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 that people in high- (low-) power states are more likely to rely on affective feelings (cognitive reasoning) in making judgments and decisions.
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| Main Authors: | , , |
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| Format: | text |
| Language: | English |
| Published: |
Institutional Knowledge at Singapore Management University
2015
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| Subjects: | |
| Online Access: | https://ink.library.smu.edu.sg/lkcsb_research/5754 https://ink.library.smu.edu.sg/context/lkcsb_research/article/6753/viewcontent/apacr_vol11_1018783.pdf |
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| Institution: | Singapore Management University |
| Language: | English |