How individuals evaluate the confidence of advice from advisors with high- and low-status: A behavioural and ERP study.

Abstract

Although previous studies have shown that both advisors' social status and confidence level affect advisees' advice-taking behavior, it is currently unclear the mechanisms of their common actions. Here, using event-related potentials, we investigated how both advisors' social status and confidence level independently or jointly influence advice-taking behavior. Specifically, participants were asked to make choices in a dot-estimation task and then they would receive high- and low-confidence advice from advisors with high- and low-status. Behaviorally, an interaction effect between advisors' status and confidence was found, suggesting that individuals were more likely to take high-confidence (vs. low-confidence) advice whether it was from high-status or low-status advisors. However, such an effect of confidence was larger for high-status advisors rather than for low-status advisors. On the electrophysiological level, during the early stage of processing advice, an interaction effect between advisors' status and confidence was only observed on the theta power rather than the FRN component, suggesting that the larger theta power was observed for low-confidence (vs. high-confidence) advice from low-status advisors rather than high-status advisors. Besides, although the larger P3 and beta power were found for advice from high-status advisors (vs. low-status advisors) or advice with high-confidence (vs. low-confidence), no interaction effect between status and confidence was found. Taken together, our findings suggested that advisors' status and confidence might affect the multiple stages in different ways during processing advice.