IDEAS home Printed from https://ideas.repec.org/a/eee/ijrema/v30y2013i3p265-275.html
   My bibliography  Save this article

Is power powerful? Power, confidence, and goal pursuit

Author

Listed:
  • Min, Dongwon
  • Kim, Ji-Hern

Abstract

We investigate the influence of power on the cognitive processing of persuasive messages by examining how people with high power pay attention to recall, and are persuaded by messages relative to those with low power. We employ multiple power manipulations by placing participants in a hierarchical structure (Experiment 1) or priming them by asking them to recall an event in which they either had power over someone or someone had power over them (Experiments 2 and 3). The results reveal that, in a neutral setting, those with high power perform worse on attention and recall and are less persuaded by a message than those with low power; confidence that is induced by power mediates the effect of power. In contrast, when a specific goal is established, those with high power are better at processing goal-relevant messages than those with low power; confidence does not play a mediating role in this condition (Experiment 3).

Suggested Citation

  • Min, Dongwon & Kim, Ji-Hern, 2013. "Is power powerful? Power, confidence, and goal pursuit," International Journal of Research in Marketing, Elsevier, vol. 30(3), pages 265-275.
    • Handle: RePEc:eee:ijrema:v:30:y:2013:i:3:p:265-275
    DOI: 10.1016/j.ijresmar.2012.12.001
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0167811613000347
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.ijresmar.2012.12.001?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. David Dubois & Derek D. Rucker & Adam D. Galinsky, 2011. "Generous Paupers and Stingy Princes: Power Drives Consumer Spending on Self versus Others," Post-Print hal-00621230, HAL.
    2. Derek D. Rucker & David Dubois & Adam D. Galinsky, 2011. "Generous Paupers and Stingy Princes: Power Drives Consumer Spending on Self versus Others," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 37(6), pages 1015-1029.
    3. Pechmann, Cornelia & Stewart, David W, 1990. "The Effects of Comparative Advertising on Attention, Memory, and Purchase Intentions," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 17(2), pages 180-191, September.
    4. Xinshu Zhao & John G. Lynch & Qimei Chen, 2010. "Reconsidering Baron and Kenny: Myths and Truths about Mediation Analysis," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 37(2), pages 197-206, August.
    5. Aaker, Jennifer L & Lee, Angela Y, 2001. ""I" Seek Pleasures and "We" Avoid Pains: The Role of Self-Regulatory Goals in Information Processing and Persuasion," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 28(1), pages 33-49, June.
    6. Tiedens, Larissa Z. & Linton, Susan, 2001. "Judgment under Emotional Uncertainty: The Effects of Specific Emotions and Their Associated Certainty Appraisals on Information Processing," Research Papers 1629, Stanford University, Graduate School of Business.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Yong Zhang & Jiayu Ao & Jiayue Deng, 2019. "The Influence of High–Low Power on Green Consumption: The Moderating Effect of Impression Management Motivation," Sustainability, MDPI, vol. 11(16), pages 1-16, August.
    2. Mourali, Mehdi & Yang, Zhiyong & Pons, Frank & Hassay, Derek, 2018. "Consumer power and choice deferral: The role of anticipated regret," International Journal of Research in Marketing, Elsevier, vol. 35(1), pages 81-99.
    3. Huang, Yunhui & Jia, Yanli, 2019. "Remaining focus increases task evaluation and future task perseverance," International Journal of Research in Marketing, Elsevier, vol. 36(2), pages 251-263.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Hepworth, Adam & Young Lee, Na & Zablah, Alex R., 2021. "Feeling anxious: The dark side of checkout charity solicitations," Journal of Business Research, Elsevier, vol. 136(C), pages 330-342.
    2. Hattula, Johannes D. & Schmitz, Christian & Schmidt, Martin & Reinecke, Sven, 2015. "Is more always better? An investigation into the relationship between marketing influence and managers' market intelligence dissemination," International Journal of Research in Marketing, Elsevier, vol. 32(2), pages 179-186.
