消费者的权力感和价格参照来源对其价格公平感知的影响及其机制研究
|
摘要
消费者的价格不公平感可以导致多种对消费者和企业都不利的结果：包括消费感知价值的降低、满意度的下降、羞愧、气愤等负面情绪的产生、负面口碑的扩散以及再重买意愿的降低,而企业为应对当前市场环境所采取的动态定价策略更加剧了消费者的价格不公平感。权力广泛地存在于消费者的各个层面,是人类社会互动与人际关系的核心构念,是个体身份的基本表征之一,同时也是社会等级结构的重要基础,对信息加工、社会认知、偏好建构和行为决策等人类心理和行为的诸多方面都具有广泛的影响。消费者的价格公平感知通常是基于比较来做出判定的,所以参照对象的选择起着非常重要的影响作用。在此背景下,本文着重探索消费者的权力感差异和不同参照来源对消费者价格不公平感的影响。
本文首先提出了研究的背景、研究的目的、意义和方法、以及创新点,然后对价格公平感知的概念、理论和相关研究进行了回顾,再重点梳理了权力对个体行为的影响,特别是对消费行为影响的相关理论和实证研究,并提出了权力研究的概念模型,既是对以往研究的归纳,也为未来的研究提供借鉴。
在文献综述和分析的基础上,本文通过3个研究(分别使用不同的方法)来探索权力感和参照来源对价格不公平感的影响。第一个研究利用消费者访谈法,通过8位消费者面对面的访谈,以及访谈资料的整理,发现消费者普遍认为当前企业在多个消费领域的动态定价激发了消费者的价格不公平感,而且消费者权力感的差异在不同的参照来源下影响其对价格不公平感知的判断,从而进一步确定了研究的问题。
第二个研究是通过大样本的问卷调查来描述在中国消费者一般权力感的来源和一般权力感对比较方向和自我能力感知的影响。问卷分析的结果显示在中国,消费者长期权力感来源于性别、受教育程度、在组织中的职位与自我感觉的社会地位。具体而言,女性的权力感高于男性；受教育程度越高,在组织中的职位越高,自我感知的社会地位越高,人们的权力感越高。而且,在判断自身的境遇时,权力感高的人倾向于上行的比较(即与比自己好的人比较),而权力感低的人倾向于下行的比较(与不如自己的人比较)。在遭遇不公平时,高权力者也比低权力者更相信自己有能力影响和改变对自己不利的事情。
基于上述2个研究结果,在第3个解释性的研究中设计了4个实验来验证消费者不同的权力感在不同参照下的价格不公平感判断,以及影响机制。尽管采取不同的权力操控方法,4个研究的结果都显示：高权力者在他人价格参照下不公平感更强,而低权力者在自我价格参照下的不公平感更强,而且这一影响的产生是基于自我的无能力感(自我威胁感),高权力者在他人参照下的自我无能力感(自我威胁感)更强,而低权力者在自我参照下的自我无能力感(自我威胁感)更高。高权力在得知自己比他人支付了高价之后,更倾向于产生气愤的情绪反应；而低权力消费者得知自己购买后价格下降的事实之后,更多地是产生悲伤沮丧的情绪反应。高低权力消费者在感受不公平之后的再购买意愿会下降,但是与低权力的消费者相比,高权力消费者更倾向于做出积极主动的抱怨,特别是遭遇了自己与其他顾客相比遭受了不公平价格歧视的时候抱怨意向更高。
最后,总结了本文的主要结论,探讨了在营销实践中的应用,并指出了研究的不足以及未来的研究方向。
Consumers'perceptions of price unfairness may lead to many negative consequences for both consumers and sellers, including lowering perceived consumption value, reducing customers'satisfaction, generating negative emotions such as shame and anger, spreading negative word-of-mouth, or declining repurchase intension. The negative consequences are even worse when sellers widely apply dynamic pricing strategy in response to current market environment. There exit different degrees of power and can arise in consumers' everyday activities. Power has long been argued as a pervasive and fundamental component in social interactions and interpersonal relationship. It is also one of the individual identities and foundation of social hierarchies. The significant effects of power on human psychology and behavior, such as information processing, social cognition, preference constructive and behavior decision have been relentlessly examined in the psychology, organizational behavior, and sociology literatures. Consumers usually build their perception of price fairness on the basis of social comparison, thus how to choose the reference becomes very important. The dissertation aims to explore the interaction between the power and reference price on perception of price unfairness.
Firstly, it outlined research background, purpose, significance, method, framework and innovation. And then reviewed and summarized the concept, theory and related research of perceptions of price (un)fairness. After that, it focused on the literatures related to the effects of power on human activities, especially on consumer behavior. Then a conceptual framework of power research is presented to summarize prior research and direct future research.
On the basis of such reviews, this dissertation examined two-way interaction between the power and reference price on perception of price unfairness through three researches and three methods respectively. The first research is consumer interviews. Supported by analysis of8face-to-face interview records, it showed sellers'dynamic pricing practice in many domains have induced buyers' perceptions of price unfairness and further confirmed the research question that consumers'sense of power would affect the price fairness perception when the reference point is based on self-comparison versus other-customer comparison.
The second research are conducted by scale survey on the source of general sense of power in China and the effect of power on comparison direction and perceptions of self-competence. The results showed that power differences are influenced by sex, degree of education, position in organization and self-reported social status. To be specific, Women possessed higher sense of power than men, and individuals who have higher education, higher position in organization, higher self-reported social status would have more sense of power. Moreover, high power preferred upward social comparison than low power, and low power favored downward social comparison than high power when they judged their situations. Furthermore, faced disadvantage unfairness, high power showed more confidence in their competence to influence or change the situation than low power.
Based on results mentioned above, the third interpretative research is designed to have4experiments to examine hypotheses that how temporarily having or lacking power would affect the price fairness perception when the reference point is based on self-comparison versus other-customer comparison. Although a variety of power manipulations are used, it draws a conclusion that high power participants perceive more unfairness in other-reference than low power when judging price fairness, meanwhile, low power participants perceive more unfairness in self-reference than high power. What's more important is that such effect may occur under perceived self-incompetence (or self-threatened). It demonstrates that high power holders feel especially threatened in other-reference than low power when they pay more than others. On the contrary, low power holders feel especially threatened in self-reference than high power when they pay more than they paid. Moreover, for high power participants, they feel more angry when reference price was other-customer instead of themselves. However, for low power participants, they feel more sad and frustrated when the reference was themselves instead of others. Although both high power and low power will decrease their repurchase intention after perceived unfairness, they showed different complaint intention. Contrary to low power consumers, high power intended to positive complaint, especially in price discrimination comparing to other-customer.
Finally, it summarized the main conclusions, discussed the implication of marketing practice, indicated insufficiency of this dissertation and directions for future research.
本文首先提出了研究的背景、研究的目的、意义和方法、以及创新点,然后对价格公平感知的概念、理论和相关研究进行了回顾,再重点梳理了权力对个体行为的影响,特别是对消费行为影响的相关理论和实证研究,并提出了权力研究的概念模型,既是对以往研究的归纳,也为未来的研究提供借鉴。
在文献综述和分析的基础上,本文通过3个研究(分别使用不同的方法)来探索权力感和参照来源对价格不公平感的影响。第一个研究利用消费者访谈法,通过8位消费者面对面的访谈,以及访谈资料的整理,发现消费者普遍认为当前企业在多个消费领域的动态定价激发了消费者的价格不公平感,而且消费者权力感的差异在不同的参照来源下影响其对价格不公平感知的判断,从而进一步确定了研究的问题。
第二个研究是通过大样本的问卷调查来描述在中国消费者一般权力感的来源和一般权力感对比较方向和自我能力感知的影响。问卷分析的结果显示在中国,消费者长期权力感来源于性别、受教育程度、在组织中的职位与自我感觉的社会地位。具体而言,女性的权力感高于男性；受教育程度越高,在组织中的职位越高,自我感知的社会地位越高,人们的权力感越高。而且,在判断自身的境遇时,权力感高的人倾向于上行的比较(即与比自己好的人比较),而权力感低的人倾向于下行的比较(与不如自己的人比较)。在遭遇不公平时,高权力者也比低权力者更相信自己有能力影响和改变对自己不利的事情。
基于上述2个研究结果,在第3个解释性的研究中设计了4个实验来验证消费者不同的权力感在不同参照下的价格不公平感判断,以及影响机制。尽管采取不同的权力操控方法,4个研究的结果都显示：高权力者在他人价格参照下不公平感更强,而低权力者在自我价格参照下的不公平感更强,而且这一影响的产生是基于自我的无能力感(自我威胁感),高权力者在他人参照下的自我无能力感(自我威胁感)更强,而低权力者在自我参照下的自我无能力感(自我威胁感)更高。高权力在得知自己比他人支付了高价之后,更倾向于产生气愤的情绪反应；而低权力消费者得知自己购买后价格下降的事实之后,更多地是产生悲伤沮丧的情绪反应。高低权力消费者在感受不公平之后的再购买意愿会下降,但是与低权力的消费者相比,高权力消费者更倾向于做出积极主动的抱怨,特别是遭遇了自己与其他顾客相比遭受了不公平价格歧视的时候抱怨意向更高。
最后,总结了本文的主要结论,探讨了在营销实践中的应用,并指出了研究的不足以及未来的研究方向。
Consumers'perceptions of price unfairness may lead to many negative consequences for both consumers and sellers, including lowering perceived consumption value, reducing customers'satisfaction, generating negative emotions such as shame and anger, spreading negative word-of-mouth, or declining repurchase intension. The negative consequences are even worse when sellers widely apply dynamic pricing strategy in response to current market environment. There exit different degrees of power and can arise in consumers' everyday activities. Power has long been argued as a pervasive and fundamental component in social interactions and interpersonal relationship. It is also one of the individual identities and foundation of social hierarchies. The significant effects of power on human psychology and behavior, such as information processing, social cognition, preference constructive and behavior decision have been relentlessly examined in the psychology, organizational behavior, and sociology literatures. Consumers usually build their perception of price fairness on the basis of social comparison, thus how to choose the reference becomes very important. The dissertation aims to explore the interaction between the power and reference price on perception of price unfairness.
Firstly, it outlined research background, purpose, significance, method, framework and innovation. And then reviewed and summarized the concept, theory and related research of perceptions of price (un)fairness. After that, it focused on the literatures related to the effects of power on human activities, especially on consumer behavior. Then a conceptual framework of power research is presented to summarize prior research and direct future research.
On the basis of such reviews, this dissertation examined two-way interaction between the power and reference price on perception of price unfairness through three researches and three methods respectively. The first research is consumer interviews. Supported by analysis of8face-to-face interview records, it showed sellers'dynamic pricing practice in many domains have induced buyers' perceptions of price unfairness and further confirmed the research question that consumers'sense of power would affect the price fairness perception when the reference point is based on self-comparison versus other-customer comparison.
The second research are conducted by scale survey on the source of general sense of power in China and the effect of power on comparison direction and perceptions of self-competence. The results showed that power differences are influenced by sex, degree of education, position in organization and self-reported social status. To be specific, Women possessed higher sense of power than men, and individuals who have higher education, higher position in organization, higher self-reported social status would have more sense of power. Moreover, high power preferred upward social comparison than low power, and low power favored downward social comparison than high power when they judged their situations. Furthermore, faced disadvantage unfairness, high power showed more confidence in their competence to influence or change the situation than low power.
Based on results mentioned above, the third interpretative research is designed to have4experiments to examine hypotheses that how temporarily having or lacking power would affect the price fairness perception when the reference point is based on self-comparison versus other-customer comparison. Although a variety of power manipulations are used, it draws a conclusion that high power participants perceive more unfairness in other-reference than low power when judging price fairness, meanwhile, low power participants perceive more unfairness in self-reference than high power. What's more important is that such effect may occur under perceived self-incompetence (or self-threatened). It demonstrates that high power holders feel especially threatened in other-reference than low power when they pay more than others. On the contrary, low power holders feel especially threatened in self-reference than high power when they pay more than they paid. Moreover, for high power participants, they feel more angry when reference price was other-customer instead of themselves. However, for low power participants, they feel more sad and frustrated when the reference was themselves instead of others. Although both high power and low power will decrease their repurchase intention after perceived unfairness, they showed different complaint intention. Contrary to low power consumers, high power intended to positive complaint, especially in price discrimination comparing to other-customer.
Finally, it summarized the main conclusions, discussed the implication of marketing practice, indicated insufficiency of this dissertation and directions for future research.
引文
[1]Adler N E, Boyce T, Chesney M A, et al. Socioeconomic status and health:The challenge of the gradient.[J]. American Psychologist.1994,49(1):15-24.
[2]Anderson C, John O P, Keltner D. The personal sense of power[J]. Journal of Personality. 2012.in press.
[3]Anderson E, Simester D. Does demand fall when customers perceive that prices are unfair: The case of premium pricing for large sizes[J]. Marketing Science.2007,27(3):492-500.
[4]Anderson C, Galinsky A D. Power, optimism, and risk-taking[J]. European Journal of Social Psychology.2006,36(4):511-536.
[5]Anderson C, Thompson L L. Affect from the top down:How powerful individuals' positive affect shapes negotiations[J]. Organizational Behavior and Human Decision Processes.2004,95(2):125-139.
[6]Anderson C, Berdahl J L. The experience of power:Examining the effects of power on approach and inhibition tendencies[J]. Journal of Personality and Social Psychology.2002, 83(6):1362-1377.
[7]Anderson, C., John, O. P., Keltner, D., & Kring, A. M.. Who attains social status? Effects of personality and physical attractiveness in social groups[J]. Journal of Personality and Social Psychology,2001,81,116-132.
[8]Argo J J, White K, Dahl D W. Social comparison theory and deception in the interpersonal exchange of consumption information[J]. Journal of Consumer Research: An Interdisciplinary Quarterly.2006,33(1):99-108.
[9]Arnould E J, Thompson C J. Consumer culture theory (CCT):Twenty years of research [J]. Journal of consumer research.2005,31(4):868-882.
[10]Astley W G, Sachdeva P S. Structural sources of intraorganizational power:A theoretical synthesis[J]. Academy of Management Review.1984:104-113.
[11]Austin W, Mcginn N C, Susmilch C. Internal standards revisited:Effects of social comparisons and expectancies on judgments of fairness and satisfaction[J]. Journal of Experimental Social Psychology.1980,16(5):426-441.
[12]Baron R M, Kenny D A. The moderator-mediator variable distinction in social psychological research:Conceptual, strategic, and statistical considerations.[J]. Journal of personality and social psychology.1986,51(6):1173-1182.
[13]Baucells M, Weber M, Welfens F. Reference-Point Formation and Updating[J]. Management Science.2011,57(3):506-519.
