Advice taking and decision-making: An integrative literature review, and implications for the organizational sciences

Bonaccio, Silvia; Dalal, Reeshad S.

doi:10.1016/j.obhdp.2006.07.001

Cited by 1,011Decision-Making and Behavioral EconomicsLeadership, Behavior, and Decision-Making StudiesTeam Dynamics and Performance

Advice taking and decision-making: An integrative literature review, and implications for the organizational sciences

Bonaccio, Silvia, Dalal, Reeshad S.·2006·Organizational Behavior and Human Decision Processes

DOI 10.1016/j.obhdp.2006.07.001

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Individuals frequently discount recommendations that contradict their prior judgment, even when those recommendations are objectively accurate.
“Individuals frequently discount recommendations that contradict their prior judgment, even when those recommendations are objectively accurate (Bonaccio and Dalal 2006).”
From When Recruiters Meet Algorithms: Advice Taking and Bias in AI‐Assisted Recruitment (2026) · cites this paper as Bonaccio and Dalal 2006
Even when external advice is objectively accurate, decision makers frequently maintain their original judgment, especially when that advice contradicts their prior beliefs or professional intuition.
“Even when external advice is objectively accurate, decision makers frequently maintain their original judgment, especially when that advice contradicts their prior beliefs or professional intuition.”
From When Recruiters Meet Algorithms: Advice Taking and Bias in AI‐Assisted Recruitment (2026) · cites this paper as Bonaccio and Dalal 2006
This finding differs from the expectation that experienced judges may be more resistant to advice because they can generate more internal arguments supporting their initial view.
“This finding differs from the expectation that experienced judges may be more resistant to advice because they can generate more internal arguments supporting their initial view (Yaniv 2004;Bonaccio and Dalal 2006).”
From When Recruiters Meet Algorithms: Advice Taking and Bias in AI‐Assisted Recruitment (2026) · cites this paper as Bonaccio and Dalal 2006
Expertise may amplify discounting behavior; individuals who perceive themselves as highly competent generally show stronger resistance to external advice.
“Expertise may further amplify this discounting behavior.Individuals who perceive themselves as highly competent generally show stronger resistance to external advice (Bonaccio and Dalal 2006).”
From When Recruiters Meet Algorithms: Advice Taking and Bias in AI‐Assisted Recruitment (2026) · cites this paper as Bonaccio and Dalal 2006
Convergent advice from multiple sources increases perceived validity and strengthens confidence in external recommendations.
“Research indicates that convergent advice from multiple sources increases perceived validity and strengthens confidence in external recommendations (Bonaccio and Dalal 2006;Soll et al. 2022).”
From When Recruiters Meet Algorithms: Advice Taking and Bias in AI‐Assisted Recruitment (2026) · cites this paper as Bonaccio and Dalal 2006

Disagreement among advisors reduces trust and decreases the weight assigned to external inputs.
“Disagreement among advisors reduces trust and decreases the weight assigned to external inputs (Bonaccio and Dalal 2006;Wanzel et al. 2017;Yaniv et al. 2009).”
From When Recruiters Meet Algorithms: Advice Taking and Bias in AI‐Assisted Recruitment (2026) · cites this paper as Bonaccio and Dalal 2006
When some information is missing, decision-makers must rely on estimates, and humans tend to err in these estimates, often overestimating their chance of being correct, leading to ego bias.
“Unfortunately, humans tend to err in these estimates, often overestimating their chance of being correct, leading to an implicit, unwarranted preference for their own opinions, an ego bias [52][53][54][55][56][57] .”
From Enhancing human-AI collaboration: The case of colonoscopy (2024) · cites this paper as [53]
Trust was measured as CADx prediction utilization, defined as an endoscopist's willingness to follow the CADx prediction when the endoscopist initially disagreed with the CADx prediction.
“Trust was measured as CADx prediction utilization, defined as an endoscopist's willingness to follow the CADx prediction when the endoscopist initially disagreed with the CADx prediction 9,10”
From Appropriate trust in artificial intelligence for the optical diagnosis of colorectal polyps: the role of human/artificial intelligence interaction (2024) · cites this paper as [10]
Unsolicited advice can be received poorly and considered intrusive, whereas explicitly solicited advice can be considered cooperative and helpful.
“Unsolicited advice can be received poorly and considered intrusive, whereas explicitly solicited advice can be considered cooperative and helpful.10”
From Appropriate trust in artificial intelligence for the optical diagnosis of colorectal polyps: the role of human/artificial intelligence interaction (2024) · cites this paper as [10]

