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

Author

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

Publication Type

Conference Proceeding Article

Publication Date

6-2015

Abstract

We examine the impact of power on consumer decision making. Results from four experiments provide converging evidence that people in high- (low-) power states are more likely to rely on affective feelings (cognitive reasoning) in making judgments and decisions.

Discipline

Marketing

Research Areas

Marketing

Publication

AP - Asia-Pacific Advances in Consumer Research

Volume

11

First Page

156

Last Page

157

ISBN

978-0-915552-76-4

Publisher

Association for Consumer Research

City or Country

Hong Kong

Citation

HUANG, Yunhui; HONG, Jiewen; and CHANG, Hannah H.. The impact of power on reliance on feelings versus reasons in decision making. (2015). AP - Asia-Pacific Advances in Consumer Research. 11, 156-157.
Available at: https://ink.library.smu.edu.sg/lkcsb_research/5754

Creative Commons License

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

Additional URL

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