The Impact of Acquisition Mode on Expected Speed of Product Mastery and Subsequent Consumer Behavior

Harding, Renate; Hildebrand, Diogo; Krämer, Thomas; Lasaleta, Jannine

doi:10.1093/jcr/ucy063

Cited by 13 publications

(4 citation statements)

References 57 publications

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“…First, this paper contributes to the extant literature on consumers' response toward paid apps, by proposing and testing an attribution-based mechanism to explain why consumers respond differently toward subscription versus one-off purchase fee-charging model. Although access-based consumption literature has suggested the advantages of subscription-based services relative to purchase-based ones in addressing consumers' uncertainty of service quality (Bardhi and Eckhardt, 2012;Schaefers et al, 2016Schaefers et al, , 2022Harding et al, 2019), it did not consider the situation when consumers value certain dimension of service quality that cannot be learned by usage, for instance, treatment of user data.…”

Section: Theoretical Implicationsmentioning

confidence: 99%

Subscriptions versus one-off purchases: the impact of fee-charging models on consumer privacy concerns

Yan

Yang

Dai

2023

IJBM

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PurposeWith the popularity of paid apps and increasing concerns about privacy hazards, this paper aims to investigate the impact of mobile services’ fee-charging models on consumers’ privacy concerns, and generate insights for app developers’ fee-charging strategies.Design/methodology/approachThree experimental studies including 550 participants were conducted. All studies were between-subjects designs and based on the context of financial mobile services. The implementations of fee-charging models were manipulated by both visualized and test-based stimuli.FindingsThe results reveal that consumers are less concerned about potential privacy violations when using subscription-based (vs. purchase-based) financial mobile services (study 1). This effect is mediated by consumers’ perceptions that app developers that charge subscription fees (vs. one-off prices) are more likely to be consumer-serving motivated (study 2 and 3).Originality/valueThis paper advances the current understanding of consumer response toward paid apps, by proposing and testing a novel attribution-based mechanism to explain why the implementation of a subscription-based versus purchase-based fee-charging model can result in more favorable consumer reactions. Furthermore, this paper identifies the implementation of contrasting fee-charging models as a market-related factor that affects the extent to which consumers are concerned about potential privacy violations, extending extant literature on consumer privacy concern.

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Section: Theoretical Implicationsmentioning

confidence: 99%

Subscriptions versus one-off purchases: the impact of fee-charging models on consumer privacy concerns

Yan

Yang

Dai

2023

IJBM

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“…As an alternative to ownership-based consumption, access-based consumption refers to “transactions that can be market mediated but no transfer of ownership takes place” ( Bardhi and Eckhardt, 2012 ). Scholars have proposed that access-based consumption may enhance consumer well-being in multiple ways ( Baumeister et al, 2015 ; Harding et al, 2019 ; Fritze et al, 2021 ). First, and by definition, access-based consumption may improve consumer well-being by allowing consumers to avoid the “burdens” of ownership ( Moeller and Wittkowski, 2010 ), thus reducing their overall stress and anxiety.…”

Section: Theory and Hypothesesmentioning

confidence: 99%

“…First, and by definition, access-based consumption may improve consumer well-being by allowing consumers to avoid the “burdens” of ownership ( Moeller and Wittkowski, 2010 ), thus reducing their overall stress and anxiety. Beyond this, access-based consumption has been argued to enhance consumer well-being by accelerating consumers’ speed in learning new skills to a greater extent than does ownership ( Harding et al, 2019 ). Access-based consumption’s ability to bolster the well-being of consumers may be particularly crucial under conditions of uncertainty, as it aids them in navigating periods of liminality (i.e., social role transitions; Ozanne and Ozanne, 2020 ), or as sharing materials helps build collective resilience ( Baker and Baker, 2016 ).…”

Section: Theory and Hypothesesmentioning

confidence: 99%

When Does Sharing Stigmatize? Saving Money (vs. Seeking Variety) Through Access-Based Consumption

Guo

Lamberton

2021

Front. Psychol.

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Access-based services allow financially-constrained individuals to consume a variety of goods and services without the cost of sole ownership. But might there be dangers in communicating about access-based consumption in terms of its affordability, particularly among this segment of consumers? To answer this question, we investigate the effects of framing access-based consumption in terms of two primary benefits: affordability and variety. Results from four studies suggest that although affordability might rationally be of most interest to financially-constrained individuals, framing access-based consumption’s benefits in terms of affordability undermines the happiness they may extract from their consumption relative to framing in terms of variety. This difference emerges because communications focused on affordability re-affirm the negative self-identity financially-constrained individuals perceive as a result of their financial situation. Given these findings, we make clear recommendations for communications related to the access-based economy and this vulnerable set of people.

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“…The authors measured participants’ current emotion, materialism, experiential buying tendency and past reading habit as control variables. Using “book” as the stimulus, participants were randomly assigned to one of three conditions that were adapted from Dustin Harding et al ’s (2018) study on acquisition model. Legal ownership was measured by asking the participants to recall different experiences.…”

Section: Studymentioning

confidence: 99%

The role of psychological ownership in consumer happiness

Atkinson

2020

JCM

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Purpose This paper aims to examine the effect of psychological ownership on consumer happiness, which is mediated through basic psychological needs satisfaction. Design/methodology/approach Data were collected by means of two online experiments. Study 1 tested and validated the hypotheses by examining post-consumption on a sample of 252 college students. Study 2 investigated the impact of psychological ownership in a pre-consumption scenario. Findings The results show that consumers feel happier when they have a higher psychological ownership over an item after consumption. Furthermore, consumers anticipate greater happiness from a product before consumption due to increased psychological ownership through customization. This effect is mediated by the satisfaction of basic psychological needs. Practical implications The study will help marketers make their products or services as a better candidate for the target of psychological ownership through user experience design. Furthermore, the study encourages new business and marketing models, such as the sharing economy, that exploit the effect of psychological ownership. Originality/value The core contribution of this study is that it extends self-determination theory by distinguishing the effect of legal and psychological ownership on consumer happiness. It provides a better understanding of the psychological mechanism behind happiness.

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The Impact of Acquisition Mode on Expected Speed of Product Mastery and Subsequent Consumer Behavior

Cited by 13 publications

References 57 publications

Subscriptions versus one-off purchases: the impact of fee-charging models on consumer privacy concerns

Subscriptions versus one-off purchases: the impact of fee-charging models on consumer privacy concerns

When Does Sharing Stigmatize? Saving Money (vs. Seeking Variety) Through Access-Based Consumption

The role of psychological ownership in consumer happiness

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