Captivated By Change: a Motivational Consequence of Feeling Powerless

Low-power states are found to enhance consumers’ preference for change-signaling messages and/or products. This effect is stronger among entity theorists that hold, or have primed, the belief that their low-power state may not change. That is, when people view their states as fixed, they seek change in power-irrelevant domains.


Alison Jing Xu, Sharon Shavitt, and Derek Rucker (2017) ,"Captivated By Change: a Motivational Consequence of Feeling Powerless", in NA - Advances in Consumer Research Volume 45, eds. Ayelet Gneezy, Vladas Griskevicius, and Patti Williams, Duluth, MN : Association for Consumer Research, Pages: 324-329.


Alison Jing Xu, University of Minnesota, USA
Sharon Shavitt, University of Illinois at Urbana-Champaign, USA
Derek Rucker, Northwestern University, USA


NA - Advances in Consumer Research Volume 45 | 2017

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