[14]Baumeister R F, Bushman B J, Campbell W K. Self-esteem, narcissism, and aggression [J]. Current Directions in Psychological Science.2000,9(1):26-29.
[15]Baumeister R F, Dale K, Sommer K L. Freudian defense mechanisms and empirical findings in modern social psychology:Reaction formation, projection, displacement, undoing, isolation, sublimation, and denial[J]. Journal of Personality.1998,66(6): 1081-1124.
[16]Baumeister R F, Smart L, Boden J M. Relation of threatened egotism to violence and aggression:The dark side of high self-esteem [J]. Psychological review.1996,103(1): 5-33.
[17]Bechwati N N, Morrin M. Outraged consumers:Getting even at the expense of getting a good deal[J]. Journal of Consumer Psychology.2003,13(4):440-453.
[18]Berdahl J L, Martorana P. Effects of power on emotion and expression during a controversial group discussion.[J]. European Journal of Social Psychology.2006,36(4): 497-509.
[19]Bolton L E, Keh H T, Alba J W. How Do Price Fairness Perceptions Differ Across Culture?[J]. Journal of Marketing Research.2010,47(3):564-576.
[20]Bolton L E, Alba J W. Price fairness:good and service differences and the role of vendor costs[J]. Journal of Consumer Research.2006,33(2):258-265.
[21]Bolton L E, Warlop L, Alba J W. Consumer perceptions of price (un) fairness[J]. Journal of consumer research.2003,29:474-491.
[22]Bourdieu P. Social space and symbolic power[J]. Sociological theory.1989,7(1):14-25.
[23]Bourhis R, Brauer M. Special Issue:Notes concerning the EJSP Thematic Issue on 'Social Power'?[J]. European Journal of Social Psychology.2006,36(4):433-434.
[24]Brass D J, Burkhardt M E. Potential power and power use:An investigation of structure and behavior[J]. Academy of Management Journal.1993:441-470.
[25]Brauer M, Bourhis R Y. Social power.[J]. European Journal of Social Psychology.2006, 36(4):601-616.
[26]Brickman P, Bulman R J. Pleasure and pain in social comparison[J]. Social comparison processes:Theoretical and empirical perspectives.1977,149-186.
[27]Briesch R A, Krishnamurthi L, Mazumdar T, et al. A comparative analysis of reference price models[J]. Journal of Consumer Research.1997,24(2):202-214.
[28]Brinol P, Petty R E, Valle C, et al. The effects of message recipients' power before and after persuasion:A self-validation analysis[J]. Journal of Personality and Social Psychology.2007,93(6):1040-1053.
[29]Brion S. How Power is Lost:Illusions of Alliance Among the Powerful[D]. University of California,2010.
[30]Buchan N R, Johnson E J, Croson R. Let's get personal:An international examination of the influence of communication, culture and social distance on other regarding preferences[J]. Journal of Economic Behavior & Organization.2006,60(3):373-398.
[31]Bunderson J S, Reagans R E. Power, status, and learning in organizations[J]. Organization Science.2011,22(5):1182-1194.
[32]Bushman B J, Baumeister R F. Threatened egotism, narcissism, self-esteem, and direct and displaced aggression:Does self-love or self-hate lead to violence?[J]. Journal of Personality and Social Psychology.1998,75(1):219-229.
[33]Buunk A P, Gibbons F X. Social comparison:The end of a theory and the emergence of a field[J]. Organizational Behavior and Human Decision Processes.2007,102(1):3-21.
[34]Campbell M C. Says Who?!" How the Source of Price Information and Affect Influence Perceived Price (Un) fairness[J]. Journal of Marketing Research.2007,44(2):261-271.
[35]Campbell M C. Perceptions of price unfairness:antecedents and consequences[J]. Journal of marketing research.1999,36(2):187-199.
[36]Carli L L. Gender, interpersonal power, and social influence[J]. Journal of Social Issues. 1999,55(1):81-99.
[37]Carney D R, Cuddy A J C, Yap A J. Power Posing[J]. Psychological Science.2010, 21(10):1363-1368.
[38]Carver C S, Lawrence J W, Scheier M F. Self-discrepancies and affect:Incorporating the role of feared selves[J]. Personality and Social Psychology Bulletin.1999,25(7): 783-792.
[39]Carver C S, White T L. Behavioral inhibition, behavioral activation, and affective responses to impending reward and punishment:The BIS/BAS Scales. [J]. Journal of personality and social psychology.1994,67(2):319-333.
[40]Caza B B, Tiedens L, Lee F. Power becomes you:The effects of implicit and explicit power on the self [J]. Organizational Behavior and Human Decision Processes.2011, 114(1):15-24.
[41]Chandrashekaran R. The implications of individual differences in reference price utilization for designing effective price communications[J]. Journal of Business Research. 2001,53(2):85-91.
[42]Chen S, Langner C A, Mendoza-Denton R. When dispositional and role power fit: Implications for self-expression and self-other congruence[J]. Journal of personality and social psychology.2009,96(3):730-727.
[43]Chen S, Lee-Chai A Y, Bargh J A. Relationship orientation as a moderator of the effects of social power[J]. Journal of Personality and Social Psychology.2001,80(2):173-187.
[44]Chipp K, Kleyn N, Manzi T. Catch Up and Keep Up:Relative Deprivation and Conspicuous Consumption in an Emerging Market[J]. Journal of International Consumer Marketing.2011,23(2):117-134.
[45]Chung T, Mallery P. Social comparison, individualism-collectivism, and self-esteem in China and the United States[J]. Current Psychology.1999,18(4):340-352.
[46]Collie T T, Bradley G, Sparks B A. Fair process revisited:Differential effects of interactional and procedural justice in the presence of social comparison information[J]. Journal of experimental social psychology.2002,38(6):545-555.
[47]Colquitt J A, Conlon D E, Wesson M J, et al. Justice at the millenium:A meta-analytic review of 25 years of organizational justice research.[J]. Journal of applied psychology. 2001,86(3):425-445.
[48]Cook J E, Arrow H, Malle B F. The effect of feeling stereotyped on social power and inhibition[J]. Personality and Social Psychology Bulletin.2011,37(2):165-180.
[49]Copeland J T. Prophecies of power:Motivational implications of social power for behavioral confirmation[J]. Journal of Personality and Social Psychology.1994,67(2): 264-277.
[50]Cox J L. Can differential prices be fair?[J]. Journal of Product & Brand Management. 2001,10(5):264-275.
[51]Crocker J, Major B. Social stigma and self-esteem:The self-protective properties of stigma.[J]. Psychological review.1989,96(4):608-630.
[52]Cunha Jr M, Shulman J D. Assimilation and Contrast in Price Evaluations[J]. Journal of Consumer Research.2011,37(5):822-835.
[53]Darke P R, Dahl D W. Fairness and discounts:the subjective value of a bargain[J]. Journal of Consumer Psychology.2003,13(3):328-338.
[54]De Dreu C K W, Van Kleef G A. The influence of power on the information search, impression formation, and demands in negotiation [J]. Journal of Experimental Social Psychology.2004,40(3):303-319.
[55]Derue D S, Conlon D E, Moon H, et al. When is straightforwardness a liability in negotiations? The role of integrative potential and structural power.[J]. Journal of Applied Psychology.2009,94(4):1032-1047.
[56]Dickson P R, Kalapurakal R. The use and perceived fairness of price-setting rules in the bulk electricity market[J]. Journal of economic psychology.1994,15(3):427-448.
[57]Dijksterhuis A, Bos M W, Nordgren L F, et al. On making the right choice:The deliberation-without-attention effect[J]. Science.2006,311(5763):1005-1007.
[58]Ditomaso N, Post C, Parks-Yancy R. Workforce diversity and inequality:Power, status, and numbers[J]. Annu. Rev. Sociol.2007,33:473-501.
[59]Drolet A, Simonson I, Tversky A. Indifference curves that travel with the choice set[J]. Marketing Letters.2000,11(3):199-209.
[60]Dubois D, Rucker D D, Galinsky A D. The Accentuation Bias[J]. Social Psychological and Personality Science.2010,1(3):199-205.
[61]Dubois D, Rucker D D, Galinsky A D. Super Size Me:Product Size as a Signal of Status[J]. The Journal of Consumer Research, (proofing).
[62]Eiser J R, Pahl S, Prins Y R A. Optimism, Pessimism, and the Direction of Self-Other Comparisons[J]. Journal of Experimental Social Psychology.2001,37(1):77-84.
[63]Emerson R M. Power-dependence relations[J]. American sociological review.1962,27(1): 31-41.
[64]Fast N J, Sivanathan N, Mayer N D, et al. Power and overconfident decision-making[J]. Organizational Behavior and Human Decision Processes.2012,117(2):249-260.
[65]Fast N J, Halevy N, Galinsky A D. The destructive nature of power without status[J]. Journal of Experimental Social Psychology.2012,48(1):391-394.
[66]Fast N J. Power, incompetence, and hubris[D]. Stanford University,2010.
[67]Fast N J, Chen S. When the boss feels inadequate:Power, incompetence, and aggression[J]. Psychological Science.2009,20(11):1406-1413.
[68]Fast N J, Gruenfeld D H, Sivanathan N, et al. Illusory Control:A Generative Force Behind Power's Far-Reaching Effects[J]. Psychological Science.2009,20(4):502-508.
[69]Ferguson A J, Ormiston M E, Moon H. From approach to inhibition:The influence of power on responses to poor performers.[J]. Journal of Applied Psychology.2010,95(2): 305-320.
[70]Finkelstein S. Power in top management teams:Dimensions, measurement, and validation[J]. Academy of Management Journal.1992:505-538.
[71]Fisher R J, Gregoire Y, Murray K B. The limited effects of power on satisfaction with joint consumption decisions[J]. Journal of Consumer Psychology.2011,21(27):277-289.
[72]Fiske S T, Depret E. Control, interdependence and power:Understanding social cognition in its social context[J]. European review of social psychology.1996,7(1):31-61.
[73]Fiske S T. Controlling other people[J]. American Psychologist.1993,48(6):621-628.
[74]Folkes V S, Koletsky S, Graham J L. A field study of causal inferences and consumer reaction:the view from the airport[J]. Journal of Consumer Research.1987:534-539.
[75]Fragale A R, Overbeck J R, Neale M A. Resources versus respect:Social judgments based on targets'power and status positions[J]. Journal of Experimental Social Psychology.2011,47(4):767-775.
[76]French J R P, Raven B. The base of social power[J]. Group dynamics.1960,607-623.
[77]French Jr J R P. A formal theory of social power.[J]. Psychological Review.1956,63(3): 181-194.
[78]Frey B S, Pommerehne W W. On the fairness of pricing--An empirical survey among the general population[J]. Journal of Economic Behavior & Organization.1993,20(3): 295-307.
[79]Fuchs C, Prandelli E, Schreier M. The psychological effects of empowerment strategies on consumers' product demand[J]. Journal of Marketing.2010,74(1):65-79.
[80]Galinsky A D, Rus D, Lammers J. Power:A central force governing psychological, social, and organizational life[J]. Social psychology and organizations.2010:17-38.
[81]Galinsky A D, Magee J C, Gruenfeld D H, et al. Power reduces the press of the situation: Implications for creativity, conformity, and dissonance.[J]. Journal of personality and social psychology.2008,95(6):1450-1466.
[82]Galinsky A D, Magee J C, Inesi M E, et al. Power and perspectives not taken[J]. Psychological Science.2006,17(12):1068-1074.
[83]Galinsky A D, Gruenfeld D H, Magee J C. From Power to Action.[J]. Journal of Personality and Social Psychology.2003,85(3):453-466.
[84]Garbarino E, Lee O F. Dynamic pricing in internet retail:effects on consumer trust[J]. Psychology and Marketing.2003,20(6):495-513.
[85]Georgesen J, Harris M J. Holding onto power:Effects of powerholders' positional instability and expectancies on interactions with subordinates[J]. European journal of social psychology.2006,36(4):451-468.
[86]Georgesen J C, Harris M J. Why's my boss always holding me down? A meta-analysis of power effects on performance evaluations[J]. Personality and Social Psychology Review. 1998,2(3):184-195.
[87]Gibbons F X, Buunk B P. Individual differences in social comparison:Development of a scale of social comparison orientation[J]. Journal of Personality and Social Psychology. 1999,76:129-142.
[88]Gibbons F X, Benbow C P, Gerrard M. From top dog to bottom half:Social comparison strategies in response to poor performance.[J]. Journal of personality and social psychology.1994,67(4):638-652.
[89]Giessner S R, Ryan M K, Schubert T W, et al. The power of pictures:Vertical picture angles in power pictures[J]. Media Psychology.2011,14(4):442-464.
[90]Giessner S R. Schubert T W. High in the hierarchy:How vertical location and judgments of leaders' power are interrelated[J]. Organizational Behavior and Human Decision Processes.2007,104(1):30-44.
[91]Goodman P S, Haisley E. Social comparison processes in an organizational context:New directions[J]. Organizational Behavior and Human Decision Processes.2007,102(1): 109-125.
[92]Goodwin S A, Gubin A, Fiske S T, et al. Power can bias impression processes: Stereotyping subordinates by default and by design[J]. Group Processes & Intergroup Relations.2000,3(3):227-256.
[93]Greenberg J. Setting the Justice Agenda:Seven Unanswered Questions about[J]. Journal of Vocational Behavior.2001,58(2):210-219.
[94]Gruenfeld D H, Inesi M E, Magee J C, et al. Power and the objectification of social targets[J]. Journal of Personality and Social Psychology.2008,95(1):111-127.
[95]Guimond S, Branscombe N R, Brunot S, et al. Culture, gender, and the self:Variations and impact of social comparison processes[J]. Journal of Personality and Social Psychology.2007,92(6):1118-1134.
[96]Guinote A. The situated focus theory of power[M]. The Social Psychology of Power, The Guilford Press,2010,141-173.
[97]Guinote A. In Touch With Your Feelings:Power Increases Reliance on Bodily Information[J]. Social Cognition.2010,28(1):110-121.
[98]Guinote A, Phillips A. Power Can Increase Stereotyping[J]. Social Psychology.2010, 41(1):3-9.
[99]Guinote A. Power and affordances:When the situation has more power over powerful than powerless individuals[J]. Journal of personality and social psychology.2008,95(2): 237-252.
[100]Guinote A. Power affects basic cognition:Increased attentional inhibition and flexibility [J]. Journal of Experimental Social Psychology.2007,43(5):685-697.
[101]Guinote A. Behaviour variability and the situated focus theory of power[J]. European review of social psychology.2007,18(1):256-295.
[102]Guinote A. Power and goal pursuit[J]. Personality and Social Psychology Bulletin.2007, 33(8):1076-1087.
