The limited effects of power on satisfaction with joint consumption decisions

Published on Jul 1, 2011in Journal of Consumer Psychology3.33
· DOI :10.1016/J.JCPS.2011.03.006
Robert J. Fisher29
Estimated H-index: 29
(U of A: University of Alberta),
Yany Grégoire20
Estimated H-index: 20
(HEC Montréal),
Kyle B. Murray18
Estimated H-index: 18
Sources
Abstract
We conduct three experiments in which participants in dyads choose between two restaurants, each of which is preferred by only one participant, and one participant has the power to decide which restaurant both will patronize. We find that the power to make a joint decision increases satisfaction with the choice only when those involved have a competitive decision orientation, a weak or anonymous relationship, and the outcome they choose is subsequently available. Participants who have a cooperative orientation are satisfied whether or not they have power and whether or not the resulting choice is consistent with their initial preferences.
📖 Papers frequently viewed together
References49
Newest
#1Carlos J. TorelliH-Index: 20
#2Sharon Shavitt (UIUC: University of Illinois at Urbana–Champaign)H-Index: 36
Five studies indicate that conceptualizations of power are important elements of culture and serve culturally relevant goals. These studies provide converging evidence that cultures nurture different views of what is desirable and meaningful to do with power. Vertical individualism is associated with a conceptualization of power in personalized terms (i.e., power is for advancing one’s personal status and prestige), whereas horizontal collectivism is associated with a conceptualization of power ...
Source
The present research investigated the relation between autonomy (i.e., freedom of choice) and procedural justice. Three studies tested the hypothesis that people would be particularly sensitive to the fairness of decision-making procedures when they experience deprivation of autonomy needs. Study 1 indicated that procedural justice judgments indeed were influenced more strongly by variations in decision-making procedures among participants who experienced little autonomy in their life. In Study ...
Source
#1Derek D. Rucker (NU: Northwestern University)H-Index: 53
#2Adam D. Galinsky (NU: Northwestern University)H-Index: 108
Three experiments examine how power affects consumers' spending propensities. By integrating literatures suggesting that (a) powerlessness is aversive, (b) status is one basis of power, and (c) products can signal status, the authors argue that low power fosters a desire to acquire products associated with status to compensate for lacking power. Supporting this compensatory hypothesis, results show that low power increased consumers' willingness to pay for auction items and consumers' reservatio...
Source
#2Richard K. MillerH-Index: 1
#1Simona Botti (Cornell University)H-Index: 14
#2Ann L. McGill (U of C: University of Chicago)H-Index: 24
Prior research has found differences in satisfaction for choosers and nonchoosers of the same outcome. Two studies show that differentiability of the choice-set options moderates this effect. When options are more differentiated, choice enhances consumers' satisfaction with positive and dissatisfaction with negative outcomes; when options are less differentiated, choosers experience the same level of satisfaction as nonchoosers, regardless of the option valence. We test the hypothesis that the e...
Source
#1Robert J. Fisher (UWO: University of Western Ontario)H-Index: 29
#2Yany Grégoire (WSU: Washington State University)H-Index: 20
The research develops and tests a model of gender differences on the effects of competition and cooperation on decision satisfaction. It was hypothesized and found that males’ satisfaction is dependent on their ability to impose their preferences on their female counterpart within a mixed-gender dyad. In contrast, females’ satisfaction is only affected by the degree to which dyad members behave cooperatively. The model is tested within the context of 76 mixed-gender dyads that are in an establis...
Source
#1Diederik A. Stapel (UG: University of Groningen)H-Index: 49
#2Willem Koomen (UvA: University of Amsterdam)H-Index: 28
Four studies were conducted to test the notion that whether one competes against or cooperates with a comparison target can serve as an important determinant of the direction (contrast or assimilation) of self-evaluative social comparison effects. In Study 1, cooperative-competitive orientation was treated as an individual difference variable, and it was shown that social comparison led to contrast for individuals with a more competitive orientation, whereas assimilation occurred for individuals...
Source
#1Simona Botti (U of C: University of Chicago)H-Index: 14
#2Sheena S. lyengar (Columbia University)H-Index: 1
This empirical investigation tested the hypothesis that the benefits of personal choosing are restricted to choices made from among attractive alternatives. Findings from vignette and laboratory studies show that contrary to people’s self-predictions prior to actually choosing, choosers only proved more satisfied than nonchoosers when selecting from among more preferred alternatives. When selecting from among less preferred alternatives, nonchoosers proved more satisfied with the decision outcom...
Source
#1Chenting Su (CityU: City University of Hong Kong)H-Index: 26
#2Edward F. Fern (VT: Virginia Tech)H-Index: 15
Last. Keying Ye (VT: Virginia Tech)H-Index: 16
view all 3 authors...
