Individual Psychological Ownership: Concepts, Evidence, and Implications for Research in Marketing

By Iiro Jussila, Anssi Tarkiainen, Marko Sarstedt, Joseph F. Hair. Journal of Marketing Theory and Practice, 2015

339 citations recorded by the source corpus.

Psychological ownership has emerged as an important predictor of workplace motivations, attitudes, and behaviors. While components of psychological ownership theory have been recently adapted to marketing contexts as well, much remains to be done. With a more comprehensive application and use of psychological ownership theory in marketing, additional understanding and explanation could be provided for many of the key phenomena, such as customer satisfaction, loyalty, word-of-mouth, and willingness to pay. In this article, we focus on individual psychological ownership–associated concepts and evidence with implications for research in marketing. Our work offers multiple avenues for future research focused on, but not limited to, marketing contexts.

Subfields: Marketing, Organizational Behavior and Human Resource Management, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/d24a0fbfbfaeb040a93e5364dbc719a88e8fde85

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Citations in the corpus

Service robot implementation: a theoretical framework and research agenda (2019, background): “Greater robot manipulability implies a stronger value co-creation role for customers (Jussila, Tarkiainen, Sarstedt, & Hair, 2015).”
Psychological Ownership Motivation and Use of Social Media (2015, positive): “Our work is anchored in the growing research on psychological ownership (Jussila et al., 2015; Pierce, Kostova, and Dirks, 2001, 2003).”
Domo Arigato Mr. Roboto (2017, background): “Finally, manipulability refers to consumers’ need and desire for control in service settings (Jussila et al. 2015; Pierce, Kostova, and Dirks 2001, 2003).”
I’m Proud of It: Consumer Technology Appropriation and Psychological Ownership (2015, neutral): “The need for stimulation, or arousal, is a key motivational force that drives individuals’ use of possessions (Jussila et al., 2015), and humans seek out new possessions as a means to help meet these arousal requirements (Pierce and Jussila, 2011).”