[103]Hall J A, Murphy N A, Carney D R. On the varieties of asymmetrical dependency: Feelings, motives, behavior, and accuracy in a dyadic interaction[J]. European journal of social psychology.2006,36(4):583-599.
[104]Handgraaf M, Van Dijk E, Vermunt R C, et al. Less power or powerless? Egocentric empathy gaps and the irony of having little versus no power in social decision making[J]. Journal of personality and social psychology.2008,95(5):1136-1149.
[105]Harris M M, Anseel F, Lievens F. Keeping up with the Joneses:A field study of the relationships among upward, lateral, and downward comparisons and pay level satisfaction.[J]. Journal of Applied Psychology.2008,93(3):665-673.
[106]Haws K, Bearden W O. Dynamic pricing and consumer fairness perceptions[J]. Journal of Consumer Research.2006,33:304-311.
[107]Henry P J. Low-status compensation:A theory for understanding the role of status in cultures of honor.[J]. Journal of personality and social psychology.2009,97(3):451-466.
[108]Herrmann A, Xia L, Monroe K B, et al. The influence of price fairness on customer satisfaction:an empirical test in the context of automobile purchases[J]. Journal of Product & Brand Management.2007,16(1):49-58.
[109]Higgins, E. T. Promotion and prevention as motivational duality:Implications for evaluative processes[M]. In S. Chaiken & Y. Trope (Eds.),Dual-process theories in social psychology (pp.503-525). ew York:Guilford Press.1999.
[110]Higgins E T. Beyond pleasure and pain.[J]. American Psychologist.1997,52(12):1280.
[111]Higgins, E. T. Self-discrepancy:A theory relating self and affect[J]. Psychological Review,1987,94:319-340.
[112]Hinkin T R, Schriesheim C A. Development and application of new scales to measure the French and Raven (1959) bases of social power.[J]. Journal of Applied Psychology.1989, 74(4):561-567.
[113]Hirsh J B, Galinsky A D, Zhong C B. Drunk, Powerful, and in the Dark[J]. Perspectives on Psychological Science.2011,6(5):415-427.
[114]Homburg C, Hoyer W D, Koschate N. Customers'reactions to price increases:do customer satisfaction and perceived motive fairness matter?[J]. Journal of the Academy of Marketing Science.2005,33(1):36-49.
[115]Hong K, Bohnet I. Status and distrust:The relevance of inequality and betrayal aversion[J]. Journal of Economic Psychology.2007,28(2):197-213.
[116]Howard E S, Gardner W L, Thompson L. The role of the self-concept and the social context in determining the behavior of power holders:Self-construal in intergroup versus dyadic dispute resolution negotiations[J]. Journal of Personality and Social Psychology. 2007,93(4):614-631.
[117]Huang L, Galinsky A D, Gruenfeld D H, et al. Powerful Postures Versus Powerful Roles[J]. Psychological Science.2011,22(1):95-102.
[118]Hung K H, Li S Y, Belk R W. Glocal understandings:female readers'perceptions of the new woman in Chinese advertising[J]. Journal of International Business Studies.2007, 38(6):1034-1051.
[119]Huppertz J W, Arenson S J, Evans R H. An application of equity theory to buyer-seller exchange situations[J]. Journal of marketing research.1978,15(2):250-260.
[120]Pfeffer J. Managing with power:Politics and influence in organizations[M]. Harvard Business Press,1994.
[121]Inesi M E, Botti S, Dubois D, et al. Power and Choice[J]. Psychological Science.2011, 22(8):1042-1048.
[122]Inesi M E. Power and loss aversion[J]. Organizational Behavior and Human Decision Processes.2010,112(1):58-69.
[123]Jin L, Zou D, He Y, et al. A Sense of Power and Uniqueness Seeking[C].2011.
[124]Kahneman D, Knetsch J L, Thaler R. Fairness as a constraint on profit seeking: Entitlements in the market[J]. The American economic review.1986,76(4):728-741.
[125]Kalapurakal R, Dickson P R, Urbany J E. Perceived price fairness and dual entitlement[J]. Advances in consumer research.1991,18(1):788-793.
[126]Kamen J M, Toman R J. Psychophysics of prices[J]. Journal of Marketing Research.1970: 27-35.
[127]Karremans J C, Smith P K. Having the power to forgive:When the experience of power increases interpersonal forgiveness[J]. Personality and Social Psychology Bulletin.2010, 36(8):1010-1023.
[128]Kay A C, Gaucher D. Peach J M, et al. Inequality, discrimination, and the power of the status quo:Direct evidence for a motivation to see the way things are as the way they should be[J]. Journal of personality and social psychology.2009,97(3):421-434.
[129]Keating C F. Power displays between women and men in discussions of gender-linked tasks:A multichannel study[J]. Journal of Personality and Social Psychology.1988,55(4): 580-587.
[130]Keltner D, Van Kleef G A, Chen S, et al. A reciprocal influence model of social power: Emerging principles and lines of inquiry[J]. Advances in experimental social psychology. 2008,40:151-192.
[131]Keltner D, Gruenfeld D H, Anderson C. Power, approach, and inhibition[J]. Psychological Review.2003,110(2):265-284.
[132]Kemmelmeier M, Oyserman D. The ups and downs of thinking about a successful other: self-construals and the consequences of social comparisons[J]. European Journal of Social Psychology.2001,31(3):311-320.
[133]Keltner D, Young R C, Heerey E A, et al. Teasing in hierarchical and intimate relations.[J]. Journal of Personality and Social Psychology.1998,75(5):1231-1247.
[134]Kernis, M.H., Grannemann, B.D., & Barclay, L.C. Stability and level of self-esteem as predictors of anger arousal and hostility[J]. Journal of Personality and Social Psychology,1989,56,1013-1022.
[135]Kim J Y, Natter M, Spann M. Pay what you want:A new participative pricing mechanism[J]. Journal of Marketing.2009,73(1):44-58.
[136]Kimes S E. Perceived fairness of yield management[J]. The Cornell Hotel and Restaurant Administration Quarterly.1994,35(1):22-29.
[137]Kipnis D. Does power corrupt?.[J]. Journal of Personality and Social Psychology.1972, 24(1):33-41.
[138]Klein O, Snyder M, Gonzalez R. Stigma and social power:Expecting to interact with an obese person activates power in the self-concept[J]. Self and Identity.2009,8(4): 378-395.
[139]Konrath S, Bushman B J, Campbell W K. Attenuating the link between threatened egotism and aggression[J]. Psychological Science.2006,17(11):995-1001.
[140]Kopalle P K, Lindsey-Mullikin J. The impact of external reference price on consumer price expectations[J]. Journal of Retailing.2003,79(4):225-236.
[141]Kopalle P K, Rao A G, Assuncao J L. Asymmetric reference price effects and dynamic pricing policies[J]. Marketing Science.1996,15(1):60-85.
[142]Kowalski R M, Cantrell C C. Psychometric Properties of the Propensity to Complaint Scale[J]. Unpublished manuscript, Western Carolina University, Cullowhee, NC.1995.
[143]Kraus M W, Chen S, Keltner D. The power to be me:Power elevates self-concept consistency and authenticity [J]. Journal of Experimental Social Psychology.2011.in press.
[144]Kraus M W, Horberg E J, Goetz J L, et al. Social Class Rank, Threat Vigilance, and Hostile Reactivity[J]. Personality and Social Psychology Bulletin.2011,37(10): 1376-1388.
[145]Kraus M W, Keltner D. Signs of Socioeconomic Status[J]. Psychological Science.2009, 20(1):99-106.
[146]Kraus M W, Piff P K, Keltner D. Social class, sense of control, and social explanation.[J]. Journal of Personality and Social Psychology.2009,97(6):992-1004.
[147]Kruger J, Windschitl P D, Burrus J, et al. The rational side of egocentrism in social comparisons[J]. Journal of Experimental Social Psychology.2008,44(2):220-232.
[148]Kuhl J, Kazen M. Motivation, affect, and hemispheric asymmetry:Power versus affiliation [J]. Journal of personality and social psychology.2008,95(2):456-469.
[149]Kulik C T, Ambrose M L. Personal and situational determinants of referent choice[J]. Academy of Management Review.1992:212-237.
[150]Kunstman J W, Maner J K. Sexual overperception:Power, mating motives, and biases in social judgment.[J]. Journal of Personality and Social Psychology.2011,100(2):282-294.
[151]Lammers J, Galinsky A D, Gordijn E H, et al. Power Increases Social Distance[J]. Social Psychological and Personality Science.2011.inpress
[152]Lammers J, Stapel D A. Power increases dehumanization[J]. Group Processes & Intergroup Relations.2011,14(1):113-126.
[153]Lammers J, Stapel D A, Galinsky A D. Power Increases Hypocrisy[J]. Psychological Science.2010,21(5):737-744.
[154]Lammers J, Stoker J I. Stapel D A. Power and behavioral approach orientation in existing power relations and the mediating effect of income[J]. European Journal of Social Psychology.2010,40(3):543-551.
[155]Lammers J, Stapel D A. How power influences moral thinking.[J]. Journal of personality and social psychology.2009,97(2):279-289.
[156]Lammers J, Stoker J I, Stapel D A. Differentiating social and personal power:Opposite effects on stereotyping, but parallel effects on behavioral approach tendencies[J]. Psychological Science.2009,20(12):1543-1549.
[157]Lammers J, Gordijn E H, Otten S. Looking through the eyes of the powerful [J]. Journal of Experimental Social Psychology.2008,44(5):1229-1238.
[158]Lee F, Tiedens L Z. Is it lonely at the top? The independence and interdenpendence, of power holders [J]. Research in organizational behavior.2001,23:43-91.
[159]Lindsey-Mullikin J, Grewal D. Imperfect information:the persistence of price dispersion on the web[J]. Journal of the Academy of Marketing Science.2006,34(2):236-243.
[160]Lips H M. Women, men, and power.[M]. Mayfield Publishing Co,1991.
[161]Lucas J W, Baxter A R. Power, Influence, and Diversity in Organizations[J]. The ANNALS of the American Academy of Political and Social Science.2012,639(1):49-70.
[162]Magee J C, Smith P K. What Drives the Psychological Effects of Power? A Comparison of the Approach/Inhibition and Social Distance Theories[J].24 Annual International Association of Conflict Management Conference,2011
[163]Magee J C, Milliken F J, Lurie A R. Power Differences in the Construal of a Crisis:The Immediate Aftermath of September 11,2001 [J]. Personality and Social Psychology Bulletin.2010,36(3):354-370.
[164]Magee J C. Seeing power in action:The roles of deliberation, implementation, and action in inferences of power[J]. Journal of Experimental Social Psychology.2009,45(1):1-14.
[165]Magee J C, Galinsky A D. Chapter 8:Social Hierarchy:The Self-Reinforcing Nature of Power and Status[J]. The Academy of Management Annals.2008,2(1):351-398.
[166]Magee J C, Galinsky A D, Gruenfeld D H. Power, propensity to negotiate, and moving first in competitive interactions[J]. Personality and Social Psychology Bulletin.2007, 33(2):200-212.
[167]Major B. From social inequality to personal entitlement:The role of social comparisons. legitimacy appraisals, and group membership[J]. Advances in experimental social psychology.1994,26:293-355.
[168]Major B, Testa M. Social comparison processes and judgments of entitlement and satisfaction[J]. Journal of Experimental Social Psychology.1989,25(2):101-120.
[169]Maner J K, Kaschak M P, Jones J L. Social power and the advent of action[J]. Social Cognition.2010,28(1):122-132.
[170]Maner J K, Kenrick D T, Becker D V, et al. Functional projection:how fundamental social motives can bias interpersonal perception.[J]. Journal of Personality and Social Psychology.2005,88(1):63-78.
[171]Martins M O B. An experimental investigation of the effects of perceived price fairness on perceptions of sacrifice and value[D].1995.
[172]Martins M, Monroe K. Perceived price fairness:a new look at an old construct[J]. Advances in Consumer Research.1994,21:75-78.
[173]Mast M S, Jonas K, Hall J A. Give a person power and he or she will show interpersonal sensitivity:The phenomenon and its why and when[J]. Journal of personality and social psychology.2009,97(5):835-850.
[174]Matsumoto D. Individual and Cultural Differences On Status Differentiation[J]. Journal of Cross-Cultural Psychology.2007,38(4):413-431.
[175]Maxwell S. Rule-based price fairness and its effect on willingness to purchase* 1[J]. Journal of economic psychology.2002,23(2):191-212.
[176]Maxwell S. The Social Norms of Discrete Consumer Exchange[J]. American Journal of Economics and Sociology.1999,58(4):999-1018.
[177]Maxwell S, Nye P, Maxwell N. Less pain, same gain:The effects of priming fairness in price negotiations[J]. Psychology and Marketing.1999,16(7):545-562.
[178]Maxwell S. What makes a price increase seem "fair"[J]. Pricing Strategy & Practice. 1995,3(4):21-27.
[179]Mazumdar T, Raj S P, Sinha I. Reference price research:Review and propositions[J]. Journal of Marketing.2005,69(4):84-102.
[180]Mazumdar T, Papatla P. An investigation of reference price segments[J]. Journal of Marketing Research.2000,37(2):246-258.
[181]Milliken F J, Magee J C, Lam N, et al. The lens and language of power:Sense-making and communication in the aftermath of hurricane katrina[J]. Unpublished manuscript. 2009.
[182]Miyamoto Y, Ji L J. Power Fosters Context-Independent, Analytic Cognition[J]. Personality and Social Psychology Bulletin.2011,37(11):1449-1458.
[183]Mondillon L, Niedenthal P M, Brauer M, et al. Beliefs about power and its relation to emotional experience:A comparison of Japan, France, Germany, and the United States[J]. Personality and social psychology bulletin.2005,31(8):1112-1122.
[184]Monroe K B, Lee A Y. Remembering versus knowing:Issues in buyers' processing of price information[J]. Journal of the Academy of Marketing Science.1999,27(2): 207-225.
[185]Monroe K B. Buyers' subjective perceptions of price[J]. Journal of Marketing Research. 1973:70-80.
[186]Monroe K B. Measuring price thresholds by psychophysics and latitudes of acceptance[J]. Journal of Marketing Research.1971:460-464.
[187]Moon S, Russell G J, Duvvuri S D. Profiling the reference price consumer[J]. Journal of retailing.2006,82(1):1-11.
[188]Morrison K R, Fast N J, Ybarra O. Group status, perceptions of threat, and support for social inequality[J]. Journal of Experimental Social Psychology.2009,45(1):204-210.
[189]Mourali M, Nagpal A. The powerful select, the powerless reject:Power's influence in decision strategies[J]. Journal of Business Research.2011.in press.
