议采纳主要有四个影响来源：建议者和决策者特征、建议特征、任务特征和建议附带物，其中关于建议者的权力特征的研究多从权力大小出发。本研究从权力的亲社会型和离社会型分类，采用JAS范式，以认知失调理论为基础，借助社会交换理论和保护动机理论探讨建议者权力类型对决策者建议采纳的影响机制。并从认知失调的角度继续深入研究了建议采纳的结果变量——认知失调和满意度。本研究包含两个相对独立但形成互补的实验，实验一（N=289）是在实验室中以学生为被试，通过情境启动的方式对被试进行分组；研究二（N=356）是以公司组织为背景，将整个实验程序设计成问卷的方式，通过直接测量上级的权力类型对被试进行分组。研究二是为了确定实验一结果的生态效度。研究结果表明，建议者拥有亲社会权力时（亲社会权力组），个体是因为对建议者的信任才采纳意见的，而建议者拥有离社会权力时（离社会权力组），个体是因为对建议者存在恐惧情绪，这种差异进一步导致了个体在认知失调和满意度上的不同。亲社会权力组个体不会产生认知失调并对决策结果更满意，离社会权力组个体则会形成高认知失调和低满意度。在建议者不知道最终决策结果（不知情）的情况下，如果建议者使用亲社会权力基础，个体的认知失调不会发生显著变化；如果建议者使用离社会权力基础，相对于建议者知道最终决策（知情）的情况下，个体的认知失调会明显降低并且与建议者拥有亲社会权力组的个体没有差异。在建议者是否知道最终决策的两种情况下，实验一和研究二在满意度变化上得出了不同结论，实验一的结果与假设相符，即亲社会权力组个体满意度变化不明显，离社会权力组个体满意度显著提升；研究二得出了和预期不一致的结论：亲社会权力组个体满意度显著降低，离社会权力组个体满意度保持不变。文中对此现象作出了可能的解释：被试差异、个体需要的满足和对威胁的报复。文章还讨论了所得结果的意义和未来研究。
[Abstract]:Ever since Jass, the policy-maker and proponent system, was introduced by Sniezek in 1995, The research on the adoption of recommendations has gained wide attention in the field of decision making. Recommendation adoption is the process in which decision makers ultimately form decisions by referring to the opinions of others. There are four main sources of influence for the adoption of recommendations by decision makers:. Characteristics of interlocutors and decision makers, The characteristics of suggestion, task and adjunct, in which the research on power characteristics of proponents is based on the size of power. This study is based on the theory of cognitive dissonance based on the classification of prosocial and off-social types of power, using JAS paradigm. With the help of the theory of social exchange and the theory of protective motivation, this paper explores the influence mechanism of the type of power of the proponent on the decision makers' suggestion adoption. From the perspective of cognitive dissonance, this paper continues to study the outcome variables of suggestion adoption-cognitive dissonance and fullness. This study consists of two relatively independent but complementary experiments. Experiment 1: NY289) in the laboratory, students were selected as subjects, and the participants were grouped by the way of situational priming. The study was based on the background of company organization and designed the whole experiment program as a questionnaire. The subjects were grouped by directly measuring the power types of their superiors. The second study was to determine the ecological validity of the experimental results. When the proponent has pro-social power (the pro-social power group, the individual accepts the opinion because of trust in the proponent, while the proponent has the social power, the individual is afraid of the proponent. This difference further leads to differences in cognitive disorders and satisfaction. Individuals in pro-social power group do not produce cognitive disorder and are more satisfied with the decision results, while individuals in the social power group form high cognitive disorder and low satisfaction. If the proponent does not know the outcome of the final decision (not knowing), if the proponent uses the pro-social power base, the individual cognitive disorder does not change significantly; if the proponent uses the disconnected social power base, When the proponent knows the final decision (informed), the cognitive disorder of the individual is significantly reduced and is not different from that of the person who has the pro-social power group of the proponent. In both cases, whether the proponent knows the final decision, Experiment 1 and study 2 reached different conclusions on the change of satisfaction. The results of experiment one were consistent with the hypothesis, that is, the change of individual satisfaction of pro-social power group was not obvious, and the individual satisfaction degree of social power group was significantly improved. The conclusion of the second study is that the individual satisfaction degree of the pro-social power group decreases significantly, while the individual satisfaction degree of the social power group remains unchanged. The possible explanation of this phenomenon is given in this paper: the difference of the subjects, The significance of the results and the future research are also discussed.
【学位授予单位】：苏州大学
【学位级别】：硕士
【学位授予年份】：2014
【分类号】：B842

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