Abstract
This research examines the impact of power on consumer decision making. We hypothesize that consumers in high- (vs. low-) power state are more likely to rely on affective feelings (vs. cognitive reasoning) in decision making. Five experiments provide convergent evidence using different operationalizations of feeling based versus reason-based decision making.
| Original language | English |
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| Title of host publication | Proceedings of Advances in Consumer Research, ACR 2016 |
| Editors | Page Moreau, Stefano Puntoni |
| Publisher | Association for Consumer Research |
| Pages | 490-492 |
| Number of pages | 3 |
| ISBN (Print) | 9780915552245 |
| Publication status | Published - Oct 2016 |
| Event | 47th Annual Conference of the Association for Consumer Research - Maritim Hotel, Berlin, Germany Duration: 27 Oct 2016 → 30 Oct 2016 https://acr.memberclicks.net/assets/docs/2016vol44.pdf (Conference proceeding) |
Publication series
| Name | Advances in Consumer Research |
|---|---|
| Volume | 44 |
Conference
| Conference | 47th Annual Conference of the Association for Consumer Research |
|---|---|
| Abbreviated title | ACR 2016 |
| Country/Territory | Germany |
| City | Berlin |
| Period | 27/10/16 → 30/10/16 |
| Internet address |
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