When Good Fences Make Good Customers: Exploring Psychological Ownership and Territoriality in Marketing

Kirk, Colleen P.

doi:10.1007/978-3-319-70247-6_8

Cited by 6 publications

(10 citation statements)

References 82 publications

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“…However, the recommended minimum effect size for a squared mean difference studies was reported as η2 = 0.04 (Ferguson, 2009). In summary, this paper provides a valuable contribution to the marketing literature by addressing the recent call made by Kirk (2017) to investigate territoriality in the marketing environment. Further, it showed a new way of implementing the experimental vignette method with the help of new technology without participants being restricted to pen and pencil methods.…”

Section: Discussionmentioning

confidence: 99%

“…There have been several studies that specifically deal with territorial behaviours in restaurants, cafes and similar "third place" spaces (Griffiths & Gilly, 2012;Kirk, 2017;Wu et al, 2014), but these have not been focused on measuring observing customers' expectations in the dining environment, in general or within the New Zealand context, in particular. This study will identify two factors that may influence how observing customers feel these rejection behaviours should be dealt with by employees in a casual dining environment.…”

Section: Territorial Behavioursmentioning

confidence: 99%

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Territorial Behaviours and Fellow Customers’ Expectations of Employee Responses in the Casual Dining Environment

Gunawardana

Steel

2020

Kelaniya J Manage

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There is an inclination of customers to show a high level of territorial behaviours and rejection, causing intruders and observers to experience different emotions and expectations in the commercial service environment, particularly the casual dining environment, with minimal behavioural norms and standards. There have been several studies that deal specifically with territorial behaviours in restaurants, cafes and similar 'third place' spaces measuring emotions of observing customers, but not measuring their expectations. It leads to the question of whether observing customers expect employee intervention in the territorial rejection of intruders in a dining environment. This research examined the influence of observed rejection, the perceived similarity of the rejected intruder and perceived crowding on desired employee intervention in a dining environment using the experimental vignette method (EVM), drawing from the othercustomer-perception (OCP) framework, social projection and deontic justice theory. Forty diners provided responses to three 7-point-scale questions for a randomly assigned one vignette from a total of eight vignettes using an online survey link. Data obtained were subjected to full factorial MANOVA. The results of this study did not support a direct or interaction effect of independent factors on observing customers' expectations of employee responses. This suggests that observing customers do not expect employee intervention for the territorial rejections of others. Therefore, other factors possibly prevent forming such expectations in territorial rejection situations.

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Section: Discussionmentioning

confidence: 99%

Section: Territorial Behavioursmentioning

confidence: 99%

Territorial Behaviours and Fellow Customers’ Expectations of Employee Responses in the Casual Dining Environment

Gunawardana

Steel

2020

Kelaniya J Manage

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“…through acts of stewardship) or negatively (e.g. as defensive hostility, possessiveness, territoriality and/or property rights violations) with this shaping a person's motivations, attitudes and (intended) behaviour towards the target product or service [e.g., 36,37]. Over time, psychologically owned items become embodied into the possessor's self-identity to become part of the "extended self" (i.e.…”

Section: Rootsmentioning

confidence: 99%

“…These might include perceiving the target item to have more economic, utilitarian, social, hedonic and/or symbolic value; reporting more intention to buy, (re) use, switch to, or engage in acts of stewardship over the item; indicating a willingness to pay/accept more to buy/sell it; and finally, displaying more affective commitment, loyalty, and favourable word-of-mouth recommendations for the product, brand, or supplier in question [e.g., 30]. As already stated, potential negative outcomes include feelings of defensive territoriality [36,37] and difficulties with item dispossession [29].…”

Section: Moderators Of and Boundaries Conditions To Route-po Relationshipsmentioning

confidence: 99%

“…Greater focus should also be given to negative or counter-productive consequences of developed PO in an access-only context. Consumers sometimes display defensive territoriality [36,37] and/or have difficulties dispossessing and returning [29] psychologically owned items with such behaviours having potential relevance to resource recovery hence the effectiveness of Circular business models [4,83]. As yet, the role PO plays in the late or non-return of accessed items has not been fully explored with the same also true of goods returned in a dirty or damaged condition [although see [84][85][86][87][88].…”

Section: Future Research Directionsmentioning

confidence: 99%

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Rented But MINE! Application of Psychological Ownership Theory to Access-Based Consumption and the Circular Economy

Rogers¹

2021

Circ.Econ.Sust.

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Most Circular Economy (CE) research to date has focused on supply-side factors such as the design, implementation, and monitoring of Circular business models, with comparatively little attention given to the role consumers and consumer psychology are likely to play in CE transition. A key driver of the CE framework is widespread public engagement in non-ownership or "access-based" consumption. In the absence of legally established property rights, the extent to which consumers experience a subjective sense of ownership over accessed (i.e., rented or shared) goods and services will be important in both understanding and fostering CE development. This paper introduces the construct and theory of psychological ownership (PO), discussing empirical evidence for its role in access-based consumption, primarily consumers' use of product-service systems (PSSs). Overall, there is reasonable evidence that PSS users can and do develop a sense of psychological ownership for rented items with, by implication, accessed goods and services activating at least one behavioural pathway or "route" to its development. Once attained, PO tends to have a positive-often mediating-impact on users' perceptions, attitudes, intentions, and behaviour towards rented product-services, with stronger PO having greater influence. A conceptual application of Psychological Ownership Theory to access-based consumption-hence the Circular Economic framework-is forwarded, with potential frustrations to PO development, plus implications for marketers and CE strategists, also discussed. With relevant literature, still sparse various directions for future research are also suggested.

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I'll trade you diamonds for toilet paper: Consumer reacting, coping and adapting behaviors in the COVID-19 pandemic

Kirk

Rifkin

2020

Journal of Business Research

551

491

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When Good Fences Make Good Customers: Exploring Psychological Ownership and Territoriality in Marketing

Cited by 6 publications

References 82 publications

Territorial Behaviours and Fellow Customers’ Expectations of Employee Responses in the Casual Dining Environment

Territorial Behaviours and Fellow Customers’ Expectations of Employee Responses in the Casual Dining Environment

Rented But MINE! Application of Psychological Ownership Theory to Access-Based Consumption and the Circular Economy

I'll trade you diamonds for toilet paper: Consumer reacting, coping and adapting behaviors in the COVID-19 pandemic

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