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The Delphi Technique
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The leaderless group discussion.
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EXTENDING THE MULTILEVEL THEORY OF TEAM DECISIC MAKING: EFFECTS OF FEEDBACK AND EXPERIENCE IN HIERARCHICAL TEAMS.
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Good probabilistic forecasters: The ‘consumer's’ perspective
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Beyond Global Measures of Relative Importance: Some Insights from Dominance Analysis
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Weighting and Trimming: Heuristics for Aggregating Judgments under Uncertainty
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The impact of task characteristics on the performance of structured group forecasting techniques
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The effects of asymmetry among advisors on the aggregation of their opinions
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Information search and presentation in advisor–client interactions
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The primacy of self‐referent information in perceptions of social consensus
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Intuitive Theories of Information: Beliefs about the Value of Redundancy
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Computer-assisted communication and team decision-making performance: the moderating effect of openness to experience.
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Using Advice and Assessing Its Quality
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Decision Accuracy in Computer-Mediated versus Face-to-Face Decision-Making Teams
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Return of the ego–Self-referent information as a filter for social prediction: comment on Karniol (2003)
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Differential feedback in two multiple-cue probability learning tasks
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Recruitment and Selection: Applicant Perspectives and Outcomes
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Combining advice: the weight of a dissenting opinion in the consensus
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Combining forecasts: What information do judges need to outperform the simple average?
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On the Importance of Random Error in the Study of Probability Judgment. Part I: New Theoretical Developments
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An Exploratory Study of Choice Rules Favored for High‐Stakes Decisions
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Improving Reliability of Judgmental Forecasts
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The effect of different forms of advice on the control of a simulated complex system
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Group Decision Making with Responses of a Quantitative Nature: The Theory of Social Decision Schemes for Quantities
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The Influence of Advisers on Foreign Policy Decision Making: An Experimental Study
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Averaging probability judgments: Monte Carlo analyses of asymptotic diagnostic value
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Information Sampling and Confidence Within Groups and Judge Advisor Systems
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Use of experts in complex decision making: A paradigm for the study of staff work
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Effects of judges' forecasting on their later combination of forecasts for the same outcomes
Harvey, N., & Harries, C. (2003) · International Journal of Forecasting · doi:10.1016/j.ijforecast.2003.09.012 · Cited by 69 · see citing works
Putting Personality in Social Context: Extraversion, Emergent Leadership, and the Availability of Rewards
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Directive Support, Nondirective Support, and Morale
Harber, K. D., Schneider, J. K., Everard, K. M., & Fisher, E. B. (2005) · Journal of Social and Clinical Psychology · doi:10.1521/jscp.2005.24.5.691 · Cited by 60 · see citing works
The Peer Advisor Experience Providing Social Support
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To Follow Expert Advice When Making a Decision: An Examination of Reactive Versus Reflective Autonomy
Koestner, R., Gingras, I., Abutaa, R., Losier, G. F., Dio, L. D., & Gagné, M. (1999) · Journal of Personality · doi:10.1111/1467-6494.00075 · Cited by 51 · see citing works
Advice giving and taking
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Antecedents of Leader Utilization of Staff Input in Decision-Making Teams
Phillips, J. M. (1999) · Organizational Behavior and Human Decision Processes · doi:10.1006/obhd.1998.2819 · Cited by 43 · see citing works
The Role of Individualism and the Five‐Factor Model in the Prediction of Performance in a Leaderless Group Discussion
Waldman, D. A., ATWATER, L. E., & Davidson, R. A. (2003) · Journal of Personality · doi:10.1111/j.0022-3506.2004.00254.x · Cited by 43 · see citing works
Expert Systems for Forecasting
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Weighting information from outside sources: a biased process
Luan, S., Sorkin, R. D., & Itzkowitz, J. (2004) · Journal of Behavioral Decision Making · doi:10.1002/bdm.464 · Cited by 41 · see citing works
Patients with Right Frontal Lesions are Unable to Assess and Use Advice to Make Predictive Judgments
Gómez-Beldarrain, M., Harries, C., García‐Moncó, J. C., Ballus, E., & Grafman, J. H. (2004) · Journal of Cognitive Neuroscience · doi:10.1162/089892904322755575 · Cited by 40 · see citing works
Hierarchical team decision making
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Tell Me Something I Don't Know
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Information search in judgment tasks: A regression model and some preliminary findings
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Judgment and Decision-Making Research: Relevance to Industrial and Organizational Psychology
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Development of Experience-Based Judgment and Decision Making: The Role of Outcome Feedback
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Taking advice, using information and knowing what you are doing
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Does matching up features mess up job choice? Boundary conditions on attribute‐salience effects
Slaughter, J. E., & Highhouse, S. (2002) · Journal of Behavioral Decision Making · doi:10.1002/bdm.428 · Cited by 23 · see citing works
Antecedents and consequences of unsolicited versus explicitly solicited advice
Gibbons, A. M., Sniezek, J. A., & Dalal, R. S. (2003) · PsycEXTRA Dataset · doi:10.1037/e683332011-016 · Cited by 22 · see citing works
Self-citation
Judgments of Decision Effectiveness: Actor-Observer Differences in Overconfidence
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Collecting information: Optimizing outcomes, screening options, or facilitating discrimination?
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A note on the predictive validity of initiating structure and consideration in ROTC training.
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A time of transition
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Note On the Reliability of Ratio Scores
Cronbach, L. J. (1943) · Educational and Psychological Measurement · doi:10.1177/001316444300300106 · Cited by 4 · see citing works
The 80/20 Rule and the Revision of Judgment in Light of Another's Opinion: Why do We Believe Ourselves so Much?
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Editorial: A time of transition
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Suspicious minds
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Social influence under uncertainty: Effects of evaluating typical and extreme advice on confidence
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Flagged first, then by citations

