The Seesaw Self: Possessions, Identity (De)activation, and Task Performance

Chung, Jaeyeon; Johar, Gita Venkataramani

doi:10.1509/jmr.16.0099

Cited by 2 publications

(2 citation statements)

References 40 publications

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“…A deliberate disposal of possessions thus can provide a means of identity-related separation (Shelton and Peters 2006). In parallel findings, Chung and Johar (2018) show that psychological ownership activates an object-related self, which improves activities related to this target of ownership but also results in impaired performance on tasks unrelated to the target.…”

Section: Conceptual Backgroundsupporting

confidence: 52%

Access-Based Services as Substitutes for Material Possessions: The Role of Psychological Ownership

Fritze

Marchand

Eisingerich

et al. 2020

Journal of Service Research

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Access-based services (ABS)—in which consumers do not physically own material goods but gain access to services by registering with the provider—have risen in popularity as an alternative to individual ownership and conventional consumption. Yet companies still face key challenges in promoting these services. Prior research indicates that consumers assign significant importance to their material possessions; the current study investigates how psychological ownership, the mental state of perceiving something as one’s own, attained through ABS might lead customers to increase their service use and forgo material ownership. With four studies, using cross-sectional, longitudinal, and experimental data, as well as combined self-reports with usage data, we theorize and demonstrate this effect. Firms that offer ABS can increase customers’ service psychological ownership, which acts as a psychological substitute for physical ownership and increases ABS use. The results suggest ways managers can leverage the psychological power of ownership feelings, rather than try to fight the lack of actual ownership, in access-based consumption contexts.

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Section: Conceptual Backgroundsupporting

confidence: 52%

Access-Based Services as Substitutes for Material Possessions: The Role of Psychological Ownership

Fritze

Marchand

Eisingerich

et al. 2020

Journal of Service Research

View full text Add to dashboard Cite

show abstract

“…In this case, activation of a focal identity may inhibit the activation of alternate identities (Hugenberg & Bodenhausen, 2004; Saint Clair & Forehand, 2020). For example, Chung and Johar (2018) showed that activating consumers’ “art” identity can inhibit performance on tasks related to “math” identity such as price calculations. In a similar vein, Shih et al.…”

Section: Identity Structure: a Multiple‐identity Network Frameworkmentioning

confidence: 99%

Identity interplay: The importance and challenges of consumer research on multiple identities

Forehand

Reed

Clair

2021

Consumer Psychology Review

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Although it is well accepted that the self-concept includes numerous identities, the preponderance of past consumer identity research has explored one identity at a time and this focus has limited new insights into the interplay between identities. We integrate across research streams to propose a Multiple-Identity Network as a unifying framework to help inform and direct future research on multiple identities. This framework identifies three important areas of opportunity for research on multiple identities: (a) Identity Structure, (b) Identity Management, and (c) Identity Change processes that drive both structure and management.

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The Seesaw Self: Possessions, Identity (De)activation, and Task Performance

Cited by 2 publications

References 40 publications

Access-Based Services as Substitutes for Material Possessions: The Role of Psychological Ownership

Access-Based Services as Substitutes for Material Possessions: The Role of Psychological Ownership

Identity interplay: The importance and challenges of consumer research on multiple identities

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