Abstract The authors examine family purchase-decision dynamics to shed light on enhancing marketing communication effectiveness. In particular, the authors are interested in understanding the temporal nature of spousal behavioral interaction in family decision making to help marketers target communication messages, shape brand choice, and guide personal selling activities. The authors calibrate a dynamic simultaneous equations model to investigate spousal family purchase-decision behavior: What ...
Source
#1Dacher KeltnerH-Index: 106
#2Deborah H. Gruenfeld (Stanford University)H-Index: 25
Last. Cameron AndersonH-Index: 34
view all 3 authors...
This article examines how power influences behavior. Elevated power is associated with increased rewards and freedom and thereby activates approach-related tendencies. Reduced power is associated with increased threat, punishment, and social constraint and thereby activates inhibition-related tendencies. The authors derive predictions from recent theorizing about approach and inhibition and review relevant evidence. Specifically, power is associated with (a) positive affect, (b) attention to rew...
Source
Cited By10
Newest
#1Zhen Li (Texas Woman's University)
#2Soochan Choi (UTEP: University of Texas at El Paso)
Last. Jeffrey Yi-Lin Forrest (SRU: Slippery Rock University of Pennsylvania)H-Index: 18
view all 3 authors...
Source
Consumer decision-making studies has been largely investigated within the context of tourism marketing, however research on couples’ vacation decision making remains partially understood. Studies h...
Source
#1Michael Lowe (Georgia Institute of Technology)H-Index: 5
#2Hristina Nikolova (BC: Boston College)H-Index: 7
Last. Sara Loughran Dommer (Georgia Institute of Technology)H-Index: 5
view all 4 authors...
Source
#1Eugenia C. Wu (University of Pittsburgh)H-Index: 6
#2Sarah G. Moore (U of A: University of Alberta)H-Index: 14
Last. Gavan J. Fitzsimons (Duke University)H-Index: 45
view all 3 authors...
This research examines how consumers make unilateral decisions on behalf of the self and multiple others, in situations where the chosen option will be shared and consumed jointly by the group—for instance, choosing wine for the table. Results across six studies using three different choice contexts (wine, books, and movies) demonstrate that such choices are shaped by the decision-maker’s self-construal (independent vs. interdependent) and by the size of the group being chosen for (large vs....
Source
#1Ximena Garcia-Rada (Harvard University)H-Index: 7
#2Lalin Anik (UVA: University of Virginia)H-Index: 6
Last. Dan Ariely (Duke University)H-Index: 94
view all 3 authors...
Across three studies, we investigate how consumers in romantic relationships make decisions when choosing an item to share with their partner. We show that consumers will forgo their preferred alternative for an option that is more aligned with the preferences of their partner when consuming the same item together vs. separately. We theorize and show that when consuming together (vs. separately), consumers’ purchase motivation shifts from being utilitarian (e.g., satisfying one’s hunger) to hedo...
Source
#1Elder Semprebon (UFPR: Federal University of Paraná)H-Index: 5
#2Paulo Henrique Muller Prado (UFPR: Federal University of Paraná)H-Index: 9
Belonging to the area of research concerning the relationship between consumers and brands, the objective of this study is to investigate the influence of brand power on consumers’ sense of power and the roles of dependency and trust as mediating and moderating variables, respectively, in this relationship. The first hypothesis states that in the presence of brands with high power, consumers will have the perception of low personal power. For a better understanding of this phenomenon, dependence...
Source
Source
#1André Marchand (WWU: University of Münster)H-Index: 9
Purpose – This study aims to develop a new general framework of the challenges for decision making in groups. Unlike most research focused on individual consumption, this study takes a broader perspective on joint consumption. Design/methodology/approach – The conceptual framework and the developed research questions are based on an extensive literature review. Findings – This research identifies five major challenges for group decisions: allocation of responsibilities, preference prediction, pr...
Source
Purpose – The role of call-centres during service recovery has attracted much attention in research. However, marketers know less about controlling customers during recovery interactions and consequences of such control. In order to address this gap and empirically ascertain whether service interactions are marked by customer centricity or by employees exerting control over customers, the aim of the authors was to organise an empirical research in two Brazilian call-centres. Design/methodology/a...
Source
Previous research suggests that social influence and social prediction (i.e., how would others behave in a similar situation?) can have a profound impact on individuals’ consumption patterns. Despite the popularity of the social aspect of decision making in consumer research, there are certain topics that received very little attention to date. In my dissertation, I explore three such underresearched topics, namely (1) the effect of the presence of an accompanying friend on consumer spending, (2...
This website uses cookies.
We use cookies to improve your online experience. By continuing to use our website we assume you agree to the placement of these cookies.
To learn more, you can find in our Privacy Policy.