Power and consumer behavior: How power shapes who and what consumers value - HEC Paris - École des hautes études commerciales de Paris
Article Dans Une Revue Journal of Consumer Psychology Année : 2012

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

Résumé

The current paper reviews the concept of power and offers a new architecture for understanding how power guides and shapes consumer behavior. Specifically, we propose that having and lacking power respectively foster agentic and communal orientations that have a transformative impact on perception, cognition, and behavior. These orientations shape both who and what consumers value. New empirical evidence is presented that synthesizes these findings into a parsimonious account of how power alters consumer behavior as a function of both product attributes and recipients. Finally, we discuss future directions to motivate and guide the study of power by consumer psychologists.

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Dates et versions

hal-00724231 , version 1 (20-08-2012)

Identifiants

Citer

Derek D. Rucker, Adam D. Galinsky, David Dubois. Power and consumer behavior: How power shapes who and what consumers value. Journal of Consumer Psychology, 2012, 22 (3), pp.352-368. ⟨10.1016/j.jcps.2011.06.001⟩. ⟨hal-00724231⟩

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