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Power and Action Orientation: Power as a Catalyst for Consumer Switching Behavior

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  • Yuwei Jiang
  • Lingjing Zhan
  • Derek D. Rucker

Abstract

Building on an action-orientation perspective of power, original hypotheses regarding power and consumer switching behavior are presented. Because high power is associated with a readiness to act, and switching behavior often requires taking action in some form, inducing consumers to feel powerful is hypothesized to increase consumer switching. Multiple experiments provide support for this perspective along with evidence for the process via both moderation and mediation. This works contributes to the consumer switching literature by demonstrating power as a new psychological catalyst for switching behavior. This work also adds to the power literature by distinguishing between goal priming and semantic priming accounts of the action orientation of high power. Specifically, consistent with a goal priming account, engaging in action is found to sate consumers' subsequent need for action as opposed to maintain or increase consumers' desire to act, as might be predicted from a semantic priming account.

Suggested Citation

  • Yuwei Jiang & Lingjing Zhan & Derek D. Rucker, 2014. "Power and Action Orientation: Power as a Catalyst for Consumer Switching Behavior," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 41(1), pages 183-196.
    • Handle: RePEc:oup:jconrs:doi:10.1086/675723
    DOI: 10.1086/675723
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    Cited by:

    1. Irene Consiglio & Stijn M J van Osselaer & Darren W DahlEditor & Amna KirmaniEditor & L J ShrumAssociate Editor, 2019. "The Devil You Know: Self-Esteem and Switching Responses to Poor Service," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 46(3), pages 590-605.
    2. Lu, Zhi & Bolton, Lisa E. & Ng, Sharon & Chen, Haipeng (Allan), 2020. "The Price of Power: How Firm’s Market Power Affects Perceived Fairness of Price Increases," Journal of Retailing, Elsevier, vol. 96(2), pages 220-234.
    3. Jiang, Hongyan & Tan, Huimin & Liu, Yeyi & Wan, Fang & Gursoy, Dogan, 2020. "The impact of power on destination advertising effectiveness: The moderating role of arousal in advertising," Annals of Tourism Research, Elsevier, vol. 83(C).
    4. Alexander B. Pratt & Stacey G. Robinson & Clay M. Voorhees & Joyce (Feng) Wang & Michael D. Giebelhausen, 2023. "Unintended effects of price promotions: Forgoing competitors’ price promotions strengthens incumbent brand loyalty," Journal of the Academy of Marketing Science, Springer, vol. 51(5), pages 1143-1164, September.
    5. Koo, Minkyung & Shavitt, Sharon & Lalwani, Ashok K. & Chinchanachokchai, Sydney, 2020. "Engaging in a culturally mismatched thinking style increases the preference for familiar consumer options for analytic but not holistic thinkers," International Journal of Research in Marketing, Elsevier, vol. 37(4), pages 837-852.
    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. Andreas Strebinger & Horst Treiblmaier, 2022. "Profiling early adopters of blockchain-based hotel booking applications: demographic, psychographic, and service-related factors," Information Technology & Tourism, Springer, vol. 24(1), pages 1-30, March.
    8. 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.
    9. 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.
    10. Salonen, Ville & Munnukka, Juha & Karjaluoto, Heikki, 2020. "The role of fundamental motivations in willingness-to-pay online," Journal of Retailing and Consumer Services, Elsevier, vol. 52(C).
    11. Brown, Brian P. & Mohan, Mayoor & Eric Boyd, D., 2017. "Top management attention to trade shows and firm performance: A relationship marketing perspective," Journal of Business Research, Elsevier, vol. 81(C), pages 40-50.
    12. Sheng Bi & Jun Pang & Huan Chen & Andrew Perkins, 2024. "When feeling powerless, we crave nostalgia: The impact of powerlessness on the preference for nostalgic products," Journal of the Academy of Marketing Science, Springer, vol. 52(4), pages 998-1017, July.
    13. repec:oup:jecgeo:v:50:y:2023:i:2:p:236-254. is not listed on IDEAS
    14. Kull, Alexander J. & Heath, Timothy B., 2016. "You decide, we donate: Strengthening consumer–brand relationships through digitally co-created social responsibility," International Journal of Research in Marketing, Elsevier, vol. 33(1), pages 78-92.
    15. Zhang, Jin & Xu, Xiaobing & Keh, Hean Tat, 2022. "I implement, they deliberate: The matching effects of point of view and mindset on consumer attitudes," Journal of Business Research, Elsevier, vol. 139(C), pages 397-410.

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