We examine the impact of power on consumer decision making. Results from four experiments provide converging evidence thatpeople in high- (low-) power states are more likely to rely on affective feelings (cognitive reasoning) in making judgments anddecisions.
Human Resources Management | Organizational Behavior and Theory
The 2016 Annual Association for Consumer Research Conference
City or Country
HUANG, Yunhui; CHANG, Hannah H.; and HONG, Jiewen.
The impact of power on reliance on feelings versus reasons in decision making. (2016). The 2016 Annual Association for Consumer Research Conference. Research Collection Lee Kong Chian School Of Business.
Available at: http://ink.library.smu.edu.sg/lkcsb_research/5146
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