Power and Spending on Oneself Versus Others: From Psychological to Economic Value

David Dubois, Northwestern University, USA
Derek D. Rucker, Northwestern University, USA
Adam D. Galinsky , Northwestern University, USA
Power, defined as asymmetric control in relationships, signals self-importance and thus that one’s self is more valuable. In contrast, states of powerlessness increase one’s feeling of dependence on others, leading others to be more valued. These differences in turn led the powerful (powerless) to spend more on one’s self (others).
[ to cite ]:
David Dubois, Derek D. Rucker, and Adam D. Galinsky (2011) ,"Power and Spending on Oneself Versus Others: From Psychological to Economic Value", in NA - Advances in Consumer Research Volume 38, eds. Darren W. Dahl, Gita V. Johar, and Stijn M.J. van Osselaer, Duluth, MN : Association for Consumer Research.