Psychological Ownership and Consumer Behavior PDF
Preview Psychological Ownership and Consumer Behavior
Joann Peck · Suzanne B. Shu Editors Psychological Ownership and Consumer Behavior Psychological Ownership and Consumer Behavior Joann Peck • Suzanne B. Shu Editors Psychological Ownership and Consumer Behavior Editors Joann Peck Suzanne B. Shu Wisconsin School of Business Anderson School of Management University of Wisconsin-Madison University of California, Los Angeles Madison, WI, USA Los Angeles, CA, USA ISBN 978-3-319-77157-1 ISBN 978-3-319-77158-8 (eBook) https://doi.org/10.1007/978-3-319-77158-8 Library of Congress Control Number: 2018939942 © Springer International Publishing AG, part of Springer Nature 2018, corrected publication 2018 This work is subject to copyright. All rights are reserved by the Publisher, whether the whole or part of the material is concerned, specifically the rights of translation, reprinting, reuse of illustrations, recitation, broadcasting, reproduction on microfilms or in any other physical way, and transmission or information storage and retrieval, electronic adaptation, computer software, or by similar or dissimilar methodology now known or hereafter developed. The use of general descriptive names, registered names, trademarks, service marks, etc. in this publication does not imply, even in the absence of a specific statement, that such names are exempt from the relevant protective laws and regulations and therefore free for general use. The publisher, the authors and the editors are safe to assume that the advice and information in this book are believed to be true and accurate at the date of publication. Neither the publisher nor the authors or the editors give a warranty, express or implied, with respect to the material contained herein or for any errors or omissions that may have been made. The publisher remains neutral with regard to jurisdictional claims in published maps and institutional affiliations. Printed on acid-free paper This Springer imprint is published the registered company is Springer International Publishing AG, part of Springer Nature. The registered company address is: Gewerbestrasse 11, 6330 Cham, Switzerland Preface We are pleased to introduce this volume of Psychological Ownership and Consumer Behavior. We have endeavored to provide a broad spectrum of topics related to psychological ownership with the aim of encouraging research in this area. The collection of outstanding researchers involved in creating this volume, and the many consumer behavior themes covered within it, are evidence of the impressive expansion of research efforts within the area of psychological ownership. We are very excited to see such strong evidence of psychological ownership as a concept within consumer behavior, and hope that this collection inspires additional efforts in these areas. The first four chapters of the book provide some theoretical and historical background on psychological ownership, how it has developed and its relationship to the self. More specifically, Jon Pierce and Joann Peck (Chap. 1) begin with some background and history of the construct of psychological ownership and how it moved from organizations and employees into the consumer realm. As Jon Pierce and colleagues’ theory is critical to most of the other chapters, beginning with his journey provides a strong foundation for the rest of the book. Ori Friedman et al. (Chap. 2) detail research on children and their understand- ing of the concept of ownership. The connection between legal and psychological ownership is a common theme throughout the volume, and is discussed in their chapter as it specifically relates to children. We follow with Liad Weiss and Gita Johar (Chap. 3) where the concept of ownership is linked to the categorization of objects as they relate to the self. Delving further into the self, Russ Belk (Chap. 4) explores both the extended self and the extended target of ownership. A technol- ogy theme is also introduced in this chapter which is woven throughout the rest of the volume. Moving from more general theories of ownership, Chaps. 5, 6, 7 and 8 offer insights on how psychological ownership affects various consumer behaviors, including applications involving technology and design customization. Kirk and Swain (Chap. 5) continue the technology theme introduced in Chap. 4 and relate psychological ownership to digital content including social media and video games, among others. In Chap. 6, Kamleitner and Mitchell provide a thorough analysis of v vi Preface psychological ownership for personal data, and suggest a way of thinking about data which they term a digital blueprint. They also examine interventions to increase ownership and control of personal data, an important set of interventions in a world of big data and privacy concerns. Baxter and Aurisicchio (Chap. 7), from an engineering design perspective, link psychological ownership theory to experience design models and discuss the designing of possessions and not products. They detail specific ways in which design can facilitate feelings of ownership. They also introduce an ownership lifecycle model considering both acquisition and dispossession of targets. Chu (Chap. 8) continues the theme of acquisition and dispossession by examining the extreme possessive behavior of hoarding. Motives for hoarding and how they relate to psychological ownership are presented. One is left with the sense that hoarding is an extreme ownership behavior that is present in all of us, but to either a greater or a lesser degree. Chapters 9 and 10 move to market-level considerations of consumer behavior, looking at buying, selling, negotiating, and policy issues of psychological ownership. Specifically, Dickert et al. (Chap. 9) focus on economic markets and the role of psychological ownership in buying, selling, and negotiating decisions. Shu (Chap. 10) examines psychological ownership in policy and financial decisions such as health policy, social security, and investing decisions. This chapter also addresses the manipulation of psychological