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.

External URL

http://www.acrwebsite.org/volumes/ap11/apacr_vol11_1018783.pdf

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.