The impact of power on reliance on feelings versus reasons in decision making

Author

Yunhui HUANG
Hannah H. CHANG, Singapore Management UniversityFollow
Jiewen HONG

Publication Type

Presentation

Publication Date

10-2016

Abstract

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.

Discipline

Human Resources Management | Organizational Behavior and Theory

Research Areas

Marketing

Publication

The 2016 Annual Association for Consumer Research Conference

Publisher

Elsevier

City or Country

Berlin, Germany

Citation

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.
Available at: https://ink.library.smu.edu.sg/lkcsb_research/5146

Creative Commons License

This work is licensed under a Creative Commons Attribution-NonCommercial-No Derivative Works 4.0 International License.

Comments

Power and Reliance on Feelings versus Reasons in Consumer Decisions (with Yunhui Huang and Jiewen Hong), October 2016 Annual Association for Consumer Research Conference, Berlin, Germany.