Authors
Derek D Rucker, Adam D Galinsky, David Dubois
Publication date
2012/7/1
Source
Journal of Consumer Psychology
Volume
22
Issue
3
Pages
352-368
Publisher
No longer published by Elsevier
Description
The current paper reviews the concept of power and offers a new architecture for understanding how power guides and shapes consumer behavior. Specifically, we propose that having and lacking power respectively foster agentic and communal orientations that have a transformative impact on perception, cognition, and behavior. These orientations shape both who and what consumers value. New empirical evidence is presented that synthesizes these findings into a parsimonious account of how power alters consumer behavior as a function of both product attributes and recipients. Finally, we discuss future directions to motivate and guide the study of power by consumer psychologists.
Total citations
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