Consumer empowerment in consumer–firm relationships: conceptual framework and implications for research

Sanam Akhavannasab, Danilo Dantas, Sylvain Senecal

Research output: Contribution to journalArticle

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Abstract

This article contributes to the literature on consumer power in consumer-firm relationships in three ways. First, it proposes a consumer empowerment framework adopting a consumer perspective that includes the antecedents and consequences of consumer power perception. Second, it distinguishes two manifestations of consumer power perception: personal power—the perceived ability to resist or ignore a firm’s persuasive efforts and make final decisions independently—and social power—the perception of influencing a firm’s decisions and responses. Third, it identifies the entities involved (i.e., firms, third parties, and other consumers) that empower consumers through the exchange of resources. Moreover, this article discusses how the constructs of consumer power and empowerment differ from related concepts such as perceived control and self-efficacy. Finally, it proposes a research agenda.
Original languageEnglish
Pages (from-to)214-227
Number of pages14
JournalAcademy of Marketing Science Review
Volume8
Issue number3-4
Early online date11 Jul 2018
DOIs
Publication statusPublished - Dec 2018
Externally publishedYes

Bibliographical note

The final publication is available at Springer via http://dx.doi.org/10.1007/s13162-018-0120-4

Copyright © and Moral Rights are retained by the author(s) and/ or other copyright owners. A copy can be downloaded for personal non-commercial research or study, without prior permission or charge. This item cannot be reproduced or quoted extensively from without first obtaining permission in writing from the copyright holder(s). The content must not be changed in any way or sold commercially in any format or medium without the formal permission of the copyright holders.

Keywords

  • consumer power
  • consumer empowerment
  • social power
  • personal power

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