6 of the 171 references couldn’t be matched to a known paper.

Sorted by citations

Algorithm appreciation: People prefer algorithmic to human judgment
Logg, J. M., Minson, J. A., & Moore, D. A. (2019) · Organizational Behavior and Human Decision Processes · doi:10.1016/j.obhdp.2018.12.005 · Cited by 2,061 · see citing works
Overcoming Algorithm Aversion: People Will Use Imperfect Algorithms If They Can (Even Slightly) Modify Them
Dietvorst, B. J., Simmons, J. P., & Massey, C. (2018) · Management Science · doi:10.1287/mnsc.2016.2643 · Cited by 1,230 · see citing works
“For example, people often give less weight to other people’s advice than they should when left to their own devices (see Bonaccio & Dalal, 2006); however, it is possible that people will commit to using another person’s advice in a constrained manner.”
Background
Forecasting: theory and practice
Petropoulos, F., Apiletti, D., Assimakopoulos, V., Babai, M. Z., Barrow, D. K., Taieb, S. B., Bergmeir, C., Bessa, R., Bijak, J., Boylan, J., et al. (2020) · International Journal of Forecasting · doi:10.1016/j.ijforecast.2021.11.001 · Cited by 630 · see citing works
Almost human: Anthropomorphism increases trust resilience in cognitive agents.
de Visser, E. J., Monfort, S. S., McKendrick, R., Smith, M. A. B., McKnight, P. E., Krueger, F., & Parasuraman, R. (2016) · Journal of Experimental Psychology: Applied · doi:10.1037/xap0000092 · Cited by 614 · see citing works
The Next Generation of Research on IS Use: A Theoretical Framework of Delegation to and from Agentic IS Artifacts
Baird, A., & Maruping, L. M. (2021) · MIS Quarterly · doi:10.25300/misq/2021/15882 · Cited by 512 · see citing works
Making sense of recommendations
Yeomans, M., Shah, A., Mullainathan, S., & Kleinberg, J. (2019) · Journal of Behavioral Decision Making · doi:10.1002/bdm.2118 · Cited by 459 · see citing works
Not All Trust Is Created Equal: Dispositional and History-Based Trust in Human-Automation Interactions
Merritt, S. M., & Ilgen, D. R. (2008) · Human Factors: The Journal of the Human Factors and Ergonomics Society · doi:10.1518/001872008x288574 · Cited by 527 · see citing works
Effective forecasting and judgmental adjustments: an empirical evaluation and strategies for improvement in supply-chain planning
Fildes, R. A., Goodwin, P., Lawrence, M. J., & Nikolopoulos, K. I. (2009) · International Journal of Forecasting · doi:10.1016/j.ijforecast.2008.11.010 · Cited by 447 · see citing works
Managing to Stay in the Dark: Managerial Self-Efficacy, Ego Defensiveness, and the Aversion to Employee Voice
Fast, N. J., Burris, E. R., & Bartel, C. A. (2014) · Academy of Management Journal · doi:10.5465/amj.2012.0393 · Cited by 440 · see citing works
Strategies for revising judgment: How (and how well) people use others’ opinions.
Soll, J. B., & Larrick, R. P. (2009) · Journal of Experimental Psychology Learning Memory and Cognition · doi:10.1037/a0015145 · Cited by 420 · see citing works
Augmenting Medical Diagnosis Decisions? An Investigation into Physicians’ Decision-Making Process with Artificial Intelligence
Jussupow, E., Spohrer, K., Heinzl, A., & Gawlitza, J. (2021) · Information Systems Research · doi:10.1287/isre.2020.0980 · Cited by 422 · see citing works
Is Unbiased Financial Advice to Retail Investors Sufficient? Answers from a Large Field Study