[190]Muller D, Judd C M, Yzerbyt V Y. When moderation is mediated and mediation is moderated.[J]. Journal of Personality and Social Psychology.2005,89(6):852-863.
[191]Mussweiler T, Epstude K. Relatively fast! Efficiency advantages of comparative thinking.[J]. Journal of Experimental Psychology:General.2009,138(1):1-21.
[192]Mussweiler T, Ruter K, Epstude K. The ups and downs of social comparison: Mechanisms of assimilation and contrast[J]. Journal of Personality and Social Psychology. 2004,87:832-844.
[193]Mussweiler T.'Everything is Relative':Comparison Processes in Social Judgment[J]. European Journal of Social Psychology.2003,33(6):719-733.
[194]Niedrich R W, Sharma S, Wedell D H. Reference price and price perceptions:A comparison of alternative models[J]. Journal of Consumer Research.2001:339-354.
[195]Oliver R L, Swan J E. Consumer perceptions of interpersonal equity and satisfaction in transactions:a field survey approach[J]. The Journal of Marketing.1989,53(2):21-35.
[196]Oliver R L, Swan J E. Equity and disconfirmation perceptions as influences on merchant and product satisfaction[J]. Journal of Consumer Research.1989,16(3):372-383.
[197]Ordo Ez L D, Connolly T, Coughlan R. Multiple reference points in satisfaction and fairness assessment[J]. Journal of Behavioral Decision Making.2000,13(3):329-344.
[198]Overbeck J R. Concepts and historical perspectives on power[M]. The Guilford Press, 2010,19-45.
[199]Overbeck J R, Park B. Powerful perceivers, powerless objects:Flexibility of powerholders'social attention[J]. Organizational behavior and human decision processes. 2006,99(2):227-243.
[200]Overbeck J R, Tiedens L Z, Brion S. The powerful want to, the powerless have to: perceived constraint moderates causal attributions.[J]. European Journal of Social Psychology.2006,36(4):479-496.
[201]Overbeck J R, Park B. When power does not corrupt:Superior individuation processes among powerful perceivers.[J]. Journal of Personality and Social Psychology.2001,81(4): 549-565.
[202]Oyserman D. High power, low power, and equality:Culture beyond individualism and collectivism[J]. Journal of Consumer Psychology.2006,16:352-357.
[203]Pfeffer J, Fong C T. Building organization theory from first principles:The self-enhancement motive and understanding power and influence[J]. Organization Science.2005:372-388.
[204]Piff P K, Kraus M W, C Te S, et al. Having less, giving more:The influence of social class on prosocial behavior.[J]. Journal of Personality and Social Psychology.2010,99(5): 771-784.
[205]Pratto F, Sidanius J, Levin S. Social dominance theory and the dynamics of intergroup relations:Taking stock and looking forward[J]. European review of social psychology. 2006,17(1):271-320.
[206]Preacher K J, Rucker D D, Hayes A F. Addressing moderated mediation hypotheses: Theory, methods, and prescriptions [J]. Multivariate Behavioral Research.2007,42(1): 185-227.
[207]Prislin R, Sawicki V, Williams K. New majorities' abuse of power[J]. Group Processes & Intergroup Relations.2011,14(4):489-504.
[208]Rabinowitz V C. Feminist perspectives on research methods[J]. Psychology of Women:A Handbook of Issues and Theories Second Edition.2007:93.
[209]Rajendran K N, Tellis G J. Contextual and temporal components of reference price[J]. The Journal of Marketing.1994,58(1):22-34.
[210]Ronay R, Von Hippel W. Power, testosterone, and risk-taking[J]. Journal of Behavioral Decision Making.2010,23(5):473-482.
[211]Rose G M, Orr L M. Measuring and exploring symbolic money meanings[J]. Psychology and Marketing.2007,24(9):743-761.
[212]Rucker D D, Galinsky A D,Dubios D Power and consumer behavior:How power shapes who and what consumers value[J] Journal of Consumer Psychology.2012,in press.
[213]Rucker D D, Dubios D, Galinsky A D. Generous Paupers and Stingy Princes:Power Drives Consumer Spending on Self versus Others[J]. Journal of consumer research.2011, 37(6):1015-1029.
[214]Rucker D D, Galinsky A D. Conspicuous consumption versus utilitarian ideals:How different levels of power shape consumer behavior[J]. Journal of Experimental Social Psychology.2009,45(3):549-555.
[215]Rucker D D, Galinsky A D. Desire to acquire:Powerlessness and compensatory consumption[J]. Journal of Consumer Research.2008,35(2):257-267.
[216]Rucker D D, Galinsky A D,Dubios D Power and consumer behavior:How power shapes who and what consumers value[J] Journal of Consumer Psychology.2011,in press.
[217]Rus D, van Knippenberg D, Wisse B. Leader power and self-serving behavior:The Moderating Role of Accountability[J]. The Leadership Quarterly.2012,23(1):13-26
[218]Sachdev I, Bourhis R Y. Power and status differentials in minority and majority group relations[J]. European Journal of Social Psychology.1991,21(1):1-24.
[219]Salancik G R. Pfeffer J. The bases and use of power in organizational decision making: The case of a university [J]. Administrative Science Quarterly.1974:453-473.
[220]Sassenberg K, Jonas K J, Shah J Y, et al. Why some groups just feel better:The regulatory fit of group power.[J]. Journal of Personality and Social Psychology.2007,92(2): 249-267.
[221]Schmid Mast M. Interpersonal behaviour and social perception in a hierarchy:The interpersonal power and behaviour model[J]. European Review of Social Psychology. 2010,21(1):1-33.
[222]Scholl R W, Cooper E A, Mckenna J. Referent selection in determining equity perceptions: Differential effects on behavioral and attitudinal outcomes[J]. Personnel Psychology. 1987,40(1):113-124.
[223]Schubert T W, Koole S L. The embodied self:Making a fist enhances men's power-related self-conceptions[J]. Journal of Experimental Social Psychology.2009, 45(4):828-834.
[224]Schubert T W, Waldzus S, Giessner S R. Control over the association of power and size[J]. Social Cognition.2009,27(1):1-19.
[225]Schubert T W. Your highness:Vertical positions as perceptual symbols of power[J]. Journal of Personality and Social Psychology.2005,89(1):1-21.
[226]Schubert T W. The power in your hand:Gender differences in bodily feedback from making a fist[J]. Personality and Social Psychology Bulletin.2004,30(6):757-769.
[227]Schwarz N. Social judgment and attitudes:warmer, more social, and less conscious[J]. European Journal Of Social Psychology.2000,30(March-April):149-176.
[228]See K E, Morrison E W, Rothman N B, et al. The detrimental effects of power on confidence, advice taking, and accuracy[J]. Organizational Behavior and Human Decision Processes.2011(116):272-285.
[229]Shavitt S, Lalwani A K, Zhang J, et al. The horizontal/vertical distinction in cross-cultural consumer research[J]. Journal of Consumer Psychology.2006,16(4):325-356.
[230]Shelton J N, Richeson J A, Vorauer J D. Threatened identities and interethnic interactions[J]. European review of social psychology.2006,17(1):321-358.
[231]Sherman D K, Cohen G L. The psychology of self-defense:Self-affirmation theory[J]. Advances in experimental social psychology.2006,38:183-242.
[232]Sherman D K, Cohen G L. Accepting threatening information:Self-affirmation and the reduction of defensive biases[J]. Current Directions in Psychological Science.2002,11(4): 119-123.
[233]Sheth J N, Sethia N K, Srinivas S. Mindful consumption:a customer-centric approach to sustainability[J]. Journal of the Academy of Marketing Science.2011:1-19.
[234]Simon B, Oakes P. Beyond dependence:An identity approach to social power and domination[J]. Human Relations.2006,59(1):105-139.
[235]Simonson I, Carmon Z, Dhar R, et al. Consumer research:In search of identity [J]. Annual review of psychology.2001,52(1):249-275.
[236]Sinha I, Batra R. The effect of consumer price consciousness on private label purchase[J]. International journal of research in marketing.1999,16(3):237-251.
[237]Sivanathan N, Pettit N C. Protecting the self through consumption:Status goods as affirmational commodities[J]. Journal of Experimental Social Psychology.2010,46(3): 564-570.
[238]Sivanathan N, Pillutla M M, Keith Murnighan J. Power gained, power lost[J]. Organizational Behavior and Human Decision Processes.2008,105(2):135-146.
[239]Slabu L, Guinote A. Getting what you want:Power increases the accessibility of active goals[J]. Journal of Experimental Social Psychology.2010,46(2):344-349.
[240]Smith P K, Galinsky A D. The Nonconscious Nature of Power:Cues and Consequences [J]. Social and Personality Psychology Compass.2010,4(10):918-938.
[241]Smith P K, Dijksterhuis A, Wigboldus D H J. Powerful people make good decisions even when they consciously think[J]. Psychological Science.2008,19(12):1258-1259.
[242]Smith P K, Bargh J A. Nonconscious effects of power on basic approach and avoidance tendencies[J]. Social cognition.2008,26(1):1-24.
[243]Smith P K, Jostmann N B, Galinsky A D, et al. Lacking power impairs executive functions[J]. Psychological Science.2008,19(5):441-447.
[244]Smith P K, Wigboldus D H J, Dijksterhuis A P. Abstract thinking increases one's sense of power[J]. Journal of Experimental Social Psychology.2008,44(2):378-385.
[245]Smith P K, Trope Y. You focus on the forest when you're in charge of the trees:Power priming and abstract information processing[J]. Journal of Personality and Social Psychology.2006,90(4):578-596.
[246]Smith P K, Wigboldus D H J, Dijksterhuis A P. Abstract thinking increases one's sense of power[J]. Journal of Experimental Social Psychology.2008,44(2):378-385.
[247]Smith R H. Assimilative and contrastive emotional reactions to upward and downward social comparisons[J]. Handbook of social comparison:Theory and research.2000: 173-200.
[248]Stapel D A, Koomen W. I, we, and the effects of others on me:How self-construal level moderates social comparison effects[J]. Journal of Personality and Social Psychology. 2001,80(5):766-781.
[249]Steele C M, Spencer S J, Lynch M. Self-image resilience and dissonance:The role of affirmational resources.[J]. Journal of personality and social psychology.1993,64(6): 885-896.
[250]Steele C M. The psychology of self-affirmation:Sustaining the integrity of the self[J]. Advances in experimental social psychology.1988,21:261-302.
[251]Stellar J E, Manzo V M, Kraus M W, et al. Class and compassion:Socioeconomic factors predict responses to suffering.[J].2011.in press.
[252]Stone, J., & Cooper, J. A self-standards model of cognitive dissonance[J]. Journal of Experimental Social Psychology,2001,37,228-243.
[253]Torelli C J, Shavitt S. The impact of power on information processing depends on cultural orientation[J]. Journal of experimental social psychology.2011,47(5):959-967.
[254]Torelli C J, Shavitt S. Culture and concepts of power.[J]. Journal of Personality and Social Psychology.2010,99(4):703-723.
[255]Tost L P, Gino F, Larrick R P. Power, competitiveness, and advice taking:Why the powerful don't listen[J]. Organizational Behavior and Human Decision Processes.2011.
[256]Tricomi E, Rangel A, Camerer C F, et al. Neural evidence for inequality-averse social preferences[J]. Nature.2010,463(7284):1089-1091.
[257]Tsai C C. The effect of direction,self-relevance,and focus of social comparisons on self-evaluation:interpretation via assimilation and constrast effect.[J]. Psychological reports.2010,106(2):359-373.
[258]Urbany J E, Madden T J, Dickson P R. All's not fair in pricing:an initial look at the dual entitlement principle[J]. Marketing Letters.1989,1(1):17-25.
[259]Vaidyanathan R, Aggarwal P. Who is the fairest of them all? An attributional approach to price fairness perceptions[J]. Journal of Business Research.2003,56(6):453-463.
[260]Van Kleef G A, Homan A C, Finkenauer C, et al. Breaking the Rules to Rise to Power[J]. Social Psychological and Personality Science.2011,2(5):500-507.
[261]Van Kleef G A, Oveis C, Van der L We I, et al. Power, Distress, and Compassion[J]. Psychological Science.2008,19(12):1315-1322.
[262]Van Kleef G A, De Dreu C K W, Pietroni D, et al. Power and emotion in negotiation: power moderates the interpersonal effects of anger and happiness on concession making.[J]. European Journal of Social Psychology.2006,36(4):557-581.
[263]Van Dijke M, Poppe M. Striving for personal power as a basis for social power dynamics[J]. European Journal of Social Psychology.2006,36(4):537-556.
[264]Vescio T K, Gervais S J, Snyder M, et al. Power and the creation of patronizing environments:The stereotype-based behaviors of the powerful and their effects on female performance in masculine domains[J]. Journal of Personality and Social Psychology. 2005,88(4):658-672.
[265]Vescio T K, Snyder M, Butz D A. Power in Stereotypically Masculine Domains:A Social Influence Strategy X Stereotype Match Model.[J]. Journal of Personality and Social Psychology.2003,85(6):1062-1078.
[266]Wang T, Venkatesh R, Chatterjee R. Reservation price as a range:An incentive-compatible measurement approach[J]. Journal of Marketing Research.2007, 44(2):200-213.
[267]Weick M, Guinote A. How long will it take? Power biases time predictions[J]. Journal of Experimental Social Psychology.2010,46(4):595-604.
[268]Weick M, Guinote A. When subjective experiences matter:power increases reliance on ease of retrieval. [J]. Journal of personality and social psychology.2008,94(6):956-970.
[269]White K, Lehman D R. Culture and social comparison seeking:The role of self-motives[J]. Personality and Social Psychology Bulletin.2005,31(2):232-242.
[270]White R W. Motivation reconsidered:The concept of competence.[J]. Psychological review.1959,66(5):297-333.
[271]Wicklund R A, Gollwitzer P M. Symbolic self-completion, attempted influence, and self-deprecation[J]. Basic and Applied Social Psychology.1981,2(2):89-114.
[272]Wilke H, Vermunt R, Lind E A, et al. How do I judge my outcome when I do not know the outcome of others? The psychology of the fair process effect[J]. Journal of Personality and Social Psychology.1997,72(5):1034-1046.
[273]Wilson A E, Ross M. The frequency of temporal-self and social comparisons in people's personal appraisals[J]. Journal of Personality and Social Psychology.2000,78(5): 928-942.
[274]Wirtz J, Kimes S E. The moderating role of familiarity in fairness perceptions of revenue management pricing[J]. Journal of Service Research.2007,9(3):229-240.
[275]Wojciszke B, Struzynska-Kujalowicz A. Power influences self-esteem[J]. Social Cognition.2007,25(4):472-494.
[276]Wolfe R J, Mcginn K L. Perceived relative power and its influence on negotiations[J]. Group Decision and Negotiation.2005,14(1):3-20.
