The limited effects of power on satisfaction with joint consumption decisions

Robert J. Fisher, Yany Grégoire, Kyle B. Murray

Research output: Contribution to journalArticleResearchpeer-review

7 Citations (Scopus)

Abstract

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.

Original languageEnglish
Pages (from-to)277-289
Number of pages13
JournalJournal of Consumer Psychology
Volume21
Issue number3
DOIs
Publication statusPublished - Jul 2011
Externally publishedYes

Keywords

  • Computer-mediated experiments
  • Consumer joint decision making
  • Consumer power
  • Decision satisfaction
  • Dyadic decision making
  • Experimental designs

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