Power and consumer behavior: How power shapes who and what consumers value

By Derek D. Rucker, Adam D. Galinsky, David Dubois. 2012

437 citations recorded by the source corpus.

Subfields: Marketing, Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/9e2154e6464a08bf5395653a585795bc2083a80c

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Citations in the corpus

Consumer conviction and commitment: An appraisal-based framework for attitude certainty (2014, background): “That is, although power need not affect mood per se (for a review see Rucker et al., 2012) feeling powerful might lead individuals to feel good about their attitudes because power is associated with a sense of control, which is typically a desirable feeling.”
“Alexa, order me a pizza!”: The mediating role of psychological power in the consumer–voice assistant interaction (2021, methodology): “For instance, consumers in low power states indicate less willingness to purchase using a VA, while those in high power states tend to assume agentic orientations, adopting more proactive and dominant roles, culminating with the finalization of purchase (Rucker et al., 2012).”
The dysfunctions of power in teams: A review and emergent conflict perspective (2017, background): “…shows that when power is salient, individuals help each other carve out unique identities (i.e. “ the poor are happier ” , e.g., Kay & Jost, 2003; Rucker et al., 2012), and create an optimal differentiation in the team which can improve members ’ self-esteem and thereby cooperation (Brewer,…”
Perils of Compensatory Consumption: Within-Domain Compensation Undermines Subsequent Self-Regulation (2015, background): “Our findings that within-domain compensation may undermine self-regulation may at first blush seem inconsistent with some prior results that suggest that within-domain compensation can restore one’s sense of self (experiment 1 in Dalton 2008; experiment 3 in Gao et al. 2009; Rucker et al. 2012).”
No Small Matter: How Company Size Affects Consumer Expectations and Evaluations (2019, methodology): “…nloaded from https://academ ic.oup.com /jcr/advance-article-abstract/doi/10.1093/jcr/ucy042/4993695 by U niversity of Toronto user on 14 Septem ber 2018 powerful can remain independent from the influence of others and have the freedom to pursue their own interests (Kipnis 1972; Rucker et al. 2012).”