Conspicuous consumption versus utilitarian ideals: How different levels of power shape consumer behavior

Journal of Experimental Social Psychology

Volumn 45, Issue 3, 2009, Pages 549-555

  Rucker, Derek D ^a   Galinsky, Adam D ^a  

^a NORTHWESTERN UNIVERSITY   (United States)

Author keywords

Consumption; Power

Indexed keywords

EID: 64049099836     PISSN: 00221031     EISSN: 10960465     Source Type: Journal    
DOI: 10.1016/j.jesp.2009.01.005     Document Type: Article

References (22)

1. Aiken L.S., and West S.G. Multiple regression: Testing and interpreting interactions (1991), Sage, Newbury Park, CA
2. Anderson C., and Berdahl J.L. The experience of power: Examining the effects of power on approach and inhibition tendencies. Journal of Personality and Social Psychology 83 (2002) 1362-1377
3. Anderson C., and Galinsky A.D. Power, optimism, and risk-taking. European Journal of Social Psychology 36 (2006) 511-536
4. Belk R.W., Bahn K.D., and Mayer R.N. Developmental recognition of consumption symbolism. Journal of Consumer Research 9 (1982) 4-17
5. Briñol P., Petty R.E., Valle C., Rucker D.D., and Becerra A. The effects of message recipients' power before and after persuasion: A self-validation analysis. Journal of Personality and Social Psychology 93 (2007) 1040-1053
6. Charles, K. K., Hurst, E., & Roussanov, N. L. (2008). Conspicuous consumption and race. NBER working paper no. W13392. Available at SSRN: .
7. Chen S., Lee-Chai A.Y., and Bargh J.A. Relationship orientation as a moderator of the effects of social power. Journal of Personality and Social Psychology 80 2 (2001) 173-187
8. DeBono K. Self-monitoring and consumer psychology. Journal of Personality 74 3 (2006) 715-738
9. Fox S. The mirror makers (1984), Morrow, NY
10. French J., and Raven B. The bases of social power. In: Cartwright D. (Ed). Studies in social power (1959), Institute for Social Research, Ann Arbor 150-167
11. Galinsky A.D., Gruenfeld D.H., and Magee J.C. From power to action. Journal of Personality and Social Psychology 85 3 (2003) 453-466
12. Galinsky A.D., Magee J.C., Gruenfeld D.H., Whitson J.A., and Liljenquist K.A. Social power reduces the strength of the situation: Implications for creativity, conformity, and dissonance. Journal of Personality and Social Psychology 95 (2008) 1450-1466
13. Galinsky A.D., Magee J.C., Inesi M.E., and Gruenfeld D.H. Power and perspectives not taken. Psychological Science 17 (2006) 1068-1074
14. Keltner D., Gruenfeld D.H., and Anderson C. Power, approach, and inhibition. Psychological Review 110 2 (2003) 265-284
15. Keltner D., and Robinson R.J. Defending the status quo: Power and bias in social conflict. Personality and Social Psychology Bulletin 23 (1997) 1066-1077
16. Magee J.C., and Galinsky A.D. Social hierarchy: The self-reinforcing nature of power and status. Academy of Management Annals 2 (2008) 351-398
17. Rucker D.D., and Galinsky A.D. Desire to acquire: Powerlessness and compensatory consumption. Journal of Consumer Research 35 (2008) 257-267
18. Smith P.K., Jostmann N.B., Galinsky A.D., and van Dijk W.W. Lacking power impairs executive functions. Psychological Science (2008)
19. Smith P.K., and Trope Y. You focus on the forest when you're in charge of the trees: Power priming and abstract information processing. Journal of Personality and Social Psychology 90 (2006) 578-596
20. Snyder M. Self-monitoring and expressive behavior. Journal of Personality and Social Psychology 30 (1974) 526-537
21. Snyder M., and Debono K. Appeals to image and claims about quality: Understanding the psychology of advertising. Journal of Personality and Social Psychology 49 3 (1985) 586-597
22. Weick M., and Guinote A. When subjective experiences matter: Power increases reliance on the ease of retrieval. Journal of Personality and Social Psychology 94 6 (2008) 956-970