The Influence of Decision Commitment and Decision Guidance on Directing Decision Aid Recommendations‪.‬

ABSTRACT This study considers factors that influence whether decision-aid users direct decision aid recommendations toward their prior beliefs. Desiring to confirm their beliefs, decision aid users may seek to direct decision aid recommendations toward their prior opinions. Cognitive dissonance theory suggests that this is more likely to occur when users are strongly committed to their opinions. However, if decision-makers receive guidance from a decision aid, they may be less likely to direct decision aid recommendations toward their prior belief. In the first of two experiments, professional auditors were more likely to direct decision aid recommendations if they were committed to a decision before using the aid. In the second experiment, graduate business students were more likely to accept a decision aid's initial recommendation when the decision aid provided guidance. However, the decision aid guidance did not stop users from directing the decision aid recommendation toward their prior belief; rather, it appeared to influence users who otherwise would have shifted away from both the decision aid recommendation and their own prior belief. This study contributes to research on decision aid use by finding that both professional and nonprofessional decision aid users direct decision aid recommendations toward their prior belief, and that they are influenced by the degree of their decision commitment and the guidance they receive from the decision aid.