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Dynamics of Communicator and Audience Power: The Persuasiveness of Competence versus Warmth

Citations

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Cited by:

  1. Yue Ni & Qiqi Cheng, 2022. "The Moderating Effect of the Sense of Power on Green (NonGreen) Appeal in Promoting Sustainable Consumption," Sustainability, MDPI, vol. 14(20), pages 1-18, October.
  2. Halkias, Georgios & Diamantopoulos, Adamantios, 2020. "Universal dimensions of individuals' perception: Revisiting the operationalization of warmth and competence with a mixed-method approach," International Journal of Research in Marketing, Elsevier, vol. 37(4), pages 714-736.
  3. Jiang, Hongyan & Tan, Huimin & Liu, Yeyi & Wan, Fang & Gursoy, Dogan, 2020. "The impact of power on destination advertising effectiveness: The moderating role of arousal in advertising," Annals of Tourism Research, Elsevier, vol. 83(C).
  4. Song, Jinzhu & Gao, Yanhuan & Huang, Youlin & Chen, Lihan, 2023. "Being friendly and competent: Service robots' proactive behavior facilitates customer value co-creation," Technological Forecasting and Social Change, Elsevier, vol. 196(C).
  5. Stockheim, Inbal & Perez, Dikla & Podkamien, Yael, 2024. "Friend and Foe: The impact of complimentary competitor content (CCC) on consumer response towards the endorsing competitor," Journal of Retailing and Consumer Services, Elsevier, vol. 79(C).
  6. Federico Mangiò & Giuseppe Pedeliento & Daniela Andreini & Lia Zarantonello, 2024. "How persuasive is woke brand communication on social media? Evidence from a consumer engagement analysis on Facebook," Journal of Brand Management, Palgrave Macmillan, vol. 31(4), pages 345-381, July.
  7. Zhou, Zhimin & Ding, Yi & Feng, Wenting & Ke, Nianman, 2021. "Extending B2B brands into the B2C market: Whether, when, and how brands should emphasize B2B industry background," Journal of Business Research, Elsevier, vol. 130(C), pages 364-375.
  8. Yong Zhang & Jiayu Ao & Jiayue Deng, 2019. "The Influence of High–Low Power on Green Consumption: The Moderating Effect of Impression Management Motivation," Sustainability, MDPI, vol. 11(16), pages 1-16, August.
  9. Jha, Subhash & Balaji, M.S. & Peck, Joann & Oakley, Jared & Deitz, George D., 2020. "The Effects of Environmental Haptic Cues on Consumer Perceptions of Retailer Warmth and Competence," Journal of Retailing, Elsevier, vol. 96(4), pages 590-605.
  10. Darren W Dahl & Eileen Fischer & Gita V Johar & Vicki G Morwitz, 2017. "Making Sense from (Apparent) Senselessness: The JCR Lens," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 44(4), pages 719-723.
  11. Liu, Xing (Stella) & Yi, Xiao (Shannon) & Wan, Lisa C., 2022. "Friendly or competent? The effects of perception of robot appearance and service context on usage intention," Annals of Tourism Research, Elsevier, vol. 92(C).
  12. Hwang, YooHee & Shin, Joongwon & Mattila, Anna S., 2018. "So private, yet so public: The impact of spatial distance, other diners, and power on solo dining experiences," Journal of Business Research, Elsevier, vol. 92(C), pages 36-47.
  13. Martin Haupt & Anna Rozumowski & Jan Freidank & Alexander Haas, 2023. "Seeking empathy or suggesting a solution? Effects of chatbot messages on service failure recovery," Electronic Markets, Springer;IIM University of St. Gallen, vol. 33(1), pages 1-22, December.
  14. Liam F. Beiser-McGrath & Robert A. Huber, 2018. "Assessing the relative importance of psychological and demographic factors for predicting climate and environmental attitudes," Climatic Change, Springer, vol. 149(3), pages 335-347, August.
  15. Zheng, Xiaoying & Xu, Jing & Shen, Hao, 2022. "To be respected or liked: The influence of social comparisons on consumer preference for competence- versus warmth-oriented products," International Journal of Research in Marketing, Elsevier, vol. 39(1), pages 170-189.
  16. Sheng Bi & Jun Pang & Huan Chen & Andrew Perkins, 2024. "When feeling powerless, we crave nostalgia: The impact of powerlessness on the preference for nostalgic products," Journal of the Academy of Marketing Science, Springer, vol. 52(4), pages 998-1017, July.
  17. Gerrath, Maximilian H.E.E. & Olya, Hossein & Shah, Zahra & Li, Huaiyu, 2024. "Virtual influencers and pro-environmental causes: The roles of message warmth and trust in experts," Journal of Business Research, Elsevier, vol. 175(C).
  18. Hao Lin & Chundong Wang & Yongjie Sun, 2024. "How big five personality traits influence information sharing on social media: A meta analysis," PLOS ONE, Public Library of Science, vol. 19(6), pages 1-20, June.
  19. Chen, Qimei & He, Yi & Hu, Miao & Li, Daoji, 2023. "(Em)powering the underdog: How power states enhance referral intention-behavior consistency for underdog entrepreneurs," Journal of Business Research, Elsevier, vol. 169(C).
  20. Huang, Ran & Ha, Sejin, 2020. "The effects of warmth-oriented and competence-oriented service recovery messages on observers on online platforms," Journal of Business Research, Elsevier, vol. 121(C), pages 616-627.
  21. Xia, Lan & Roggeveen, Anne L., 2020. "When it’s too good to be true: Consumers’ reactions and firms’ responses to unintended price mistakes," Journal of Business Research, Elsevier, vol. 114(C), pages 16-29.
  22. Lee, Saerom & Bolton, Lisa E., 2020. "Mixed signals? Decoding luxury consumption in the workplace," Journal of Business Research, Elsevier, vol. 117(C), pages 331-345.
  23. Lasarov, Wassili & Orth, Ulrich R. & Wirtz, Jochen & Holm, Mirjam, 2023. "Exploring the nonlinear influence of nonverbal dominance in marketing communicators: Instrumental outcomes, social outcomes, and persuasion," Journal of Business Research, Elsevier, vol. 168(C).
  24. Veronica L. Thomas & Kendra Fowler & Christina Saenger, 2020. "Celebrity influence on word of mouth: the interplay of power states and power expectations," Marketing Letters, Springer, vol. 31(1), pages 105-120, March.
  25. Tran, Hai-Anh & Farrell, Andrew & Evanschitzky, Heiner & Nguyen, Bach & Ackfeldt, Anna-Lena, 2024. "Using affective content to promote high-involvement services on social media," Journal of Business Research, Elsevier, vol. 179(C).
  26. Zhang, Huixian & Song, Mengmeng, 2024. "Optimizing service encounters through mascot-like robot with a politeness strategy," Journal of Retailing and Consumer Services, Elsevier, vol. 79(C).
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