The DOI matches its Crossref record; 7 of the 7 references it cites were found in a registry or an index.
Generous Paupers and Stingy Princes: Power Drives Consumer Spending on Self versus Others
Abstract
This research examines how consumers' spending on themselves versus others can be affected by temporary shifts in their states of power. Five experiments found that individuals experiencing a state of power spent more money on themselves than on others, whereas those experiencing a state of powerlessness spent more money on others than on themselves. This effect was observed using a variety of power manipulations (hierarchical roles, print advertisements, episodic recall, and mental role-playing), across spending intentions and actual dollars spent, and among college and national samples. We propose that this effect occurs because power and powerlessness affect the psychological utility of self versus others, and this in turn affects the monetary worth allocated to spending on self versus others. The research makes novel contributions to appreciating how the spending on the self versus others varies as a function of psychological states and increases our understanding of the role of power in consumer behavior.
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Cites
Preacher, K. J., & Hayes, A. F. (2008) · Behavior Research Methods · doi:10.3758/brm.40.3.879 · Cited by 34,117
Addressing Moderated Mediation Hypotheses: Theory, Methods, and Prescriptions
Preacher, K. J., Rucker, D. D., & Hayes, A. F. (2007) · Multivariate Behavioral Research · doi:10.1080/00273170701341316 · Cited by 9,973
Self-citationTrope, Y., & Liberman, N. (2003) · Psychological Review · doi:10.1037/0033-295x.110.3.403 · Cited by 3,006
8 Social Hierarchy: The Self‐Reinforcing Nature of Power and Status
Magee, J. C., & Galinsky, A. D. (2008) · Academy of Management Annals · doi:10.5465/19416520802211628 · Cited by 2,385
Self-citationThe Economic Lives of the Poor
Banerjee, A. V., & Duflo, E. (2007) · Journal of Economic Perspectives · doi:10.1257/jep.21.1.141 · Cited by 1,703
Desire to Acquire: Powerlessness and Compensatory Consumption
Rucker, D. D., & Galinsky, A. D. (2008) · Journal of Consumer Research · doi:10.1086/588569 · Cited by 925
Self-citationRucker, D. D., & Galinsky, A. D. (2009) · Journal of Experimental Social Psychology · doi:10.1016/j.jesp.2009.01.005 · Cited by 389
Self-citation
Cited by
The Compensatory Consumer Behavior Model: How self‐discrepancies drive consumer behavior
Mandel, N., Rucker, D. D., Levav, J., & Galinsky, A. D. (2017) · Journal of Consumer Psychology · doi:10.1016/j.jcps.2016.05.003 · Cited by 564
Self-citationPower and consumer behavior: How power shapes who and what consumers value
Rucker, D. D., Galinsky, A. D., & Dubois, D. (2012) · Journal of Consumer Psychology · doi:10.1016/j.jcps.2011.06.001 · Cited by 452
Self-citationCan we control it? Autonomous robots threaten human identity, uniqueness, safety, and resources
Złotowski, J., Yogeeswaran, K., & Bartneck, C. (2017) · International Journal of Human-Computer Studies · doi:10.1016/j.ijhcs.2016.12.008 · Cited by 414
Dubois, D., Rucker, D. D., & Galinsky, A. D. (2015) · Journal of Personality and Social Psychology · doi:10.1037/pspi0000008 · Cited by 404
Self-citationAirbnb: Online targeted advertising, sense of power, and consumer decisions
Liu, S. Q., & Mattila, A. S. (2017) · International Journal of Hospitality Management · doi:10.1016/j.ijhm.2016.09.012 · Cited by 299
Metadata
- Authors
- Rucker, D. D., Dubois, D., & Galinsky, A. D.
- Venue
- Journal of Consumer Research
- Publisher
- Oxford University Press (OUP)
- Published
- 2011-04-01
- Volume
- 37
- Issue
- 6
- Pages
- 1015-1029
- ISSN
- 0093-5301 (ISSN-L)
- 1537-5277
- OpenAlex
- W2042605568
- Cited by
- 333
- References
- 7
- FWCI
- 24.59
- Type
- journal article
- Language
- en
- Open access
- closed
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- Rucker, D. D., Dubois, D., & Galinsky, A. D. (2011). Generous Paupers and Stingy Princes: Power Drives Consumer Spending on Self versus Others. Journal of Consumer Research. https://doi.org/10.1086/657162
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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
