The Limited Effects of Power on Satisfaction with Joint Consumption Decisions

Fisher, Robert J., Yany Grégoire, and Kyle Murray (2011), "The Limited Effects of Power on Satisfaction with Joint Consumption Decisions," Journal of Consumer Psychology, 21 (3), 277-89.

14 Pages Posted: 26 Aug 2014

See all articles by Robert Fisher

Robert Fisher

University of Alberta - Department of Marketing, Business Economics & Law

Yany Gregoire

HEC Paris

Kyle B. Murray

University of Alberta - Department of Marketing, Business Economics & Law

Date Written: June 17, 2013

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.

Keywords: consumer power; decision satisfaction; consumer joint decision making; dyadic decision making; experimental designs; computer-mediated experiments

Suggested Citation

Fisher, Robert and Gregoire, Yany and Murray, Kyle B., The Limited Effects of Power on Satisfaction with Joint Consumption Decisions (June 17, 2013). Fisher, Robert J., Yany Grégoire, and Kyle Murray (2011), "The Limited Effects of Power on Satisfaction with Joint Consumption Decisions," Journal of Consumer Psychology, 21 (3), 277-89. . Available at SSRN: https://ssrn.com/abstract=2280786

Robert Fisher (Contact Author)

University of Alberta - Department of Marketing, Business Economics & Law ( email )

Edmonton, Alberta T6G 2R6
Canada

Yany Gregoire

HEC Paris ( email )

1 rue de la Liberation
Jouy-en-Josas Cedex, 78351
France
514 340-1493 (Phone)

HOME PAGE: http://www.hec.ca/en/profs/yany.gregoire.html

Kyle B. Murray

University of Alberta - Department of Marketing, Business Economics & Law ( email )

Edmonton, Alberta T6G 2R6
Canada
780-248-1091 (Phone)
780-492-4631 (Fax)

HOME PAGE: http://www.kylemurray.com

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