Power and Need-for-Justification: Asymmetrical Effects on Senders and Receivers in Marketing Communications.
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| Title: | Power and Need-for-Justification: Asymmetrical Effects on Senders and Receivers in Marketing Communications. |
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| Authors: | Fan, Linying (Sophie) (AUTHOR), Rucker, Derek D (AUTHOR), Jiang, Yuwei (AUTHOR) yuwei.jiang@polyu.edu.hk |
| Source: | Journal of Consumer Research. Aug2023, Vol. 50 Issue 2, p236-254. 19p. 3 Color Photographs, 4 Graphs. |
| Subject Terms: | *Marketing, *Consumer behavior, *Power (Social sciences), *Expectation (Psychology), *Consumer attitudes, *Consumer psychology |
| Abstract: | This research reveals how a fundamental and pervasive psychological state, feeling powerful, asymmetrically impacts consumers' construction of and response to communications. For senders, power reduces consumers' need-for-justification and lowers the degree of support they seek and use to construct their communications. This lowered degree of support is evidenced by reduced information search, the use of fewer rational-based arguments, and a greater reliance on more concise language. In contrast, for receivers, power increases consumers' expectations for others to justify their positions. As a result, high-power receivers require a greater degree of support in communications from others. Based on a need-for-justification mechanism, the current work derives and demonstrates theoretically driven boundary conditions (e.g. attenuation when a heightened need-for-justification or support already exists) of this relationship. Together, these results provide new insights into how power influences consumers' need-for-justification and how this need affects the ways that consumers construct and respond to communications. [ABSTRACT FROM AUTHOR] |
| Database: | Energy & Power Source |
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| FullText | Links: – Type: pdflink Text: Availability: 1 |
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| Header | DbId: enr DbLabel: Energy & Power Source An: 164970890 AccessLevel: 6 PubType: Academic Journal PubTypeId: academicJournal PreciseRelevancyScore: 0 |
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| Items | – Name: Title Label: Title Group: Ti Data: Power and Need-for-Justification: Asymmetrical Effects on Senders and Receivers in Marketing Communications. – Name: Author Label: Authors Group: Au Data: <searchLink fieldCode="AR" term="%22Fan%2C+Linying+%28Sophie%29%22">Fan, Linying (Sophie)</searchLink> (AUTHOR)<br /><searchLink fieldCode="AR" term="%22Rucker%2C+Derek+D%22">Rucker, Derek D</searchLink> (AUTHOR)<br /><searchLink fieldCode="AR" term="%22Jiang%2C+Yuwei%22">Jiang, Yuwei</searchLink> (AUTHOR)<i> yuwei.jiang@polyu.edu.hk</i> – Name: TitleSource Label: Source Group: Src Data: <searchLink fieldCode="JN" term="%22Journal+of+Consumer+Research%22">Journal of Consumer Research</searchLink>. Aug2023, Vol. 50 Issue 2, p236-254. 19p. 3 Color Photographs, 4 Graphs. – Name: Subject Label: Subject Terms Group: Su Data: *<searchLink fieldCode="DE" term="%22Marketing%22">Marketing</searchLink><br />*<searchLink fieldCode="DE" term="%22Consumer+behavior%22">Consumer behavior</searchLink><br />*<searchLink fieldCode="DE" term="%22Power+%28Social+sciences%29%22">Power (Social sciences)</searchLink><br />*<searchLink fieldCode="DE" term="%22Expectation+%28Psychology%29%22">Expectation (Psychology)</searchLink><br />*<searchLink fieldCode="DE" term="%22Consumer+attitudes%22">Consumer attitudes</searchLink><br />*<searchLink fieldCode="DE" term="%22Consumer+psychology%22">Consumer psychology</searchLink> – Name: Abstract Label: Abstract Group: Ab Data: This research reveals how a fundamental and pervasive psychological state, feeling powerful, asymmetrically impacts consumers' construction of and response to communications. For senders, power reduces consumers' need-for-justification and lowers the degree of support they seek and use to construct their communications. This lowered degree of support is evidenced by reduced information search, the use of fewer rational-based arguments, and a greater reliance on more concise language. In contrast, for receivers, power increases consumers' expectations for others to justify their positions. As a result, high-power receivers require a greater degree of support in communications from others. Based on a need-for-justification mechanism, the current work derives and demonstrates theoretically driven boundary conditions (e.g. attenuation when a heightened need-for-justification or support already exists) of this relationship. Together, these results provide new insights into how power influences consumers' need-for-justification and how this need affects the ways that consumers construct and respond to communications. [ABSTRACT FROM AUTHOR] |
| PLink | https://search.ebscohost.com/login.aspx?direct=true&site=eds-live&db=enr&AN=164970890 |
| RecordInfo | BibRecord: BibEntity: Identifiers: – Type: doi Value: 10.1093/jcr/ucac052 Languages: – Code: eng Text: English PhysicalDescription: Pagination: PageCount: 19 StartPage: 236 Subjects: – SubjectFull: Marketing Type: general – SubjectFull: Consumer behavior Type: general – SubjectFull: Power (Social sciences) Type: general – SubjectFull: Expectation (Psychology) Type: general – SubjectFull: Consumer attitudes Type: general – SubjectFull: Consumer psychology Type: general Titles: – TitleFull: Power and Need-for-Justification: Asymmetrical Effects on Senders and Receivers in Marketing Communications. Type: main BibRelationships: HasContributorRelationships: – PersonEntity: Name: NameFull: Fan, Linying (Sophie) – PersonEntity: Name: NameFull: Rucker, Derek D – PersonEntity: Name: NameFull: Jiang, Yuwei IsPartOfRelationships: – BibEntity: Dates: – D: 01 M: 08 Text: Aug2023 Type: published Y: 2023 Identifiers: – Type: issn-print Value: 00935301 Numbering: – Type: volume Value: 50 – Type: issue Value: 2 Titles: – TitleFull: Journal of Consumer Research Type: main |
| ResultId | 1 |
