A formal theory of social power.

French, John R. P.

doi:10.1037/h0046123

Cited by 878 publications

(343 citation statements)

References 26 publications

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“…In the second direction, we assume that all members contribute to the elaboration of these coefficients: it's the participative ad hoc approach (Keeney and Raiffa 1976). French (1956), Ramanathan andGanesh (1994), Ben Abdelaziz et al (2004), Martel and Ben Khélifa (2000), Figueira and Roy (2002) and Jabeur and Martel (2002) constitute some examples of ad hoc approach. For instance, French (1956) determines the relative importance coefficients of the members based on their influence graphs.…”

Section: Collective Preordersmentioning

confidence: 97%

“…French (1956), Ramanathan andGanesh (1994), Ben Abdelaziz et al (2004), Martel and Ben Khélifa (2000), Figueira and Roy (2002) and Jabeur and Martel (2002) constitute some examples of ad hoc approach. For instance, French (1956) determines the relative importance coefficients of the members based on their influence graphs. 8 In his influence graph each member expresses-according to his point of view-how the other members influence each other by using a binary and reflexive relation, called influence relation.…”

Section: Collective Preordersmentioning

confidence: 97%

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An Agreement Index with Respect to a Consensus Preorder

Jabeur

Martel

2009

Group Decis Negot

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In this paper, we propose an index to measure the agreement level of an individual preorder with respect to a collective preorder (or reference preorder). The originality of the proposed index consists in the two following facts: (i) it quantifies the agreement level between two preorders which are not necessarily complete (i.e. they may include the incomparability relation), a preference system rarely tackled in the literature and (ii) it takes into account the positions of the alternatives in the individual preorder. The proposed index is then used to compute, within the framework of a consensus preorder research, the agreement level of all group's members with respect to a collective preorder.

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Section: Collective Preordersmentioning

confidence: 97%

Section: Collective Preordersmentioning

confidence: 97%

An Agreement Index with Respect to a Consensus Preorder

Jabeur

Martel

2009

Group Decis Negot

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“…Neste caso, poder significa exercer controle sobre outras pessoas. Este tipo de poder é chamado de poder social (Fiske & Berdahl, 2007;French, 1956;Lammers et al, 2009). Simplificando, o poder social é a habilidade do indivíduo em exercer controle sobre os outros.…”

Section: Referencial Teórico Poderunclassified

A Influência do Poder no Relacionamento entre Consumidor e Marca

Semprebon

Prado

2016

Rev. adm. contemp.

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Resumo Pertencente à área de pesquisas sobre relacionamento entre consumidor e marca, o objetivo deste estudo é verificar a influência do poder da marca sobre o senso de poder do consumidor e os papéis da dependência e confiança como variáveis de mediação e moderação, respectivamente, nesta relação. A primeira hipótese defende que, na presença de marcas com alto poder, os consumidores sentirão baixo poder pessoal. Para compreender melhor este fenômeno, a dependência surge como uma variável mediadora, já que a quantidade de poder se refere ao nível de dependência entre as partes, ou seja, marcas com alto poder geram maior dependência e, desta forma, reduzem o senso de poder pessoal do consumidor, aumentando a assimetria de poder, sendo esta afirmação a segunda hipótese do estudo. Por último, constatou-se que a confiança é uma variável importante na redução de assimetria de poder; portanto, em níveis de alta confiança, o efeito negativo do poder da marca, mediado pela dependência, sobre o poder pessoal, é menos intenso, sendo este argumento a terceira hipótese do estudo. Foram realizados três experimentos que possibilitaram a corroboração de todas as hipóteses. Esta pesquisa traz um significativo avanço no entendimento das relações entre consumidor e marca ao propor um novo modelo baseado na perspectiva de poder.

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“…Interpersonal influence leads to improved performance in retail network contexts largely because relationships with prominent individuals provide access to social power (French, 1956). Social power provides numerous advantages to buyers who exercise it, such as the ability to bargain more powerfully, to command more favorable bids, and to maintain control in negotiations (Dwyer & Walker, 1981).…”

Section: The Importance Of Interpersonal Influence In Network Settingsmentioning

confidence: 99%

Developing Interpersonal Influence in Retail Purchasing Networks: An Exploratory Analysis of Tie Quantity, Tie Strength, and Tie Type

Johnson¹,

Seevers²

2015

IJMS

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This study examines the impact of relationship characteristics existing between buyers and other members of a retail purchasing network. The number of ties and the strength of the ties buyers maintain with others in the network are examined to identify how they impact buyers' interpersonal influence over others. Buyers' tie quantity and tie strength are examined for different constituencies within the purchasing network to assess the differential impact of these relational factors on buyers' interpersonal influence. The study finds that buyers' tie quantity is a significant predictor of influence in both buyer and seller sub-networks, whereas buyers' tie strength is only a significant factor in the seller sub-network. Further, independently examining the sub-networks that form organically around buyer and seller roles in the overall purchasing network leads to differential outcomes when compared to evaluating the entire network in which buyer and seller sub-networks are not differentiated. Collectively, the findings from this study reveal important conceptual, methodological, and substantive implications for marketing researchers and practitioners interested in purchasing network contexts.

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A formal theory of social power.

Cited by 878 publications

References 26 publications

An Agreement Index with Respect to a Consensus Preorder

An Agreement Index with Respect to a Consensus Preorder

A Influência do Poder no Relacionamento entre Consumidor e Marca

Developing Interpersonal Influence in Retail Purchasing Networks: An Exploratory Analysis of Tie Quantity, Tie Strength, and Tie Type

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