Bhattacharya, U., Hackethal, A., Kaesler, S., Loos, B., & Meyer, S. (2012) · Review of Financial Studies · doi:10.1093/rfs/hhr127 · Cited by 383 · see citing works
Top Management Team Advice Seeking and Exploratory Innovation: The Moderating Role of TMT Heterogeneity
Alexiev, A. S., Jansen, J. J. P., Bosch, F. A. J. V. D., & Volberda, H. (2010) · Journal of Management Studies · doi:10.1111/j.1467-6486.2010.00919.x · Cited by 358 · see citing works
The relative influence of advice from human experts and statistical methods on forecast adjustments
Önkal, D., Goodwin, P., Thomson, M. E., Gonul, M. S., & Pollock, A. C. (2009) · Journal of Behavioral Decision Making · doi:10.1002/bdm.637 · Cited by 331 · see citing works
The detrimental effects of power on confidence, advice taking, and accuracy
See, K. E., Morrison, E. W., Rothman, N. B., & Soll, J. B. (2011) · Organizational Behavior and Human Decision Processes · doi:10.1016/j.obhdp.2011.07.006 · Cited by 338 · see citing works
Will Humans-in-the-Loop Become Borgs? Merits and Pitfalls of Working with AI
Fügener, A., Grahl, J., Gupta, A., & Ketter, W. (2021) · MIS Quarterly · doi:10.25300/misq/2021/16553 · Cited by 322 · see citing works
Technology-enabled value co-creation: An empirical analysis of actors, resources, and practices
Breidbach, C. F., & Maglio, P. P. (2016) · Industrial Marketing Management · doi:10.1016/j.indmarman.2016.03.011 · Cited by 310 · see citing works
Power, competitiveness, and advice taking: Why the powerful don’t listen
Tost, L. P., Gino, F., & Larrick, R. P. (2012) · Organizational Behavior and Human Decision Processes · doi:10.1016/j.obhdp.2011.10.001 · Cited by 294 · see citing works
Understanding algorithm aversion: When is advice from automation discounted?
Prahl, A., & Van Swol, L. (2017) · Journal of Forecasting · doi:10.1002/for.2464 · Cited by 308 · see citing works
Effects of task difficulty on use of advice
Francesca Gino, B., & Moore, D. A. (2006) · Journal of Behavioral Decision Making · doi:10.1002/bdm.539 · Cited by 274 · see citing works
The wisdom of select crowds.
Mannes, A. E., Soll, J. B., & Larrick, R. P. (2014) · Journal of Personality and Social Psychology · doi:10.1037/a0036677 · Cited by 265 · see citing works
Anxiety, advice, and the ability to discern: Feeling anxious motivates individuals to seek and use advice.
Francesca Gino, B., Brooks, A. W., & Schweitzer, M. E. (2011) · Journal of Personality and Social Psychology · doi:10.1037/a0026413 · Cited by 261 · see citing works
Construal Level Theory in Organizational Research
Wiesenfeld, B. M., Reyt, J.-N., Brockner, J., & Trope, Y. (2017) · Annual Review of Organizational Psychology and Organizational Behavior · doi:10.1146/annurev-orgpsych-032516-113115 · Cited by 239 · see citing works
Blind in one eye: How psychological ownership of ideas affects the types of suggestions people adopt
Baer, M., & Brown, G. (2012) · Organizational Behavior and Human Decision Processes · doi:10.1016/j.obhdp.2012.01.003 · Cited by 222 · see citing works
Biases in future-oriented Delphi studies: A cognitive perspective
Winkler, J., & Moser, R. (2016) · Technological Forecasting and Social Change · doi:10.1016/j.techfore.2016.01.021 · Cited by 219 · see citing works
The Persuasive Effect of Fox News: Non-Compliance with Social Distancing During the Covid-19 Pandemic