[277]Wood J V. Theory and research concerning social comparisons of personal attributes.[J]. Psychological bulletin.1989,106(2):231-248.
[278]Wyer Jr R S, Clore G L, Isbell L M. Affect and information processing[J]. Advances in experimental social psychology.1999,31:1-77.
[279]Xia L, Monroe K B. Is a good deal always fair? Examining the concepts of transaction value and price fairness[J]. Journal of Economic Psychology.2010,31(6):884-894.
[280]Xia L, Monroe K B, Cox J L. The price is unfair! A conceptual framework of price fairness perceptions[J]. Journal of Marketing.2004,68(4):1-15.
[281]Zeelenberg M, Pieters R. Beyond valence in customer dissatisfaction::A review and new findings on behavioral responses to regret and disappointment in failed services[J]. Journal of Business Research.2004,57(4):445-455.
[282]Zhang Y, Winterich K P, Mittal V. Power Distance Belief and Impulsive Buying[J]. Journal of Marketing Research.2010,47(5):945-954.
[283]Zhong C, Magee J C, Maddux W W, et al. Power, culture, and action:Considerations in the expression and enactment of power in East Asian and Western societies[J]. Research on managing in teams and groups.2006.9:53-73.
[284]艾尔·巴比著,邱泽奇译.社会研究方法[M].华夏出版社,2009.
[285]安德鲁·博伊德著,任月园译.定价的未来[M].东方出版社.2009
[286]陈向明.质的研究方法与社会科学研究[M].教育科学出版社,2000.
[287]贾鹤,王永贵,刘佳嫒,马剑虹.参照群体对消费决策影响研究述评[J].外国经济与管理.2008.30(6)：51-58.
[288]劳伦斯·纽曼著,郝大海译.社会学研究方法：定性和定量的取向[M].中国人民大学出版社.2007.
[289]李雁晨,周庭锐,周琇.解释水平理论：从时间距离到心理距离[J].心理科学进展.2009,17(4)：667-677.
[290]刘亚,王振宏,孔风.情绪具身观：情绪研究的新视角[J].心理科学进展.2011,(1)：50-59.
[291]李晔,龙立荣.组织公平感研究对人力资源管理的启示[J].外国经济与管理.2003,25(002)：12-17.
[292]龙立荣,刘亚.组织不公正及其效果研究述评[J].心理科学进展.2004,12(4)：584-593.
[293]卢少华,徐万珉.权力社会学[M].黑龙江人民出版社,1989.
[294]肯特·B·门罗著.孙忠译.定价：创造利润的决策[M].中国财政经济出版社.2005.
[295]潘益中,许燕.脆弱高自尊在自我威胁后的归因与情绪转换[J].心理科学.2011,(1)：166-171.
[296]彭军锋,汪涛.服务失误时顾客为什么会选择不同的抱怨行为?——服务失误时自我威胁认知对抱怨行为意向的影响[J].管理世界.2007(3)：102-115.
[297]乔洪武,沈昊驹.恩斯特·费尔对经济伦理研究方法的贡献[J].经济学动态.2011(4)：108-113.
[298]乔纳森·布朗著,陈浩莺的等译.自我[M].人民邮电出版社.2004.
[299]孙晓玲,张云,吴明证.解释水平理论的研究现状和展望[J].应用心理学.2007,13(2)：181-186.
[300]谭洁,郑全全.目标追求过程中的权力效应[J].心理科学进展.2010,18(11)：1782-1788.
[301]田录梅,张向葵.高自尊的异质性研究述评[J].心理科学进展.2006,14(5)：704-709.
[302]涂平,刘俊.价格公平感对消费者行为意向的影响[J].营销科学学报.2009, 5(4)：1-16.
[303]韦倩.纳入公平偏好的经济学研究：理论与实证[J].经济研究.2010,(9)：137-148.
[304]韦庆旺,俞国良.权力的社会认知研究述评[J].心理科学进展.2009(006)：1336-1343.
[305]温忠麟,张雷,侯杰泰.有中介的调节变量和有调节的中介变量[J].心理学报.2006,38(3)：448-452.
[306]温忠麟,张雷,侯杰泰,刘红云.中介效应检验程序及其应用[J].心理学报.2004,36(5)：614-620.
[307]伍秋萍,冯聪,陈斌斌.具身框架下的社会认知研究述评[J].心理科学进展.2011,19(3)：336-345.
[308]谢宇.回归分析[M].社会科学文献出版社.2010.
[309]辛自强,郭素然,迟丽萍.青少年自尊与攻击的关系：中介变量和调节变量的作用[J].心理学报.2007,39(5)：845-851.
[310]邢淑芬,俞国良.社会比较：对比效应还是同化效应?[J].心理科学进展.2006,14(6)：944-949.
[311]邢淑芬,俞国良.社会比较研究的现状与发展趋势[J].心理科学进展.2005,13(1)：78-84.
[312]徐淑英,刘忠明主编.中国企业管理前沿研究[M].北京大学出版社.2004.
[313]杨国枢主编.中国人的心理[M].凤凰出版传媒集团和江苏教育出版社.2006.
[314]杨扬子,黄韫慧,施俊琦.自我激活状态对本国/外国品牌评价的影响[J].北京大学学报：自然科学版.2008,44(6)：977-982.
[315]叶浩生.具身认知：认知心理学的新取向[J].心理科学进展.2010,18(5)：705-710.
[316]余凯成,何威.中国大陆企业职工分配公平感研究[J].台北：本土心理研究.1995,4：42-91.
[317]约瑟夫·马克斯威尔著,朱光明译.质的研究设计：一种互动的取向[M].重庆大学出版社.2007
[318]翟学伟.人情、面子与权力的再生产[M].北京大学出版社.2008.
[319]周浩,龙立荣.公平感社会比较的参照对象选择研究述评[J].心理科学进展.2010,18(6)：948-954.
[320]周浩.组织员工分配公平感的社会比较机制研究[D].华中科技大学,2009.
[321]周明洁,张建新.心理学研究中方法的“质”与“量”的整合[J].心理科学进展.2008, 16(1)：163-168.
[322]张莉,Wan Fang,林与川,Qiu Pingping.实验研究中的调节变量和中介变量[J].管理科学.2011,24(1)：108-116.
[323]朱伟珏.象征差异与权力：试论布迪厄的象征支配理论[J].社会.2008,28(3)：141-155.
[2]Anderson C, John O P, Keltner D. The personal sense of power[J]. Journal of Personality. 2012.in press.
[3]Anderson E, Simester D. Does demand fall when customers perceive that prices are unfair: The case of premium pricing for large sizes[J]. Marketing Science.2007,27(3):492-500.
[4]Anderson C, Galinsky A D. Power, optimism, and risk-taking[J]. European Journal of Social Psychology.2006,36(4):511-536.
[5]Anderson C, Thompson L L. Affect from the top down:How powerful individuals' positive affect shapes negotiations[J]. Organizational Behavior and Human Decision Processes.2004,95(2):125-139.
[6]Anderson C, Berdahl J L. The experience of power:Examining the effects of power on approach and inhibition tendencies[J]. Journal of Personality and Social Psychology.2002, 83(6):1362-1377.
[7]Anderson, C., John, O. P., Keltner, D., & Kring, A. M.. Who attains social status? Effects of personality and physical attractiveness in social groups[J]. Journal of Personality and Social Psychology,2001,81,116-132.
[8]Argo J J, White K, Dahl D W. Social comparison theory and deception in the interpersonal exchange of consumption information[J]. Journal of Consumer Research: An Interdisciplinary Quarterly.2006,33(1):99-108.
[9]Arnould E J, Thompson C J. Consumer culture theory (CCT):Twenty years of research [J]. Journal of consumer research.2005,31(4):868-882.
[10]Astley W G, Sachdeva P S. Structural sources of intraorganizational power:A theoretical synthesis[J]. Academy of Management Review.1984:104-113.
[11]Austin W, Mcginn N C, Susmilch C. Internal standards revisited:Effects of social comparisons and expectancies on judgments of fairness and satisfaction[J]. Journal of Experimental Social Psychology.1980,16(5):426-441.
[12]Baron R M, Kenny D A. The moderator-mediator variable distinction in social psychological research:Conceptual, strategic, and statistical considerations.[J]. Journal of personality and social psychology.1986,51(6):1173-1182.
[13]Baucells M, Weber M, Welfens F. Reference-Point Formation and Updating[J]. Management Science.2011,57(3):506-519.
[14]Baumeister R F, Bushman B J, Campbell W K. Self-esteem, narcissism, and aggression [J]. Current Directions in Psychological Science.2000,9(1):26-29.
[15]Baumeister R F, Dale K, Sommer K L. Freudian defense mechanisms and empirical findings in modern social psychology:Reaction formation, projection, displacement, undoing, isolation, sublimation, and denial[J]. Journal of Personality.1998,66(6): 1081-1124.
[16]Baumeister R F, Smart L, Boden J M. Relation of threatened egotism to violence and aggression:The dark side of high self-esteem [J]. Psychological review.1996,103(1): 5-33.
[17]Bechwati N N, Morrin M. Outraged consumers:Getting even at the expense of getting a good deal[J]. Journal of Consumer Psychology.2003,13(4):440-453.
[18]Berdahl J L, Martorana P. Effects of power on emotion and expression during a controversial group discussion.[J]. European Journal of Social Psychology.2006,36(4): 497-509.
[19]Bolton L E, Keh H T, Alba J W. How Do Price Fairness Perceptions Differ Across Culture?[J]. Journal of Marketing Research.2010,47(3):564-576.
[20]Bolton L E, Alba J W. Price fairness:good and service differences and the role of vendor costs[J]. Journal of Consumer Research.2006,33(2):258-265.
[21]Bolton L E, Warlop L, Alba J W. Consumer perceptions of price (un) fairness[J]. Journal of consumer research.2003,29:474-491.
[22]Bourdieu P. Social space and symbolic power[J]. Sociological theory.1989,7(1):14-25.
[23]Bourhis R, Brauer M. Special Issue:Notes concerning the EJSP Thematic Issue on 'Social Power'?[J]. European Journal of Social Psychology.2006,36(4):433-434.
[24]Brass D J, Burkhardt M E. Potential power and power use:An investigation of structure and behavior[J]. Academy of Management Journal.1993:441-470.
[25]Brauer M, Bourhis R Y. Social power.[J]. European Journal of Social Psychology.2006, 36(4):601-616.
[26]Brickman P, Bulman R J. Pleasure and pain in social comparison[J]. Social comparison processes:Theoretical and empirical perspectives.1977,149-186.
[27]Briesch R A, Krishnamurthi L, Mazumdar T, et al. A comparative analysis of reference price models[J]. Journal of Consumer Research.1997,24(2):202-214.
[28]Brinol P, Petty R E, Valle C, et al. The effects of message recipients' power before and after persuasion:A self-validation analysis[J]. Journal of Personality and Social Psychology.2007,93(6):1040-1053.
[29]Brion S. How Power is Lost:Illusions of Alliance Among the Powerful[D]. University of California,2010.
[30]Buchan N R, Johnson E J, Croson R. Let's get personal:An international examination of the influence of communication, culture and social distance on other regarding preferences[J]. Journal of Economic Behavior & Organization.2006,60(3):373-398.
[31]Bunderson J S, Reagans R E. Power, status, and learning in organizations[J]. Organization Science.2011,22(5):1182-1194.
[32]Bushman B J, Baumeister R F. Threatened egotism, narcissism, self-esteem, and direct and displaced aggression:Does self-love or self-hate lead to violence?[J]. Journal of Personality and Social Psychology.1998,75(1):219-229.
[33]Buunk A P, Gibbons F X. Social comparison:The end of a theory and the emergence of a field[J]. Organizational Behavior and Human Decision Processes.2007,102(1):3-21.
[34]Campbell M C. Says Who?!" How the Source of Price Information and Affect Influence Perceived Price (Un) fairness[J]. Journal of Marketing Research.2007,44(2):261-271.
[35]Campbell M C. Perceptions of price unfairness:antecedents and consequences[J]. Journal of marketing research.1999,36(2):187-199.
[36]Carli L L. Gender, interpersonal power, and social influence[J]. Journal of Social Issues. 1999,55(1):81-99.
[37]Carney D R, Cuddy A J C, Yap A J. Power Posing[J]. Psychological Science.2010, 21(10):1363-1368.
[38]Carver C S, Lawrence J W, Scheier M F. Self-discrepancies and affect:Incorporating the role of feared selves[J]. Personality and Social Psychology Bulletin.1999,25(7): 783-792.
[39]Carver C S, White T L. Behavioral inhibition, behavioral activation, and affective responses to impending reward and punishment:The BIS/BAS Scales. [J]. Journal of personality and social psychology.1994,67(2):319-333.
[40]Caza B B, Tiedens L, Lee F. Power becomes you:The effects of implicit and explicit power on the self [J]. Organizational Behavior and Human Decision Processes.2011, 114(1):15-24.
[41]Chandrashekaran R. The implications of individual differences in reference price utilization for designing effective price communications[J]. Journal of Business Research. 2001,53(2):85-91.
[42]Chen S, Langner C A, Mendoza-Denton R. When dispositional and role power fit: Implications for self-expression and self-other congruence[J]. Journal of personality and social psychology.2009,96(3):730-727.
[43]Chen S, Lee-Chai A Y, Bargh J A. Relationship orientation as a moderator of the effects of social power[J]. Journal of Personality and Social Psychology.2001,80(2):173-187.
[44]Chipp K, Kleyn N, Manzi T. Catch Up and Keep Up:Relative Deprivation and Conspicuous Consumption in an Emerging Market[J]. Journal of International Consumer Marketing.2011,23(2):117-134.
[45]Chung T, Mallery P. Social comparison, individualism-collectivism, and self-esteem in China and the United States[J]. Current Psychology.1999,18(4):340-352.
[46]Collie T T, Bradley G, Sparks B A. Fair process revisited:Differential effects of interactional and procedural justice in the presence of social comparison information[J]. Journal of experimental social psychology.2002,38(6):545-555.
[47]Colquitt J A, Conlon D E, Wesson M J, et al. Justice at the millenium:A meta-analytic review of 25 years of organizational justice research.[J]. Journal of applied psychology. 2001,86(3):425-445.
[48]Cook J E, Arrow H, Malle B F. The effect of feeling stereotyped on social power and inhibition[J]. Personality and Social Psychology Bulletin.2011,37(2):165-180.
[49]Copeland J T. Prophecies of power:Motivational implications of social power for behavioral confirmation[J]. Journal of Personality and Social Psychology.1994,67(2): 264-277.
[50]Cox J L. Can differential prices be fair?[J]. Journal of Product & Brand Management. 2001,10(5):264-275.
