Power and Spending on Oneself Versus Others: From Psychological to Economic Value
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).
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.
David Dubois, Northwestern University, USA
Derek D. Rucker, Northwestern University, USA
Adam D. Galinsky , Northwestern University, USA
NA - Advances in Consumer Research Volume 38 | 2011
Signaling Fun: Anticipated Sharing Leads to Hedonic Choice
Nicole Kim, University of Maryland, USA
Rebecca Ratner, University of Maryland, USA
Enhancing Perceptions toward In-Home Artificial Intelligence Devices through Trust: Anthropomorphism and Non-Branded Device Messages
Seth Ketron, East Carolina University
Brian Taillon, East Carolina University
Christine Kowalczyk, East Carolina University
L5. Understanding the components and effects of the Omnichannel Seamless Experience.
PAULA RODRÍGUEZ-TORRICO, Universidad de Burgos (Spain)
Lauren Trabold, Manhattan College
Sonia San-Martín, University of Burgos (Spain)
Rebeca San José, University of Valladolid (Spain)