Simonov, A., Sacher, S., Dubé, J., & Biswas, S. (2020) · National Bureau of Economic Research · doi:10.3386/w27237 · Cited by 232 · see citing works
Three Challenges for AI-Assisted Decision-Making
Steyvers, M., & Kumar, A. (2024) · Perspectives on Psychological Science · doi:10.1177/17456916231181102 · Cited by 217 · see citing works
Smart People Ask for (My) Advice: Seeking Advice Boosts Perceptions of Competence
Brooks, A. W., Francesca Gino, B., & Schweitzer, M. E. (2015) · Management Science · doi:10.1287/mnsc.2014.2054 · Cited by 218 · see citing works
A Distinct Role of the Temporal-Parietal Junction in Predicting Socially Guided Decisions
Carter, R. M., Bowling, D. L., Reeck, C., & Huettel, S. A. (2012) · Science · doi:10.1126/science.1219681 · Cited by 238 · see citing works
The Influences of Message and Source Factors on Advice Outcomes
Feng, B., & MacGeorge, E. L. (2010) · Communication Research · doi:10.1177/0093650210368258 · Cited by 204 · see citing works
Improving the Delphi process: Lessons from social psychological research
Bolger, F., & Wright, G. (2011) · Technological Forecasting and Social Change · doi:10.1016/j.techfore.2011.07.007 · Cited by 201 · see citing works
Appropriate Reliance on AI Advice: Conceptualization and the Effect of Explanations
Schemmer, M., Kuehl, N., Benz, C., Bartos, A., & Satzger, G. (2023) · Proceedings of the 28th International Conference on Intelligent User Interfaces · doi:10.1145/3581641.3584066 · Cited by 208 · see citing works
Confirmation bias in the utilization of others’ opinion strength
Kappes, A., Harvey, A. H., Lohrenz, T., Montague, P. R., & Sharot, T. (2020) · Nature Neuroscience · doi:10.1038/s41593-019-0549-2 · Cited by 186 · see citing works
Adaptive social networks promote the wisdom of crowds
Almaatouq, A., Noriega-Campero, A., Alotaibi, A., Krafft, P. M., Moussaïd, M., & Pentland, A. (2020) · Proceedings of the National Academy of Sciences · doi:10.1073/pnas.1917687117 · Cited by 172 · see citing works
How Gullible are We? A Review of the Evidence from Psychology and Social Science
Mercier, H. (2017) · Review of General Psychology · doi:10.1037/gpr0000111 · Cited by 179 · see citing works
Do we listen to advice just because we paid for it? The impact of advice cost on its use
Francesca Gino, B. (2008) · Organizational Behavior and Human Decision Processes · doi:10.1016/j.obhdp.2008.03.001 · Cited by 173 · see citing works
Managerial overreliance on AI-augmented decision-making processes: How the use of AI-based advisory systems shapes choice behavior in R&D investment decisions
Keding, C., & Meissner, P. (2021) · Technological Forecasting and Social Change · doi:10.1016/j.techfore.2021.120970 · Cited by 168 · see citing works
Are We Wise About the Wisdom of Crowds? The Use of Group Judgments in Belief Revision
Mannes, A. E. (2009) · Management Science · doi:10.1287/mnsc.1090.1031 · Cited by 166 · see citing works
The Costs and Benefits of Calculation and Moral Rules
Bennis, W. M., Medin, D., & Bartels, D. M. (2010) · Perspectives on Psychological Science · doi:10.1177/1745691610362354 · Cited by 162 · see citing works
Expert biases in technology foresight. Why they are a problem and how to mitigate them
Bonaccorsi, A. J., Apreda, R., & Fantoni, G. (2019) · Technological Forecasting and Social Change · doi:10.1016/j.techfore.2019.119855 · Cited by 162 · see citing works
What types of advice do decision-makers prefer?
