Generous Paupers and Stingy Princes: Power Drives Consumer Spending on Self versus Others

By Derek D. Rucker, David Dubois, Adam D. Galinsky. 2011

327 citations recorded by the source corpus.

Subfields: Marketing, Safety Research, Social Psychology

View Paper: https://www.semanticscholar.org/paper/a71b9ce6ced59f7054f311914da65f1498c4c1cf

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Citations in the corpus

Dynamics of Communicator and Audience Power: The Persuasiveness of Competence versus Warmth (2016, result): “Although power does not typically affect mood (Briñol et al. 2007; Rucker et al. 2011; Smith and Galinsky 2010; Smith and Trope 2006), we measured and controlled for differences in mood given prior research documents that mood can affect the messages communicators generate (Bohner and Schwarz…”
To Be or Not to Be Unique? The Effect of Social Exclusion on Consumer Choice (2014, methodology): “After completing the reading of the story, participants were asked to describe their feelings in detail as if they were experiencing the incident in the story, a procedure adapted from past research (Rucker, Dubois, and Galinsky 2011) to strengthen the manipulation.”
The Compensatory Consumer Behavior Model: How self-discrepancies drive consumer behavior (2017, unknown): “In addition, in an experiment reported by Rucker, Dubois, and Galinsky (2011), individuals in a low-power condition reported feeling more powerful after receiving a pen associated with status, but they did not feel any more powerful after receiving a pen associated with quality.”
Power and consumer behavior: How power shapes who and what consumers value (2012, methodology): “Indeed, Rucker et al. (2011b) found that individuals in a state of low-power desired high-status objects more than individuals placed in a high-power state, but this effect was strongest for individuals with a high generalized sense of power (i.e., chronic power, see Anderson & Galinsky, 2006).”
“Alexa, order me a pizza!”: The mediating role of psychological power in the consumer–voice assistant interaction (2021, background): “…experiencing a lower sense of power view themselves as more dependent on others (Rucker & Galinsky, 2016), spend more money on others than themselves (Rucker et al., 2011), and place more emphasis on visible or conspicuous consumption to signal their status to others (Rucker & Galinsky, 2009).”
The impact of IT capabilities on firm performance: The mediating roles of absorptive capacity and supply chain agility (2013, unknown): “Given that the market has become increasingly uncertain, managers now consider creating flexible IT infrastructure as a critical capability that allows firms to achieve superior performance [56].”