کد مقاله | کد نشریه | سال انتشار | مقاله انگلیسی | نسخه تمام متن |
---|---|---|---|---|
1017866 | 940319 | 2013 | 7 صفحه PDF | دانلود رایگان |
![عکس صفحه اول مقاله: The powerful select, the powerless reject: Power's influence in decision strategies The powerful select, the powerless reject: Power's influence in decision strategies](/preview/png/1017866.png)
This research examines the influence of power on consumer decision strategies. It proposes that high power directs consumers' attention to options' positive features, making choosing a more preferred strategy than rejecting, whereas low power shifts consumers' focus to negative features, making rejecting a more preferred strategy than choosing. Two studies using different manipulations of power provide consistent support for this effect. The results also indicate that consumers in a state of high power are more satisfied with their choices when they adopt a choosing strategy than when they adopt a rejecting strategy, whereas the opposite is true for consumers in a state of low power. In addition, study 2 shows that the previous effects are reduced when consumers' sense of responsibility is made salient.
Journal: Journal of Business Research - Volume 66, Issue 7, July 2013, Pages 874–880