The impact of power on reliance on feelings versus reasons in decision making
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.
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| Main Authors: | , , |
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| Format: | text |
| Language: | English |
| Published: |
Institutional Knowledge at Singapore Management University
2016
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| Subjects: | |
| Online Access: | https://ink.library.smu.edu.sg/lkcsb_research/5146 https://ink.library.smu.edu.sg/context/lkcsb_research/article/6145/viewcontent/v44_acr_vol44_1021422.pdf |
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| Institution: | Singapore Management University |
| Language: | English |