Psychological ownership and affective reaction: Emotional attachment process variables and the endowment effect

Journal of Consumer Psychology - Tập 21 - Trang 439-452 - 2011
Suzanne B. Shu1, Joann Peck2
1UCLA Anderson School of Management, 110 Westwood Plaza, Los Angeles CA 90095, USA
2University of Wisconsin–Madison School of Business, 3114 Grainger Hall, 975 University Avenue, Madison, WI 53706, USA

Tóm tắt

AbstractThis research proposes that the concept of emotional attachment, and specifically the independent constructs of psychological ownership and affective reaction, can help explain many of the endowment effect findings documented in the literature. We define these constructs and then test them across a set of nine studies in which we both replicate previous and generate new endowment effect findings, and then show that psychological ownership and affective reaction can mediate the effects. In doing so, we offer direct empirical support for the idea of emotional attachment as a driver of loss aversion while also providing practitioners and future endowment effect researchers with new insights about the psychological processes that underlie the endowment effect.

Tài liệu tham khảo

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Thông tin xuất bản

Journal of Consumer Psychology

Tập 21

439-452

Thông tin tác giả