    3. Na Young Lee & Stephanie M. Noble & Dipayan Biswas, 2018. "Hey big spender! A golden (color) atmospheric effect on tipping behavior," Journal of the Academy of Marketing Science, Springer, vol. 46(2), pages 317-337, March.
    4. Giovanni Pino & Gianluigi Guido & Rajan Nataraajan, 2017. "Iconic art infusion in luxury retail strategies: Unveiling the potential," Journal of Global Scholars of Marketing Science, Taylor & Francis Journals, vol. 27(2), pages 136-147, April.
    5. Mourali, Mehdi & Yang, Zhiyong & Pons, Frank & Hassay, Derek, 2018. "Consumer power and choice deferral: The role of anticipated regret," International Journal of Research in Marketing, Elsevier, vol. 35(1), pages 81-99.
    6. Danielle J Brick & Gràinne M Fitzsimons & Tanya L Chartrand & Gavan J Fitzsimons & Gita JoharEditor & Sharon ShavittAssociate Editor, 2018. "Coke vs. Pepsi: Brand Compatibility, Relationship Power, and Life Satisfaction," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 44(5), pages 991-1014.
    7. Alvarez, Claudio & David, Meredith E. & George, Morris, 2023. "Types of Consumer-Brand Relationships: A systematic review and future research agenda," Journal of Business Research, Elsevier, vol. 160(C).
    8. Mukherjee, Ashesh & Lee, Seung Yun & Burnham, Thomas, 2020. "The effect of others’ participation on charitable behavior: Moderating role of recipient resource scarcity," Journal of Business Research, Elsevier, vol. 120(C), pages 213-228.
    9. Yujie Zhao & Xinyue Zhou, 2022. "Income and geographically constrained generosity," Journal of Consumer Affairs, Wiley Blackwell, vol. 56(2), pages 766-787, June.
    10. Millan, Elena & Reynolds, Jonathan, 2014. "Self-construals, symbolic and hedonic preferences, and actual purchase behavior," Journal of Retailing and Consumer Services, Elsevier, vol. 21(4), pages 550-560.
    11. Liu, Jiawen & Gong, Yeming (Yale) & Zhu, Joe & Zhang, Jinlong, 2018. "A DEA-based approach for competitive environment analysis in global operations strategies," International Journal of Production Economics, Elsevier, vol. 203(C), pages 110-123.
    12. Veronica L. Thomas & Kendra Fowler & Christina Saenger, 2020. "Celebrity influence on word of mouth: the interplay of power states and power expectations," Marketing Letters, Springer, vol. 31(1), pages 105-120, March.
    13. Wong, Jimmy & Newton, Joshua D. & Newton, Fiona J., 2014. "Effects of power and individual-level cultural orientation on preferences for volunteer tourism," Tourism Management, Elsevier, vol. 42(C), pages 132-140.
    14. Rudd, Melanie & Aaker, Jennifer & Norton, Michael I., 2013. "Getting the Most out of Giving: Pursuing Concretely-Framed Prosocial Goals Maximizes Happiness," Research Papers 2129, Stanford University, Graduate School of Business.
    15. Li Yan & Hean Tat Keh & Xiaoyu Wang, 2021. "Powering Sustainable Consumption: The Roles of Green Consumption Values and Power Distance Belief," Journal of Business Ethics, Springer, vol. 169(3), pages 499-516, March.
    16. Claudia Toma & Vincent Yzerbyt & Olivier Corneille & Stéphanie Demoulin, 2015. "The power of projection for powerless and powerful people," Working Papers CEB 15-028, ULB -- Universite Libre de Bruxelles.
    17. Wang, Wangshuai & Raghunathan, Rajagopal & Gauri, Dinesh K., 2022. "Powerlessness, variety-seeking, and the mediating role of need for autonomy," Journal of Retailing, Elsevier, vol. 98(4), pages 706-723.
    18. Yong Zhang & Jiayu Ao & Jiayue Deng, 2019. "The Influence of High–Low Power on Green Consumption: The Moderating Effect of Impression Management Motivation," Sustainability, MDPI, vol. 11(16), pages 1-16, August.
    19. Mbaye Fall Diallo & Norchène Ben Dahmane Mouelhi & Mahesh Gadekar & Marie Schill, 2021. "CSR Actions, Brand Value, and Willingness to Pay a Premium Price for Luxury Brands: Does Long-Term Orientation Matter?," Journal of Business Ethics, Springer, vol. 169(2), pages 241-260, March.
    20. Choi, Tae Rang & Choi, Jung Hwa & Sung, Yongjun, 2019. "I hope to protect myself from the threat: The impact of self-threat on prevention-versus promotion-focused hope," Journal of Business Research, Elsevier, vol. 99(C), pages 481-489.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:ijrema:v:30:y:2013:i:3:p:265-275. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: https://www.journals.elsevier.com/international-journal-of-research-in-marketing/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.