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
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.
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