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The limited effects of power on satisfaction with joint consumption decisions
Author(s) -
Fisher Robert J.,
Grégoire Yany,
Murray Kyle B.
Publication year - 2011
Publication title -
journal of consumer psychology
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 4.433
H-Index - 110
eISSN - 1532-7663
pISSN - 1057-7408
DOI - 10.1016/j.jcps.2011.03.006
Subject(s) - outcome (game theory) , psychology , power (physics) , orientation (vector space) , social psychology , consumption (sociology) , joint (building) , marketing , microeconomics , economics , business , mathematics , engineering , architectural engineering , social science , physics , geometry , quantum mechanics , sociology
We conduct three experiments in which participants in dyads choose between two restaurants, each of which is preferred by only one participant, and one participant has the power to decide which restaurant both will patronize. We find that the power to make a joint decision increases satisfaction with the choice only when those involved have a competitive decision orientation, a weak or anonymous relationship, and the outcome they choose is subsequently available. Participants who have a cooperative orientation are satisfied whether or not they have power and whether or not the resulting choice is consistent with their initial preferences.