Big picture is better: The social implications of construal level for advice taking

Jean Nicolas Reyt, Batia M. Wiesenfeld, Yaacov Trope

Research output: Contribution to journalArticle

Abstract

Advice taking is of growing interest to organizational scholars because it is a critical pathway for knowledge transfer and learning. Based on construal level theory, we hypothesize that high construal advisors are viewed as experts and, in turn, others are more likely to take their advice. In a field study of an online community of programmers and a laboratory experiment measuring psychological mechanisms, we find that signaling higher construal by communicating more abstractly is positively associated with expert reputation, which in turn explains others' advice-taking behavior. Implications for research on the social consequences of construal level and novel antecedents of perceived expertise and advice taking are discussed.

Original languageEnglish (US)
Pages (from-to)22-31
Number of pages10
JournalOrganizational Behavior and Human Decision Processes
Volume135
DOIs
StatePublished - Jul 1 2016

Keywords

  • Advice taking
  • Construal level
  • Expertise

ASJC Scopus subject areas

  • Applied Psychology
  • Organizational Behavior and Human Resource Management

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