Dalal, R. S., & Bonaccio, S. (2010) · Organizational Behavior and Human Decision Processes · doi:10.1016/j.obhdp.2009.11.007 · Cited by 160 · see citing works
Self-citation
The Neural Basis of Following Advice
Biele, G., Rieskamp, J., Krugel, L. K., & Heekeren, H. R. (2011) · PLoS Biology · doi:10.1371/journal.pbio.1001089 · Cited by 157 · see citing works
No decision-maker is an Island: integrating expert advice with information acquisition
Schrah, G. E., Dalal, R. S., & Sniezek, J. A. (2006) · Journal of Behavioral Decision Making · doi:10.1002/bdm.514 · Cited by 155 · see citing works
Self-citation
Soliciting Resources from Others: An Integrative Review
Lim, J. H., Tai, K., Bamberger, P. A., & Morrison, E. W. (2019) · Academy of Management Annals · doi:10.5465/annals.2018.0034 · Cited by 152 · see citing works
How Do Auditors Weight Informal Contrary Advice? The Joint Influence of Advisor Social Bond and Advice Justifiability
Kadous, K., Leiby, J., & Peecher, M. E. (2013) · The Accounting Review · doi:10.2308/accr-50529 · Cited by 136 · see citing works
Humans rely more on algorithms than social influence as a task becomes more difficult
Bogert, E., Schecter, A., & Watson, R. T. (2021) · Scientific Reports · doi:10.1038/s41598-021-87480-9 · Cited by 144 · see citing works
Desirability bias in foresight: Consequences for decision quality based on Delphi results
Ecken, P., Gnatzy, T., & von der Gracht, H. A. (2011) · Technological Forecasting and Social Change · doi:10.1016/j.techfore.2011.05.006 · Cited by 140 · see citing works
"I'm Not Sure, But...": Examining the Impact of Large Language Models' Uncertainty Expression on User Reliance and Trust
Kim, S. S. Y., Liao, Q. V., Vorvoreanu, M., Ballard, S., & Vaughan, J. W. (2024) · The 2024 ACM Conference on Fairness Accountability and Transparency · doi:10.1145/3630106.3658941 · Cited by 147 · see citing works
Expert Financial Advice Neurobiologically “Offloads” Financial Decision-Making under Risk
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Authors: Bonaccio, S., & Dalal, R. S.
Affiliations: Purdue University West Lafayette (US)
Corresponding author: Bonaccio, Silvia
ORCID: Bonaccio, Silvia
Dalal, Reeshad S.
Venue: Organizational Behavior and Human Decision Processes
Publisher: Elsevier BV
Published: 2006-11
Volume: 101
Issue: 2
Pages: 127-151
ISSN: 0749-5978 (ISSN-L)
DOI: 10.1016/j.obhdp.2006.07.001
OpenAlex: W2148237550
Cited by: 1,011
References: 171
Citations by year: 2026: 91 · 2025: 95 · 2024: 71 · 2023: 66 · 2022: 67 · 2021: 72 · 2020: 59 · 2019: 66 · 2018: 54 · 2017: 58 · 2016: 46 · 2015: 53 · 2014: 41 · 2013: 34 · 2012: 54
FWCI: 6.86
Type: journal article
Language: en
Open access: closed
Licence: www.elsevier.com/tdm/userlicense/1.0/ (tdm)
Locations: Organizational Behavior and Human Decision Processes (publishedVersion)
RePEc: Research Papers in Economics (submittedVersion)
Topics: Social Sciences › Decision Sciences › General Decision Sciences › Decision-Making and Behavioral Economics
Social Sciences › Decision Sciences › Management Science and Operations Research › Leadership, Behavior, and Decision-Making Studies
Social Sciences › Psychology › Social Psychology › Team Dynamics and Performance
Keywords: advice taking, advice-giving, decision-making, decision accuracy, confidence, organizational behavior

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