edoc

Digital Goods Are Valued Less Than Physical Goods

Atasoy, Ozgun and Morewedge, Carey K.. (2018) Digital Goods Are Valued Less Than Physical Goods. Journal of Consumer Research, 44 (6). inress.

Full text not available from this repository.

Official URL: http://edoc.unibas.ch/56427/

Downloads: Statistics Overview

Abstract

Digital goods are, in many cases, substantive innovations relative to their physical counterparts. Yet, in five experiments, people ascribed less value to digital than to
physical versions of the same good. Research participants paid more for, were willing to pay more for, and were more likely to purchase physical goods than equivalent digital
goods, including souvenir photographs, books (fiction and nonfiction), and films. Participants valued physical goods more than digital goods whether their value was elicited in an incentive compatible pay-what-you-want paradigm, with willingness to pay, or purchase intention. Greater capacity for physical than digital goods to garner an association with the self (i.e., psychological ownership), underlies the greater value ascribed to physical goods. Differences in psychological ownership for physical and digital goods mediated the difference in their value. Experimentally manipulating antecedents and consequents of psychological ownership (i.e., expected ownership, identity-relevance, perceived control) bounded this effect, and moderated the mediating role of psychological ownership. The findings show how features of objects influence their capacity to garner psychological ownership before they are acquired, and provide theoretical and practical insights for the marketing, psychology, and economics of digital and physical goods.
Faculties and Departments:06 Faculty of Business and Economics
UniBasel Contributors:Atasoy, Ozgun
Item Type:Article, refereed
Article Subtype:Research Article
Publisher:Oxford University Press
ISSN:0093-5301
e-ISSN:1537-5277
Note:Publication type according to Uni Basel Research Database: Journal article
Related URLs:
Identification Number:
Last Modified:28 Jul 2018 10:45
Deposited On:28 Jul 2018 10:45

Repository Staff Only: item control page