ownership to help individuals make more optimal decisions, and how this may influence public policy decisions, a theme that will return in later chapters. Chapters 11, 12, 13 and 14 take us to social environments, considering how psychological ownership interacts with groups of consumers for organizations, shared experiences, environmental causes, and public goods. In Chap. 11, Wiggins revisits the issues of collective ownership that are first introduced in Chap. 1. She considers when consumers perceive collective psychological ownership of an organization, especially in the cases of charitable organizations and organizations with hedonic products or experiences. Kovacheva and Lamberton (Chap. 12) examine the tradeoffs of decreased control but increased social experience for consumers who are involved in a shared experience, and how psychological ownership of the experience is part of those tradeoffs. Returning to policy-related issues for ownership, Suessenbach and Kamleitner (Chap. 13) discuss the problems for environmental behavior and why it may be difficult to have strong psychological ownership among consumers. They argue that an increase in psychological ownership can be used to encourage more sustainable usage of resources. In Chap. 14, Shu and Peck review the literature on nonlegally owned public goods and especially the endowment effect among public goods as evidence of possible psychological ownership. They then describe using the antecedents of psychological ownership to create interventions that increase psychological ownership for public goods. This increased ownership results in better stewardship of those resources. Preface vii In the final chapter, synthesizing some common themes, Peck and Luangrath identify seven broad areas for future research. These include measurement, char- acteristics of the owner, characteristics of what is owned, types of ownership, time dimensions related to psychological ownership, the consequences of psychological ownership, and when psychological ownership is counterproductive. Our hope is that you find this volume interesting and thought-provoking and that it spurs new research ideas. While we have collectively made great progress in incorporating psychological ownership into models of consumer behavior, there is still much to be understood, and we hope you will join us in these efforts. Madison, WI, USA Joann Peck Los Angeles, CA, USA Suzanne B. Shu Contents 1 The History of Psychological Ownership and Its Emergence in Consumer Psychology . . . . . . . . . . . . . . . . . . . . 1 Jon L. Pierce and Joann Peck 2 Legal Ownership Is Psychological: Evidence from Young Children . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 19 Ori Friedman, Madison L. Pesowski, and Brandon W. Goulding 3 Psychological Ownership in Egocentric Categorization Theory . . . . 33 Liad Weiss and Gita Venkataramani Johar 4 Ownership: The Extended Self and the Extended Object . . . . . . . . . . 53 Russell Belk 5 Consumer Psychological Ownership of Digital Technology . . . . . . . . 69 Colleen P. Kirk and Scott D. Swain 6 C an Consumers Experience Ownership for Their Personal Data?From Issues of Scope and Invisibility to Agents Handling Our Digital Blueprints . . . . . . . . . . . . . . . . . . . . . 91 Bernadette Kamleitner and Vincent-Wayne Mitchell 7 Ownership by Design . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 119 Weston Baxter and Marco Aurisicchio 8 Psychological Ownership in Hoarding . . . . . . . . . . . . . . . . . . . . . . . . . 135 Charlene K. Chu 9 Trading Under the Influence: The Effects of Psychological Ownership on Economic Decision-Making . . . . . . . 145 Stephan Dickert, Nathaniel J. S. Ashby, and Andreas Dickert 10 Psychological Ownership in Financial Decisions . . . . . . . . . . . . . . . . . 165 Suzanne B. Shu ix x Contents 11 Can Consumers Perceive Collective Psychological Ownership of an Organization? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 177 Jennifer Wiggins 12 Whose Experience Is It, Anyway? Psychological Ownership and Enjoyment of Shared Experiences . . . . . . . . . . . . . . . 195 Aleksandra Kovacheva and Cait Lamberton 13 Psychological Ownership as a Facilitator of Sustainable Behaviors . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 211 Sophie Süssenbach and Bernadette Kamleitner 14 Solving Stewardship Problems with Increased Psychological Ownership . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 227 Suzanne B. Shu and Joann Peck 15 Looking Ahead: Future Research in Psychological Ownership . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 239 Joann Peck and Andrea Webb Luangrath Erratum . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . E1 Index . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 259 The original version of this book was revised. An erratum to this book can be found at https://doi.org/10.1007/978-3-319-77158-8_16 Contributors Nathaniel J. S. Ashby Harrisburg University of Science & Technology, Harrisburg, PA, USA Marco Aurisicchio Imperial College London, London, UK Weston Baxter Imperial College London, London, UK Russell Belk Schulich School of Business, York University, Toronto, ON, Canada Charlene K. Chu Argyros School of Business and Economics, Chapman University, Orange, CA, USA Andreas Dickert School of Economics, University of East Anglia, Norwich, UK Stephan Dickert School of Business and Management, Queen Mary University of London, London, UK Ori Friedman Department of Psychology, University of Waterloo, Waterloo, ON, Canada Brandon W. Goulding Department of Psychology, University of Waterloo, Waterloo, ON, Canada Gita Venkataramani Johar Columbia Business School, Columbia University, New York, NY, USA Bernadette Kamleitner WU Vienna, Vienna, Austria Colleen P. Kirk New York Institute of Technology, New York, NY, USA Aleksandra Kovacheva School of Business, University at Albany, State University of New York, Albany, NY, USA Cait Lamberton Katz School of Business, University of Pittsburgh, Pittsburgh, PA, USA xi
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