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First, suspicious decision makers were predicted to accept less advice from all advisors and be no more likely to detect advisors\u2019 motives than nonsuspicious decision makers. Second, suspicious decision makers were predicted to be better able to detect the motives of advisors and accept less advice from the advisor with the persuasive motive than nonsuspicious decision makers. The first hypothesis was supported. The persuasive advisor had significantly higher confidence than the quality advisor on the rankings used to give advice, although not on private rankings. Advisors\u2019 confidence on these rankings fully mediated their influence on the decision maker.<\/jats:p>","DOI":"10.1177\/0093650209346803","type":"journal-article","created":{"date-parts":[[2009,10,7]],"date-time":"2009-10-07T22:35:58Z","timestamp":1254954958000},"page":"857-873","source":"Crossref","is-referenced-by-count":42,"title":["The Effects of Confidence and Advisor Motives on Advice Utilization"],"prefix":"10.1177","volume":"36","author":[{"given":"Lyn M.","family":"Van Swol","sequence":"first","affiliation":[{"name":"University of Wisconsin-Madison,"}],"role":[{"role":"author","vocabulary":"crossref"}]}],"member":"179","published-online":{"date-parts":[[2009,10,7]]},"reference":[{"key":"atypb1","doi-asserted-by":"publisher","DOI":"10.1037\/0022-3514.51.6.1173"},{"key":"atypb2","doi-asserted-by":"publisher","DOI":"10.1207\/s15327957pspr1003_2"},{"key":"atypb3","doi-asserted-by":"publisher","DOI":"10.1016\/S0001-6918(00)00037-8"},{"key":"atypb4","doi-asserted-by":"publisher","DOI":"10.1111\/j.1468-2885.1996.tb00127.x"},{"key":"atypb5","unstructured":"Buller, D.B. & Hunsaker, F. 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