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Trust In Self, Trust In Others: The Impact Of Emotions On Advice Behavior, Benjamin Slade

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This dissertation proposes that task-specific self-confidence, trust in motives, and trust in competency are the three main drivers for advice use and willingness to pay for advice. After developing this general argument, the paper then focuses on how emotions influence advice use and willingness to pay for advice. Furthermore, this paper argues that the influence of emotions on advice is partially mediated by task specific self-confidence, trust in motives, and trust in competency. This model elaborates on the underlying emotional mechanisms which may guide the mediation paths, and then tests this expected pattern with four different incidental emotions; regret, pride, …