The powerful select, the powerless reject: Power's influence in decision strategies

Mourali, Mehdi; Nagpal, Anish

doi:10.1016/j.jbusres.2011.12.005

Cited by 35 publications

(25 citation statements)

References 40 publications

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“…Participants' sense of power was manipulated using a mind-set priming technique adapted from previous research (Galinsky, Gruenfeld, and Magee 2003;Mourali and Nagpal 2013;Smith and Bargh 2008). Those assigned to the highpower condition were instructed to do the following:…”

Section: Methodsmentioning

confidence: 99%

The Dual Role of Power in Resisting Social Influence

Mourali¹,

Yang²

2013

J Consum Res

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Section: Methodsmentioning

confidence: 99%

The Dual Role of Power in Resisting Social Influence

Mourali¹,

Yang²

2013

J Consum Res

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“…Anderson and Galinsky (2006) show that high-power individuals are more likely to engage in risky behaviors because of enhanced optimism about risks (e.g., unprotected sex). Mourali and Nagpal (2013) conclude that high-power consumers tend to focus on positive product features and adopt a choosing strategy (i.e., select a preferred option), whereas low-power consumers focus on negative features and adopt a rejecting strategy (i.e., fail to purchase the product or service). Rucker and Galinsky (2009) demonstrate that low-power consumers are more likely to have a strong desire to acquire products (which are associated with status) to compensate for their lack of power, while high-power consumers are not heavily influenced by such a desire.…”

Section: Literature Reviewmentioning

confidence: 92%

“…The effects of power on human behavior have been extensively studied in the psychology and sociology literature (e.g., Anderson and Berdahl 2002; Galinsky, Gruenfeld, and Magee 2003). Similarly, the role of power on consumer behavior has been investigated in a variety of contexts: power shapes not only consumers’ information processing (e.g., Anderson and Galinsky 2006; Mourali and Nagpal 2013) but also their behaviors (e.g., Garbinsky, Klesse, and Aaker 2014; Rucker, Galinsky, and Dubois 2012).…”

Section: Literature Reviewmentioning

confidence: 99%

The Role of Power and Incentives in Inducing Fake Reviews in the Tourism Industry

Choi

Mattila

Hoof

et al. 2016

Journal of Travel Research

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As online reviews have become increasingly prevalent in recent years and their influence on consumers’ purchasing decisions has grown exponentially, some companies have begun to ask people to write fake reviews about their businesses or their competitors while offering compensation in return. This process has drawn the attention of regulators because it knowingly misleads consumers. This article reports on two studies that looked at the effect of two types of incentives (self-benefiting or charitable) on individuals’ intentions to write fake reviews and examined the moderating role of a person’s sense of power on his or her propensity to post a fake review. The study findings indicate that powerless individuals are more likely to post a fake review when presented with a monetary incentive rather than a charity incentive, while powerful individuals are not impacted by incentive type. Moreover, when asked to post negative fake reviews about competitors, such effects are mitigated.

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“…For example, when the goal of a person is to buy a mobile phone for business, he or she focuses on business-use mobile plans in the choice task and on student-use mobile plans in the rejection task (Laran and Wilcox 2011). Mourali and Nagpal (2013) argued that people with high power are more likely to focus on the positive side of options, which results in option selection. By contrast, those with low power tend to focus on the negative side of options, thereby resulting in option rejection.…”

Section: Theoretical Frameworkmentioning

confidence: 99%

Influence of Choice Architecture on the Preference for a Pro-Environmental Hotel

Kim

Lee

et al. 2019

Journal of Travel Research

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This research examines a contextual trigger, namely, choice architecture, which induces pro-environmental behavior among travelers. In particular, we test whether decision modes (choice vs. rejection) affect travelers’ preference for a sustainable hotel over a less sustainable one, and if yes, how moral hypocrisy mediates the link between decision modes and preference. Results of a series of five experimental studies show that choice decision mode has increased travelers’ preference for a pro-environmental hotel, which is mediated by different types of information processing (elaborate vs. deliberative processing), thereby refuting the potential alternative explanations (i.e., mood) of the findings. This article contributes to the literature by introducing a critical factor, namely, choice architecture, which significantly affects travelers’ preferences for pro-environmental hotels. The implications of the findings are discussed for both practitioners and researchers.

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The powerful select, the powerless reject: Power's influence in decision strategies

Cited by 35 publications

References 40 publications

The Dual Role of Power in Resisting Social Influence

The Dual Role of Power in Resisting Social Influence

The Role of Power and Incentives in Inducing Fake Reviews in the Tourism Industry

Influence of Choice Architecture on the Preference for a Pro-Environmental Hotel

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