[51]Crocker J, Major B. Social stigma and self-esteem:The self-protective properties of stigma.[J]. Psychological review.1989,96(4):608-630.
[52]Cunha Jr M, Shulman J D. Assimilation and Contrast in Price Evaluations[J]. Journal of Consumer Research.2011,37(5):822-835.
[53]Darke P R, Dahl D W. Fairness and discounts:the subjective value of a bargain[J]. Journal of Consumer Psychology.2003,13(3):328-338.
[54]De Dreu C K W, Van Kleef G A. The influence of power on the information search, impression formation, and demands in negotiation [J]. Journal of Experimental Social Psychology.2004,40(3):303-319.
[55]Derue D S, Conlon D E, Moon H, et al. When is straightforwardness a liability in negotiations? The role of integrative potential and structural power.[J]. Journal of Applied Psychology.2009,94(4):1032-1047.
[56]Dickson P R, Kalapurakal R. The use and perceived fairness of price-setting rules in the bulk electricity market[J]. Journal of economic psychology.1994,15(3):427-448.
[57]Dijksterhuis A, Bos M W, Nordgren L F, et al. On making the right choice:The deliberation-without-attention effect[J]. Science.2006,311(5763):1005-1007.
[58]Ditomaso N, Post C, Parks-Yancy R. Workforce diversity and inequality:Power, status, and numbers[J]. Annu. Rev. Sociol.2007,33:473-501.
[59]Drolet A, Simonson I, Tversky A. Indifference curves that travel with the choice set[J]. Marketing Letters.2000,11(3):199-209.
[60]Dubois D, Rucker D D, Galinsky A D. The Accentuation Bias[J]. Social Psychological and Personality Science.2010,1(3):199-205.
[61]Dubois D, Rucker D D, Galinsky A D. Super Size Me:Product Size as a Signal of Status[J]. The Journal of Consumer Research, (proofing).
[62]Eiser J R, Pahl S, Prins Y R A. Optimism, Pessimism, and the Direction of Self-Other Comparisons[J]. Journal of Experimental Social Psychology.2001,37(1):77-84.
[63]Emerson R M. Power-dependence relations[J]. American sociological review.1962,27(1): 31-41.
[64]Fast N J, Sivanathan N, Mayer N D, et al. Power and overconfident decision-making[J]. Organizational Behavior and Human Decision Processes.2012,117(2):249-260.
[65]Fast N J, Halevy N, Galinsky A D. The destructive nature of power without status[J]. Journal of Experimental Social Psychology.2012,48(1):391-394.
[66]Fast N J. Power, incompetence, and hubris[D]. Stanford University,2010.
[67]Fast N J, Chen S. When the boss feels inadequate:Power, incompetence, and aggression[J]. Psychological Science.2009,20(11):1406-1413.
[68]Fast N J, Gruenfeld D H, Sivanathan N, et al. Illusory Control:A Generative Force Behind Power's Far-Reaching Effects[J]. Psychological Science.2009,20(4):502-508.
[69]Ferguson A J, Ormiston M E, Moon H. From approach to inhibition:The influence of power on responses to poor performers.[J]. Journal of Applied Psychology.2010,95(2): 305-320.
[70]Finkelstein S. Power in top management teams:Dimensions, measurement, and validation[J]. Academy of Management Journal.1992:505-538.
[71]Fisher R J, Gregoire Y, Murray K B. The limited effects of power on satisfaction with joint consumption decisions[J]. Journal of Consumer Psychology.2011,21(27):277-289.
[72]Fiske S T, Depret E. Control, interdependence and power:Understanding social cognition in its social context[J]. European review of social psychology.1996,7(1):31-61.
[73]Fiske S T. Controlling other people[J]. American Psychologist.1993,48(6):621-628.
[74]Folkes V S, Koletsky S, Graham J L. A field study of causal inferences and consumer reaction:the view from the airport[J]. Journal of Consumer Research.1987:534-539.
[75]Fragale A R, Overbeck J R, Neale M A. Resources versus respect:Social judgments based on targets'power and status positions[J]. Journal of Experimental Social Psychology.2011,47(4):767-775.
[76]French J R P, Raven B. The base of social power[J]. Group dynamics.1960,607-623.
[77]French Jr J R P. A formal theory of social power.[J]. Psychological Review.1956,63(3): 181-194.
[78]Frey B S, Pommerehne W W. On the fairness of pricing--An empirical survey among the general population[J]. Journal of Economic Behavior & Organization.1993,20(3): 295-307.
[79]Fuchs C, Prandelli E, Schreier M. The psychological effects of empowerment strategies on consumers' product demand[J]. Journal of Marketing.2010,74(1):65-79.
[80]Galinsky A D, Rus D, Lammers J. Power:A central force governing psychological, social, and organizational life[J]. Social psychology and organizations.2010:17-38.
[81]Galinsky A D, Magee J C, Gruenfeld D H, et al. Power reduces the press of the situation: Implications for creativity, conformity, and dissonance.[J]. Journal of personality and social psychology.2008,95(6):1450-1466.
[82]Galinsky A D, Magee J C, Inesi M E, et al. Power and perspectives not taken[J]. Psychological Science.2006,17(12):1068-1074.
[83]Galinsky A D, Gruenfeld D H, Magee J C. From Power to Action.[J]. Journal of Personality and Social Psychology.2003,85(3):453-466.
[84]Garbarino E, Lee O F. Dynamic pricing in internet retail:effects on consumer trust[J]. Psychology and Marketing.2003,20(6):495-513.
[85]Georgesen J, Harris M J. Holding onto power:Effects of powerholders' positional instability and expectancies on interactions with subordinates[J]. European journal of social psychology.2006,36(4):451-468.
[86]Georgesen J C, Harris M J. Why's my boss always holding me down? A meta-analysis of power effects on performance evaluations[J]. Personality and Social Psychology Review. 1998,2(3):184-195.
[87]Gibbons F X, Buunk B P. Individual differences in social comparison:Development of a scale of social comparison orientation[J]. Journal of Personality and Social Psychology. 1999,76:129-142.
[88]Gibbons F X, Benbow C P, Gerrard M. From top dog to bottom half:Social comparison strategies in response to poor performance.[J]. Journal of personality and social psychology.1994,67(4):638-652.
[89]Giessner S R, Ryan M K, Schubert T W, et al. The power of pictures:Vertical picture angles in power pictures[J]. Media Psychology.2011,14(4):442-464.
[90]Giessner S R. Schubert T W. High in the hierarchy:How vertical location and judgments of leaders' power are interrelated[J]. Organizational Behavior and Human Decision Processes.2007,104(1):30-44.
[91]Goodman P S, Haisley E. Social comparison processes in an organizational context:New directions[J]. Organizational Behavior and Human Decision Processes.2007,102(1): 109-125.
[92]Goodwin S A, Gubin A, Fiske S T, et al. Power can bias impression processes: Stereotyping subordinates by default and by design[J]. Group Processes & Intergroup Relations.2000,3(3):227-256.
[93]Greenberg J. Setting the Justice Agenda:Seven Unanswered Questions about[J]. Journal of Vocational Behavior.2001,58(2):210-219.
[94]Gruenfeld D H, Inesi M E, Magee J C, et al. Power and the objectification of social targets[J]. Journal of Personality and Social Psychology.2008,95(1):111-127.
[95]Guimond S, Branscombe N R, Brunot S, et al. Culture, gender, and the self:Variations and impact of social comparison processes[J]. Journal of Personality and Social Psychology.2007,92(6):1118-1134.
[96]Guinote A. The situated focus theory of power[M]. The Social Psychology of Power, The Guilford Press,2010,141-173.
[97]Guinote A. In Touch With Your Feelings:Power Increases Reliance on Bodily Information[J]. Social Cognition.2010,28(1):110-121.
[98]Guinote A, Phillips A. Power Can Increase Stereotyping[J]. Social Psychology.2010, 41(1):3-9.
[99]Guinote A. Power and affordances:When the situation has more power over powerful than powerless individuals[J]. Journal of personality and social psychology.2008,95(2): 237-252.
[100]Guinote A. Power affects basic cognition:Increased attentional inhibition and flexibility [J]. Journal of Experimental Social Psychology.2007,43(5):685-697.
[101]Guinote A. Behaviour variability and the situated focus theory of power[J]. European review of social psychology.2007,18(1):256-295.
[102]Guinote A. Power and goal pursuit[J]. Personality and Social Psychology Bulletin.2007, 33(8):1076-1087.
[103]Hall J A, Murphy N A, Carney D R. On the varieties of asymmetrical dependency: Feelings, motives, behavior, and accuracy in a dyadic interaction[J]. European journal of social psychology.2006,36(4):583-599.
[104]Handgraaf M, Van Dijk E, Vermunt R C, et al. Less power or powerless? Egocentric empathy gaps and the irony of having little versus no power in social decision making[J]. Journal of personality and social psychology.2008,95(5):1136-1149.
[105]Harris M M, Anseel F, Lievens F. Keeping up with the Joneses:A field study of the relationships among upward, lateral, and downward comparisons and pay level satisfaction.[J]. Journal of Applied Psychology.2008,93(3):665-673.
[106]Haws K, Bearden W O. Dynamic pricing and consumer fairness perceptions[J]. Journal of Consumer Research.2006,33:304-311.
[107]Henry P J. Low-status compensation:A theory for understanding the role of status in cultures of honor.[J]. Journal of personality and social psychology.2009,97(3):451-466.
[108]Herrmann A, Xia L, Monroe K B, et al. The influence of price fairness on customer satisfaction:an empirical test in the context of automobile purchases[J]. Journal of Product & Brand Management.2007,16(1):49-58.
[109]Higgins, E. T. Promotion and prevention as motivational duality:Implications for evaluative processes[M]. In S. Chaiken & Y. Trope (Eds.),Dual-process theories in social psychology (pp.503-525). ew York:Guilford Press.1999.
[110]Higgins E T. Beyond pleasure and pain.[J]. American Psychologist.1997,52(12):1280.
[111]Higgins, E. T. Self-discrepancy:A theory relating self and affect[J]. Psychological Review,1987,94:319-340.
[112]Hinkin T R, Schriesheim C A. Development and application of new scales to measure the French and Raven (1959) bases of social power.[J]. Journal of Applied Psychology.1989, 74(4):561-567.
[113]Hirsh J B, Galinsky A D, Zhong C B. Drunk, Powerful, and in the Dark[J]. Perspectives on Psychological Science.2011,6(5):415-427.
[114]Homburg C, Hoyer W D, Koschate N. Customers'reactions to price increases:do customer satisfaction and perceived motive fairness matter?[J]. Journal of the Academy of Marketing Science.2005,33(1):36-49.
[115]Hong K, Bohnet I. Status and distrust:The relevance of inequality and betrayal aversion[J]. Journal of Economic Psychology.2007,28(2):197-213.
[116]Howard E S, Gardner W L, Thompson L. The role of the self-concept and the social context in determining the behavior of power holders:Self-construal in intergroup versus dyadic dispute resolution negotiations[J]. Journal of Personality and Social Psychology. 2007,93(4):614-631.
[117]Huang L, Galinsky A D, Gruenfeld D H, et al. Powerful Postures Versus Powerful Roles[J]. Psychological Science.2011,22(1):95-102.
[118]Hung K H, Li S Y, Belk R W. Glocal understandings:female readers'perceptions of the new woman in Chinese advertising[J]. Journal of International Business Studies.2007, 38(6):1034-1051.
[119]Huppertz J W, Arenson S J, Evans R H. An application of equity theory to buyer-seller exchange situations[J]. Journal of marketing research.1978,15(2):250-260.
[120]Pfeffer J. Managing with power:Politics and influence in organizations[M]. Harvard Business Press,1994.
[121]Inesi M E, Botti S, Dubois D, et al. Power and Choice[J]. Psychological Science.2011, 22(8):1042-1048.
[122]Inesi M E. Power and loss aversion[J]. Organizational Behavior and Human Decision Processes.2010,112(1):58-69.
[123]Jin L, Zou D, He Y, et al. A Sense of Power and Uniqueness Seeking[C].2011.
[124]Kahneman D, Knetsch J L, Thaler R. Fairness as a constraint on profit seeking: Entitlements in the market[J]. The American economic review.1986,76(4):728-741.
[125]Kalapurakal R, Dickson P R, Urbany J E. Perceived price fairness and dual entitlement[J]. Advances in consumer research.1991,18(1):788-793.
[126]Kamen J M, Toman R J. Psychophysics of prices[J]. Journal of Marketing Research.1970: 27-35.
[127]Karremans J C, Smith P K. Having the power to forgive:When the experience of power increases interpersonal forgiveness[J]. Personality and Social Psychology Bulletin.2010, 36(8):1010-1023.
[128]Kay A C, Gaucher D. Peach J M, et al. Inequality, discrimination, and the power of the status quo:Direct evidence for a motivation to see the way things are as the way they should be[J]. Journal of personality and social psychology.2009,97(3):421-434.
[129]Keating C F. Power displays between women and men in discussions of gender-linked tasks:A multichannel study[J]. Journal of Personality and Social Psychology.1988,55(4): 580-587.
[130]Keltner D, Van Kleef G A, Chen S, et al. A reciprocal influence model of social power: Emerging principles and lines of inquiry[J]. Advances in experimental social psychology. 2008,40:151-192.
[131]Keltner D, Gruenfeld D H, Anderson C. Power, approach, and inhibition[J]. Psychological Review.2003,110(2):265-284.
[132]Kemmelmeier M, Oyserman D. The ups and downs of thinking about a successful other: self-construals and the consequences of social comparisons[J]. European Journal of Social Psychology.2001,31(3):311-320.
[133]Keltner D, Young R C, Heerey E A, et al. Teasing in hierarchical and intimate relations.[J]. Journal of Personality and Social Psychology.1998,75(5):1231-1247.
[134]Kernis, M.H., Grannemann, B.D., & Barclay, L.C. Stability and level of self-esteem as predictors of anger arousal and hostility[J]. Journal of Personality and Social Psychology,1989,56,1013-1022.
[135]Kim J Y, Natter M, Spann M. Pay what you want:A new participative pricing mechanism[J]. Journal of Marketing.2009,73(1):44-58.
[136]Kimes S E. Perceived fairness of yield management[J]. The Cornell Hotel and Restaurant Administration Quarterly.1994,35(1):22-29.
[137]Kipnis D. Does power corrupt?.[J]. Journal of Personality and Social Psychology.1972, 24(1):33-41.
[138]Klein O, Snyder M, Gonzalez R. Stigma and social power:Expecting to interact with an obese person activates power in the self-concept[J]. Self and Identity.2009,8(4): 378-395.
