The Name Game: How Naming Products Increases Psychological Ownership and Subsequent Consumer Evaluations

Stoner, Jennifer L.; Loken, Barbara; Blank, Ashley Stadler

doi:10.1002/jcpy.1005

Cited by 53 publications

(32 citation statements)

References 18 publications

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“…The lake where we conducted this study is 217 square miles with a maximum depth of 83 feet. We manipulated psychological ownership of the lake by asking (vs. not asking) kayak renters to think of and write down a nickname for the lake (Stoner, Loken, and Blank 2018). A pretest with 99 Amazon Mechanical Turk (MTurk) participants confirmed that kayakers who give a lake a nickname feel greater ownership than those who do not name a lake (M name = 4.44 vs. M no name = 3.68; F(1, 97) = 4.29, p = .041; for details, see Web Appendix W1).…”

Section: Methodsmentioning

confidence: 99%

“…Psychological ownership has often been studied in the context of products that are possessed or consumed by a single consumer at a time, such as a sweater (Spears and Yazdanparast 2014), a mug (Peck and Shu 2009), or a blanket (Peck, Barger, and Webb 2013). Researchers have elicited psychological ownership by, for example, having consumers name (Stoner, Loken, and Blank 2018), vote for (Fuchs, Prandelli, and Scheier 2010), or design (Kirk, Peck, and Swain 2018) a product. These manipulations take root in antecedents to psychological ownership: investing the self into the target, controlling the target, and coming to intimately know the target (Pierce, Kostova, and Dirks 2003).…”

Section: Theoretical Background and Hypothesesmentioning

confidence: 99%

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Caring for the Commons: Using Psychological Ownership to Enhance Stewardship Behavior for Public Goods

Peck¹,

Kirk²,

Luangrath³

et al. 2020

Journal of Marketing

144

173

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How can consumers be encouraged to take better care of public goods? Across four studies, including two experiments in the field and three documenting actual behaviors, the authors demonstrate that increasing consumers’ individual psychological ownership facilitates stewardship of public goods. This effect occurs because feelings of ownership increase consumers’ perceived responsibility, which then leads to active behavior to care for the good. Evidence from a variety of contexts, including a public lake with kayakers, a state park with skiers, and a public walking path, suggests that increasing psychological ownership enhances both effortful stewardship, such as picking up trash from a lake, and financial stewardship, such as donating money. This work further demonstrates that the relationship between psychological ownership and resulting stewardship behavior is attenuated when there are cues, such as an attendance sign, which diffuse responsibility among many people. This work offers implications for consumers, practitioners, and policy makers with simple interventions that can encourage consumers to be better stewards of public goods.

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Section: Methodsmentioning

confidence: 99%

Section: Theoretical Background and Hypothesesmentioning

confidence: 99%

Caring for the Commons: Using Psychological Ownership to Enhance Stewardship Behavior for Public Goods

Peck¹,

Kirk²,

Luangrath³

et al. 2020

Journal of Marketing

144

173

View full text Add to dashboard Cite

show abstract

“…While prior studies of psychological ownership have largely addressed material possessions (e.g., Peck, Barger, and Webb 2013; Stoner, Loken, and Blank 2018), more recently researchers have explored intangible entities such as services and digital goods as potential targets of psychological ownership (Peck and Shu 2018). Mifsud, Cases, and N’goala (2015) conceptually specify service appropriation as “a process by which customers make the service their own” (p. 719) and develop possessive feelings, over time and through their investment of personal resources.…”

Section: Conceptual Backgroundmentioning

confidence: 99%

Access-Based Services as Substitutes for Material Possessions: The Role of Psychological Ownership

Fritze

Marchand

Eisingerich

et al. 2020

Journal of Service Research

104

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Access-based services (ABS)—in which consumers do not physically own material goods but gain access to services by registering with the provider—have risen in popularity as an alternative to individual ownership and conventional consumption. Yet companies still face key challenges in promoting these services. Prior research indicates that consumers assign significant importance to their material possessions; the current study investigates how psychological ownership, the mental state of perceiving something as one’s own, attained through ABS might lead customers to increase their service use and forgo material ownership. With four studies, using cross-sectional, longitudinal, and experimental data, as well as combined self-reports with usage data, we theorize and demonstrate this effect. Firms that offer ABS can increase customers’ service psychological ownership, which acts as a psychological substitute for physical ownership and increases ABS use. The results suggest ways managers can leverage the psychological power of ownership feelings, rather than try to fight the lack of actual ownership, in access-based consumption contexts.

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“…Psychological ownership theory, which began with employee attitudes and behaviors in an organization, has recently been extended to various fields such as psychology, business, consumerism, marketing, and even information systems [3,[20][21][22][23]. However, psychological ownership is typically limited to a single target.…”

Section: Psychological Ownership In the Online Contextmentioning

confidence: 99%

Did You Invest Less Than Me? The Effect of Other’s Share of Investment on Psychological Ownership of Crowdfunding Projects

Seo

Park

2020

Sustainability

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The development of information technology, in an online context, has expanded into collective consumption, e.g., crowdfunding projects. Moreover, people feel a sense of psychological ownership (“it is mine”) toward projects they invest in, even if their attributes are immaterial or intangible. This research focuses on changes in psychological ownership based on the characteristics of crowdfunding projects, which are collectively invested in with others, and the attributes of objects (tangible/intangible). Specifically, this research seeks to determine how psychological ownership is affected by information about the amount of money invested by others in a shared project. Additionally, this research investigates whether psychological ownership changes based on others’ investment (less/more) and the attributes (tangible/intangible) of the project. The findings from the empirical analysis indicate that psychological ownership changes based on information regarding other people’s investment in a shared crowdfunding project. The results also show that, in projects with tangible attributes, psychological ownership changes based on investment information; however, no changes were observed in projects with intangible attributes.

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The Name Game: How Naming Products Increases Psychological Ownership and Subsequent Consumer Evaluations

Cited by 53 publications

References 18 publications

Caring for the Commons: Using Psychological Ownership to Enhance Stewardship Behavior for Public Goods

Caring for the Commons: Using Psychological Ownership to Enhance Stewardship Behavior for Public Goods

Access-Based Services as Substitutes for Material Possessions: The Role of Psychological Ownership

Did You Invest Less Than Me? The Effect of Other’s Share of Investment on Psychological Ownership of Crowdfunding Projects

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