The contextual effects of advice solicitation on advice outcomes: The role of perceived face threats and psychological reactance

This research examines how two contextual factors – verbal solicitation of advice and latent receptiveness to advice – affect advice outcomes, and whether these effects are mediated through perceived face threats. A survey of recent advice-receiving interactions (Study 1) and a hypothetical scenario study (Study 2) were conducted to examine recipient outcomes. When recipients wanted some advice, advice outcomes were more desirable. A significant interaction between the two factors suggests that individuals who received unsolicited advice evaluated the received advice as lower in utility and were less likely to implement it than those who received solicited advice – but only when the receptiveness to advice was absent. Negative face threats played a mediating role. Implications for advice response theory are discussed.