[139]Konrath S, Bushman B J, Campbell W K. Attenuating the link between threatened egotism and aggression[J]. Psychological Science.2006,17(11):995-1001.
[140]Kopalle P K, Lindsey-Mullikin J. The impact of external reference price on consumer price expectations[J]. Journal of Retailing.2003,79(4):225-236.
[141]Kopalle P K, Rao A G, Assuncao J L. Asymmetric reference price effects and dynamic pricing policies[J]. Marketing Science.1996,15(1):60-85.
[142]Kowalski R M, Cantrell C C. Psychometric Properties of the Propensity to Complaint Scale[J]. Unpublished manuscript, Western Carolina University, Cullowhee, NC.1995.
[143]Kraus M W, Chen S, Keltner D. The power to be me:Power elevates self-concept consistency and authenticity [J]. Journal of Experimental Social Psychology.2011.in press.
[144]Kraus M W, Horberg E J, Goetz J L, et al. Social Class Rank, Threat Vigilance, and Hostile Reactivity[J]. Personality and Social Psychology Bulletin.2011,37(10): 1376-1388.
[145]Kraus M W, Keltner D. Signs of Socioeconomic Status[J]. Psychological Science.2009, 20(1):99-106.
[146]Kraus M W, Piff P K, Keltner D. Social class, sense of control, and social explanation.[J]. Journal of Personality and Social Psychology.2009,97(6):992-1004.
[147]Kruger J, Windschitl P D, Burrus J, et al. The rational side of egocentrism in social comparisons[J]. Journal of Experimental Social Psychology.2008,44(2):220-232.
[148]Kuhl J, Kazen M. Motivation, affect, and hemispheric asymmetry:Power versus affiliation [J]. Journal of personality and social psychology.2008,95(2):456-469.
[149]Kulik C T, Ambrose M L. Personal and situational determinants of referent choice[J]. Academy of Management Review.1992:212-237.
[150]Kunstman J W, Maner J K. Sexual overperception:Power, mating motives, and biases in social judgment.[J]. Journal of Personality and Social Psychology.2011,100(2):282-294.
[151]Lammers J, Galinsky A D, Gordijn E H, et al. Power Increases Social Distance[J]. Social Psychological and Personality Science.2011.inpress
[152]Lammers J, Stapel D A. Power increases dehumanization[J]. Group Processes & Intergroup Relations.2011,14(1):113-126.
[153]Lammers J, Stapel D A, Galinsky A D. Power Increases Hypocrisy[J]. Psychological Science.2010,21(5):737-744.
[154]Lammers J, Stoker J I. Stapel D A. Power and behavioral approach orientation in existing power relations and the mediating effect of income[J]. European Journal of Social Psychology.2010,40(3):543-551.
[155]Lammers J, Stapel D A. How power influences moral thinking.[J]. Journal of personality and social psychology.2009,97(2):279-289.
[156]Lammers J, Stoker J I, Stapel D A. Differentiating social and personal power:Opposite effects on stereotyping, but parallel effects on behavioral approach tendencies[J]. Psychological Science.2009,20(12):1543-1549.
[157]Lammers J, Gordijn E H, Otten S. Looking through the eyes of the powerful [J]. Journal of Experimental Social Psychology.2008,44(5):1229-1238.
[158]Lee F, Tiedens L Z. Is it lonely at the top? The independence and interdenpendence, of power holders [J]. Research in organizational behavior.2001,23:43-91.
[159]Lindsey-Mullikin J, Grewal D. Imperfect information:the persistence of price dispersion on the web[J]. Journal of the Academy of Marketing Science.2006,34(2):236-243.
[160]Lips H M. Women, men, and power.[M]. Mayfield Publishing Co,1991.
[161]Lucas J W, Baxter A R. Power, Influence, and Diversity in Organizations[J]. The ANNALS of the American Academy of Political and Social Science.2012,639(1):49-70.
[162]Magee J C, Smith P K. What Drives the Psychological Effects of Power? A Comparison of the Approach/Inhibition and Social Distance Theories[J].24 Annual International Association of Conflict Management Conference,2011
[163]Magee J C, Milliken F J, Lurie A R. Power Differences in the Construal of a Crisis:The Immediate Aftermath of September 11,2001 [J]. Personality and Social Psychology Bulletin.2010,36(3):354-370.
[164]Magee J C. Seeing power in action:The roles of deliberation, implementation, and action in inferences of power[J]. Journal of Experimental Social Psychology.2009,45(1):1-14.
[165]Magee J C, Galinsky A D. Chapter 8:Social Hierarchy:The Self-Reinforcing Nature of Power and Status[J]. The Academy of Management Annals.2008,2(1):351-398.
[166]Magee J C, Galinsky A D, Gruenfeld D H. Power, propensity to negotiate, and moving first in competitive interactions[J]. Personality and Social Psychology Bulletin.2007, 33(2):200-212.
[167]Major B. From social inequality to personal entitlement:The role of social comparisons. legitimacy appraisals, and group membership[J]. Advances in experimental social psychology.1994,26:293-355.
[168]Major B, Testa M. Social comparison processes and judgments of entitlement and satisfaction[J]. Journal of Experimental Social Psychology.1989,25(2):101-120.
[169]Maner J K, Kaschak M P, Jones J L. Social power and the advent of action[J]. Social Cognition.2010,28(1):122-132.
[170]Maner J K, Kenrick D T, Becker D V, et al. Functional projection:how fundamental social motives can bias interpersonal perception.[J]. Journal of Personality and Social Psychology.2005,88(1):63-78.
[171]Martins M O B. An experimental investigation of the effects of perceived price fairness on perceptions of sacrifice and value[D].1995.
[172]Martins M, Monroe K. Perceived price fairness:a new look at an old construct[J]. Advances in Consumer Research.1994,21:75-78.
[173]Mast M S, Jonas K, Hall J A. Give a person power and he or she will show interpersonal sensitivity:The phenomenon and its why and when[J]. Journal of personality and social psychology.2009,97(5):835-850.
[174]Matsumoto D. Individual and Cultural Differences On Status Differentiation[J]. Journal of Cross-Cultural Psychology.2007,38(4):413-431.
[175]Maxwell S. Rule-based price fairness and its effect on willingness to purchase* 1[J]. Journal of economic psychology.2002,23(2):191-212.
[176]Maxwell S. The Social Norms of Discrete Consumer Exchange[J]. American Journal of Economics and Sociology.1999,58(4):999-1018.
[177]Maxwell S, Nye P, Maxwell N. Less pain, same gain:The effects of priming fairness in price negotiations[J]. Psychology and Marketing.1999,16(7):545-562.
[178]Maxwell S. What makes a price increase seem "fair"[J]. Pricing Strategy & Practice. 1995,3(4):21-27.
[179]Mazumdar T, Raj S P, Sinha I. Reference price research:Review and propositions[J]. Journal of Marketing.2005,69(4):84-102.
[180]Mazumdar T, Papatla P. An investigation of reference price segments[J]. Journal of Marketing Research.2000,37(2):246-258.
[181]Milliken F J, Magee J C, Lam N, et al. The lens and language of power:Sense-making and communication in the aftermath of hurricane katrina[J]. Unpublished manuscript. 2009.
[182]Miyamoto Y, Ji L J. Power Fosters Context-Independent, Analytic Cognition[J]. Personality and Social Psychology Bulletin.2011,37(11):1449-1458.
[183]Mondillon L, Niedenthal P M, Brauer M, et al. Beliefs about power and its relation to emotional experience:A comparison of Japan, France, Germany, and the United States[J]. Personality and social psychology bulletin.2005,31(8):1112-1122.
[184]Monroe K B, Lee A Y. Remembering versus knowing:Issues in buyers' processing of price information[J]. Journal of the Academy of Marketing Science.1999,27(2): 207-225.
[185]Monroe K B. Buyers' subjective perceptions of price[J]. Journal of Marketing Research. 1973:70-80.
[186]Monroe K B. Measuring price thresholds by psychophysics and latitudes of acceptance[J]. Journal of Marketing Research.1971:460-464.
[187]Moon S, Russell G J, Duvvuri S D. Profiling the reference price consumer[J]. Journal of retailing.2006,82(1):1-11.
[188]Morrison K R, Fast N J, Ybarra O. Group status, perceptions of threat, and support for social inequality[J]. Journal of Experimental Social Psychology.2009,45(1):204-210.
[189]Mourali M, Nagpal A. The powerful select, the powerless reject:Power's influence in decision strategies[J]. Journal of Business Research.2011.in press.
[190]Muller D, Judd C M, Yzerbyt V Y. When moderation is mediated and mediation is moderated.[J]. Journal of Personality and Social Psychology.2005,89(6):852-863.
[191]Mussweiler T, Epstude K. Relatively fast! Efficiency advantages of comparative thinking.[J]. Journal of Experimental Psychology:General.2009,138(1):1-21.
[192]Mussweiler T, Ruter K, Epstude K. The ups and downs of social comparison: Mechanisms of assimilation and contrast[J]. Journal of Personality and Social Psychology. 2004,87:832-844.
[193]Mussweiler T.'Everything is Relative':Comparison Processes in Social Judgment[J]. European Journal of Social Psychology.2003,33(6):719-733.
[194]Niedrich R W, Sharma S, Wedell D H. Reference price and price perceptions:A comparison of alternative models[J]. Journal of Consumer Research.2001:339-354.
[195]Oliver R L, Swan J E. Consumer perceptions of interpersonal equity and satisfaction in transactions:a field survey approach[J]. The Journal of Marketing.1989,53(2):21-35.
[196]Oliver R L, Swan J E. Equity and disconfirmation perceptions as influences on merchant and product satisfaction[J]. Journal of Consumer Research.1989,16(3):372-383.
[197]Ordo Ez L D, Connolly T, Coughlan R. Multiple reference points in satisfaction and fairness assessment[J]. Journal of Behavioral Decision Making.2000,13(3):329-344.
[198]Overbeck J R. Concepts and historical perspectives on power[M]. The Guilford Press, 2010,19-45.
[199]Overbeck J R, Park B. Powerful perceivers, powerless objects:Flexibility of powerholders'social attention[J]. Organizational behavior and human decision processes. 2006,99(2):227-243.
[200]Overbeck J R, Tiedens L Z, Brion S. The powerful want to, the powerless have to: perceived constraint moderates causal attributions.[J]. European Journal of Social Psychology.2006,36(4):479-496.
[201]Overbeck J R, Park B. When power does not corrupt:Superior individuation processes among powerful perceivers.[J]. Journal of Personality and Social Psychology.2001,81(4): 549-565.
[202]Oyserman D. High power, low power, and equality:Culture beyond individualism and collectivism[J]. Journal of Consumer Psychology.2006,16:352-357.
[203]Pfeffer J, Fong C T. Building organization theory from first principles:The self-enhancement motive and understanding power and influence[J]. Organization Science.2005:372-388.
[204]Piff P K, Kraus M W, C Te S, et al. Having less, giving more:The influence of social class on prosocial behavior.[J]. Journal of Personality and Social Psychology.2010,99(5): 771-784.
[205]Pratto F, Sidanius J, Levin S. Social dominance theory and the dynamics of intergroup relations:Taking stock and looking forward[J]. European review of social psychology. 2006,17(1):271-320.
[206]Preacher K J, Rucker D D, Hayes A F. Addressing moderated mediation hypotheses: Theory, methods, and prescriptions [J]. Multivariate Behavioral Research.2007,42(1): 185-227.
[207]Prislin R, Sawicki V, Williams K. New majorities' abuse of power[J]. Group Processes & Intergroup Relations.2011,14(4):489-504.
[208]Rabinowitz V C. Feminist perspectives on research methods[J]. Psychology of Women:A Handbook of Issues and Theories Second Edition.2007:93.
[209]Rajendran K N, Tellis G J. Contextual and temporal components of reference price[J]. The Journal of Marketing.1994,58(1):22-34.
[210]Ronay R, Von Hippel W. Power, testosterone, and risk-taking[J]. Journal of Behavioral Decision Making.2010,23(5):473-482.
[211]Rose G M, Orr L M. Measuring and exploring symbolic money meanings[J]. Psychology and Marketing.2007,24(9):743-761.
[212]Rucker D D, Galinsky A D,Dubios D Power and consumer behavior:How power shapes who and what consumers value[J] Journal of Consumer Psychology.2012,in press.
[213]Rucker D D, Dubios D, Galinsky A D. Generous Paupers and Stingy Princes:Power Drives Consumer Spending on Self versus Others[J]. Journal of consumer research.2011, 37(6):1015-1029.
[214]Rucker D D, Galinsky A D. Conspicuous consumption versus utilitarian ideals:How different levels of power shape consumer behavior[J]. Journal of Experimental Social Psychology.2009,45(3):549-555.
[215]Rucker D D, Galinsky A D. Desire to acquire:Powerlessness and compensatory consumption[J]. Journal of Consumer Research.2008,35(2):257-267.
[216]Rucker D D, Galinsky A D,Dubios D Power and consumer behavior:How power shapes who and what consumers value[J] Journal of Consumer Psychology.2011,in press.
[217]Rus D, van Knippenberg D, Wisse B. Leader power and self-serving behavior:The Moderating Role of Accountability[J]. The Leadership Quarterly.2012,23(1):13-26
[218]Sachdev I, Bourhis R Y. Power and status differentials in minority and majority group relations[J]. European Journal of Social Psychology.1991,21(1):1-24.
[219]Salancik G R. Pfeffer J. The bases and use of power in organizational decision making: The case of a university [J]. Administrative Science Quarterly.1974:453-473.
[220]Sassenberg K, Jonas K J, Shah J Y, et al. Why some groups just feel better:The regulatory fit of group power.[J]. Journal of Personality and Social Psychology.2007,92(2): 249-267.
[221]Schmid Mast M. Interpersonal behaviour and social perception in a hierarchy:The interpersonal power and behaviour model[J]. European Review of Social Psychology. 2010,21(1):1-33.
[222]Scholl R W, Cooper E A, Mckenna J. Referent selection in determining equity perceptions: Differential effects on behavioral and attitudinal outcomes[J]. Personnel Psychology. 1987,40(1):113-124.
[223]Schubert T W, Koole S L. The embodied self:Making a fist enhances men's power-related self-conceptions[J]. Journal of Experimental Social Psychology.2009, 45(4):828-834.
[224]Schubert T W, Waldzus S, Giessner S R. Control over the association of power and size[J]. Social Cognition.2009,27(1):1-19.
[225]Schubert T W. Your highness:Vertical positions as perceptual symbols of power[J]. Journal of Personality and Social Psychology.2005,89(1):1-21.
[226]Schubert T W. The power in your hand:Gender differences in bodily feedback from making a fist[J]. Personality and Social Psychology Bulletin.2004,30(6):757-769.
[227]Schwarz N. Social judgment and attitudes:warmer, more social, and less conscious[J]. European Journal Of Social Psychology.2000,30(March-April):149-176.
[228]See K E, Morrison E W, Rothman N B, et al. The detrimental effects of power on confidence, advice taking, and accuracy[J]. Organizational Behavior and Human Decision Processes.2011(116):272-285.
[229]Shavitt S, Lalwani A K, Zhang J, et al. The horizontal/vertical distinction in cross-cultural consumer research[J]. Journal of Consumer Psychology.2006,16(4):325-356.
[230]Shelton J N, Richeson J A, Vorauer J D. Threatened identities and interethnic interactions[J]. European review of social psychology.2006,17(1):321-358.
[231]Sherman D K, Cohen G L. The psychology of self-defense:Self-affirmation theory[J]. Advances in experimental social psychology.2006,38:183-242.
[232]Sherman D K, Cohen G L. Accepting threatening information:Self-affirmation and the reduction of defensive biases[J]. Current Directions in Psychological Science.2002,11(4): 119-123.
[233]Sheth J N, Sethia N K, Srinivas S. Mindful consumption:a customer-centric approach to sustainability[J]. Journal of the Academy of Marketing Science.2011:1-19.
[234]Simon B, Oakes P. Beyond dependence:An identity approach to social power and domination[J]. Human Relations.2006,59(1):105-139.
[235]Simonson I, Carmon Z, Dhar R, et al. Consumer research:In search of identity [J]. Annual review of psychology.2001,52(1):249-275.
[236]Sinha I, Batra R. The effect of consumer price consciousness on private label purchase[J]. International journal of research in marketing.1999,16(3):237-251.
[237]Sivanathan N, Pettit N C. Protecting the self through consumption:Status goods as affirmational commodities[J]. Journal of Experimental Social Psychology.2010,46(3): 564-570.
[238]Sivanathan N, Pillutla M M, Keith Murnighan J. Power gained, power lost[J]. Organizational Behavior and Human Decision Processes.2008,105(2):135-146.
[239]Slabu L, Guinote A. Getting what you want:Power increases the accessibility of active goals[J]. Journal of Experimental Social Psychology.2010,46(2):344-349.
[240]Smith P K, Galinsky A D. The Nonconscious Nature of Power:Cues and Consequences [J]. Social and Personality Psychology Compass.2010,4(10):918-938.
[241]Smith P K, Dijksterhuis A, Wigboldus D H J. Powerful people make good decisions even when they consciously think[J]. Psychological Science.2008,19(12):1258-1259.
[242]Smith P K, Bargh J A. Nonconscious effects of power on basic approach and avoidance tendencies[J]. Social cognition.2008,26(1):1-24.
[243]Smith P K, Jostmann N B, Galinsky A D, et al. Lacking power impairs executive functions[J]. Psychological Science.2008,19(5):441-447.
[244]Smith P K, Wigboldus D H J, Dijksterhuis A P. Abstract thinking increases one's sense of power[J]. Journal of Experimental Social Psychology.2008,44(2):378-385.
[245]Smith P K, Trope Y. You focus on the forest when you're in charge of the trees:Power priming and abstract information processing[J]. Journal of Personality and Social Psychology.2006,90(4):578-596.
[246]Smith P K, Wigboldus D H J, Dijksterhuis A P. Abstract thinking increases one's sense of power[J]. Journal of Experimental Social Psychology.2008,44(2):378-385.
[247]Smith R H. Assimilative and contrastive emotional reactions to upward and downward social comparisons[J]. Handbook of social comparison:Theory and research.2000: 173-200.
[248]Stapel D A, Koomen W. I, we, and the effects of others on me:How self-construal level moderates social comparison effects[J]. Journal of Personality and Social Psychology. 2001,80(5):766-781.
[249]Steele C M, Spencer S J, Lynch M. Self-image resilience and dissonance:The role of affirmational resources.[J]. Journal of personality and social psychology.1993,64(6): 885-896.
[250]Steele C M. The psychology of self-affirmation:Sustaining the integrity of the self[J]. Advances in experimental social psychology.1988,21:261-302.
[251]Stellar J E, Manzo V M, Kraus M W, et al. Class and compassion:Socioeconomic factors predict responses to suffering.[J].2011.in press.
[252]Stone, J., & Cooper, J. A self-standards model of cognitive dissonance[J]. Journal of Experimental Social Psychology,2001,37,228-243.
[253]Torelli C J, Shavitt S. The impact of power on information processing depends on cultural orientation[J]. Journal of experimental social psychology.2011,47(5):959-967.
[254]Torelli C J, Shavitt S. Culture and concepts of power.[J]. Journal of Personality and Social Psychology.2010,99(4):703-723.
[255]Tost L P, Gino F, Larrick R P. Power, competitiveness, and advice taking:Why the powerful don't listen[J]. Organizational Behavior and Human Decision Processes.2011.
[256]Tricomi E, Rangel A, Camerer C F, et al. Neural evidence for inequality-averse social preferences[J]. Nature.2010,463(7284):1089-1091.
[257]Tsai C C. The effect of direction,self-relevance,and focus of social comparisons on self-evaluation:interpretation via assimilation and constrast effect.[J]. Psychological reports.2010,106(2):359-373.
[258]Urbany J E, Madden T J, Dickson P R. All's not fair in pricing:an initial look at the dual entitlement principle[J]. Marketing Letters.1989,1(1):17-25.
[259]Vaidyanathan R, Aggarwal P. Who is the fairest of them all? An attributional approach to price fairness perceptions[J]. Journal of Business Research.2003,56(6):453-463.
[260]Van Kleef G A, Homan A C, Finkenauer C, et al. Breaking the Rules to Rise to Power[J]. Social Psychological and Personality Science.2011,2(5):500-507.
[261]Van Kleef G A, Oveis C, Van der L We I, et al. Power, Distress, and Compassion[J]. Psychological Science.2008,19(12):1315-1322.
[262]Van Kleef G A, De Dreu C K W, Pietroni D, et al. Power and emotion in negotiation: power moderates the interpersonal effects of anger and happiness on concession making.[J]. European Journal of Social Psychology.2006,36(4):557-581.
[263]Van Dijke M, Poppe M. Striving for personal power as a basis for social power dynamics[J]. European Journal of Social Psychology.2006,36(4):537-556.
[264]Vescio T K, Gervais S J, Snyder M, et al. Power and the creation of patronizing environments:The stereotype-based behaviors of the powerful and their effects on female performance in masculine domains[J]. Journal of Personality and Social Psychology. 2005,88(4):658-672.
[265]Vescio T K, Snyder M, Butz D A. Power in Stereotypically Masculine Domains:A Social Influence Strategy X Stereotype Match Model.[J]. Journal of Personality and Social Psychology.2003,85(6):1062-1078.
[266]Wang T, Venkatesh R, Chatterjee R. Reservation price as a range:An incentive-compatible measurement approach[J]. Journal of Marketing Research.2007, 44(2):200-213.
[267]Weick M, Guinote A. How long will it take? Power biases time predictions[J]. Journal of Experimental Social Psychology.2010,46(4):595-604.
[268]Weick M, Guinote A. When subjective experiences matter:power increases reliance on ease of retrieval. [J]. Journal of personality and social psychology.2008,94(6):956-970.
[269]White K, Lehman D R. Culture and social comparison seeking:The role of self-motives[J]. Personality and Social Psychology Bulletin.2005,31(2):232-242.
[270]White R W. Motivation reconsidered:The concept of competence.[J]. Psychological review.1959,66(5):297-333.
[271]Wicklund R A, Gollwitzer P M. Symbolic self-completion, attempted influence, and self-deprecation[J]. Basic and Applied Social Psychology.1981,2(2):89-114.
[272]Wilke H, Vermunt R, Lind E A, et al. How do I judge my outcome when I do not know the outcome of others? The psychology of the fair process effect[J]. Journal of Personality and Social Psychology.1997,72(5):1034-1046.
[273]Wilson A E, Ross M. The frequency of temporal-self and social comparisons in people's personal appraisals[J]. Journal of Personality and Social Psychology.2000,78(5): 928-942.
[274]Wirtz J, Kimes S E. The moderating role of familiarity in fairness perceptions of revenue management pricing[J]. Journal of Service Research.2007,9(3):229-240.
[275]Wojciszke B, Struzynska-Kujalowicz A. Power influences self-esteem[J]. Social Cognition.2007,25(4):472-494.
[276]Wolfe R J, Mcginn K L. Perceived relative power and its influence on negotiations[J]. Group Decision and Negotiation.2005,14(1):3-20.
[277]Wood J V. Theory and research concerning social comparisons of personal attributes.[J]. Psychological bulletin.1989,106(2):231-248.
[278]Wyer Jr R S, Clore G L, Isbell L M. Affect and information processing[J]. Advances in experimental social psychology.1999,31:1-77.
[279]Xia L, Monroe K B. Is a good deal always fair? Examining the concepts of transaction value and price fairness[J]. Journal of Economic Psychology.2010,31(6):884-894.
[280]Xia L, Monroe K B, Cox J L. The price is unfair! A conceptual framework of price fairness perceptions[J]. Journal of Marketing.2004,68(4):1-15.
[281]Zeelenberg M, Pieters R. Beyond valence in customer dissatisfaction::A review and new findings on behavioral responses to regret and disappointment in failed services[J]. Journal of Business Research.2004,57(4):445-455.
[282]Zhang Y, Winterich K P, Mittal V. Power Distance Belief and Impulsive Buying[J]. Journal of Marketing Research.2010,47(5):945-954.
[283]Zhong C, Magee J C, Maddux W W, et al. Power, culture, and action:Considerations in the expression and enactment of power in East Asian and Western societies[J]. Research on managing in teams and groups.2006.9:53-73.
[284]艾尔·巴比著,邱泽奇译.社会研究方法[M].华夏出版社,2009.
[285]安德鲁·博伊德著,任月园译.定价的未来[M].东方出版社.2009
[286]陈向明.质的研究方法与社会科学研究[M].教育科学出版社,2000.
[287]贾鹤,王永贵,刘佳嫒,马剑虹.参照群体对消费决策影响研究述评[J].外国经济与管理.2008.30(6)：51-58.
[288]劳伦斯·纽曼著,郝大海译.社会学研究方法：定性和定量的取向[M].中国人民大学出版社.2007.
[289]李雁晨,周庭锐,周琇.解释水平理论：从时间距离到心理距离[J].心理科学进展.2009,17(4)：667-677.
[290]刘亚,王振宏,孔风.情绪具身观：情绪研究的新视角[J].心理科学进展.2011,(1)：50-59.
[291]李晔,龙立荣.组织公平感研究对人力资源管理的启示[J].外国经济与管理.2003,25(002)：12-17.
[292]龙立荣,刘亚.组织不公正及其效果研究述评[J].心理科学进展.2004,12(4)：584-593.
[293]卢少华,徐万珉.权力社会学[M].黑龙江人民出版社,1989.
[294]肯特·B·门罗著.孙忠译.定价：创造利润的决策[M].中国财政经济出版社.2005.
[295]潘益中,许燕.脆弱高自尊在自我威胁后的归因与情绪转换[J].心理科学.2011,(1)：166-171.
[296]彭军锋,汪涛.服务失误时顾客为什么会选择不同的抱怨行为?——服务失误时自我威胁认知对抱怨行为意向的影响[J].管理世界.2007(3)：102-115.
[297]乔洪武,沈昊驹.恩斯特·费尔对经济伦理研究方法的贡献[J].经济学动态.2011(4)：108-113.
[298]乔纳森·布朗著,陈浩莺的等译.自我[M].人民邮电出版社.2004.
[299]孙晓玲,张云,吴明证.解释水平理论的研究现状和展望[J].应用心理学.2007,13(2)：181-186.
[300]谭洁,郑全全.目标追求过程中的权力效应[J].心理科学进展.2010,18(11)：1782-1788.
[301]田录梅,张向葵.高自尊的异质性研究述评[J].心理科学进展.2006,14(5)：704-709.
[302]涂平,刘俊.价格公平感对消费者行为意向的影响[J].营销科学学报.2009, 5(4)：1-16.
[303]韦倩.纳入公平偏好的经济学研究：理论与实证[J].经济研究.2010,(9)：137-148.
[304]韦庆旺,俞国良.权力的社会认知研究述评[J].心理科学进展.2009(006)：1336-1343.
[305]温忠麟,张雷,侯杰泰.有中介的调节变量和有调节的中介变量[J].心理学报.2006,38(3)：448-452.
[306]温忠麟,张雷,侯杰泰,刘红云.中介效应检验程序及其应用[J].心理学报.2004,36(5)：614-620.
[307]伍秋萍,冯聪,陈斌斌.具身框架下的社会认知研究述评[J].心理科学进展.2011,19(3)：336-345.
[308]谢宇.回归分析[M].社会科学文献出版社.2010.
[309]辛自强,郭素然,迟丽萍.青少年自尊与攻击的关系：中介变量和调节变量的作用[J].心理学报.2007,39(5)：845-851.
[310]邢淑芬,俞国良.社会比较：对比效应还是同化效应?[J].心理科学进展.2006,14(6)：944-949.
[311]邢淑芬,俞国良.社会比较研究的现状与发展趋势[J].心理科学进展.2005,13(1)：78-84.
[312]徐淑英,刘忠明主编.中国企业管理前沿研究[M].北京大学出版社.2004.
[313]杨国枢主编.中国人的心理[M].凤凰出版传媒集团和江苏教育出版社.2006.
[314]杨扬子,黄韫慧,施俊琦.自我激活状态对本国/外国品牌评价的影响[J].北京大学学报：自然科学版.2008,44(6)：977-982.
[315]叶浩生.具身认知：认知心理学的新取向[J].心理科学进展.2010,18(5)：705-710.
[316]余凯成,何威.中国大陆企业职工分配公平感研究[J].台北：本土心理研究.1995,4：42-91.
[317]约瑟夫·马克斯威尔著,朱光明译.质的研究设计：一种互动的取向[M].重庆大学出版社.2007
[318]翟学伟.人情、面子与权力的再生产[M].北京大学出版社.2008.
[319]周浩,龙立荣.公平感社会比较的参照对象选择研究述评[J].心理科学进展.2010,18(6)：948-954.
[320]周浩.组织员工分配公平感的社会比较机制研究[D].华中科技大学,2009.
[321]周明洁,张建新.心理学研究中方法的“质”与“量”的整合[J].心理科学进展.2008, 16(1)：163-168.
[322]张莉,Wan Fang,林与川,Qiu Pingping.实验研究中的调节变量和中介变量[J].管理科学.2011,24(1)：108-116.
[323]朱伟珏.象征差异与权力：试论布迪厄的象征支配理论[J].社会.2008,28(3)：141-155.