What was yours is (for now) mine: Prior user knowledge reduces product satisfaction but can improve experiential satisfaction in <scp>access‐based</scp> consumption

Stough, Rusty A.; Carter, Erin Percival

doi:10.1002/cb.2164

Cited by 3 publications

(2 citation statements)

References 82 publications

(121 reference statements)

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“…A study found that customers with fixed mindsets purchase products or services with solid brand personalities that enhance their self-image (Shaalan et al, 2023). Those with growth mindsets are likely to accept brand extensions and are more likely to use the services again in case of service failure, based on the assurance of better service being provided next time (Stough and Carter, 2023). Other studies revealed that a growth mindset notably affects customers' consumption behaviors and drives them to buy sustainable food (Kim and Kim, 2023;Rahnama and Popkowski Leszczyc, 2022).…”

Section: Mindsets and Customer Citizenship Behaviormentioning

confidence: 99%

Linking customer mindsets, brand engagement, and citizenship behavior: the moderating role of brand trust

Soomro,

Eyupoglu,

Ali

2024

JPBM

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Purpose The paper aims to explore the relationship between customer mindsets and customer citizenship behavior. This study used the cognitive-affective-behavioral model to examine how customer mindsets relate to customer citizenship behavior. In addition, it investigated the mediating effect of customer brand engagement and moderating role of brand trust. Design/methodology/approach The study used a self-administered online survey from 412 respondents using cellular mobile operating brands. Partial least square structural equation modeling was used to analyze the collected data. Findings The results revealed that growth-mindset customers directly and significantly influence customer citizenship behavior. The impact of a fixed mindset on customer citizenship behavior is indirect through customer brand engagement. The moderating findings revealed that the effect of brand trust on the relationship between customer brand engagement and customer citizenship behavior is higher than that between the fixed mindset and customer brand engagement. Practical implications The findings provide valuable insights for marketing and brand managers to design marketing campaigns considering different mindsets to generate customer citizenship behavior among customers. Originality/value This study provides new avenues in consumer psychology and behavior by unfolding the underlying mechanism through which mindsets lead to customer citizenship behavior, contributing to existing knowledge by extending the cognitive-affective-behavioral model.

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Section: Mindsets and Customer Citizenship Behaviormentioning

confidence: 99%

Linking customer mindsets, brand engagement, and citizenship behavior: the moderating role of brand trust

Soomro,

Eyupoglu,

Ali

2024

JPBM

View full text Add to dashboard Cite

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“…Conversely, consumers may experience art products without any transfer of ownership (i.e. Bardhi and Eckhardt, 2012; Zhang et al , 2023; Stough and Carter, 2023). The large number of people who visit museums and other art exhibitions each year is recognition that people do not have to own art to appreciate it.…”

Section: Literature Review and Hypothesesmentioning

confidence: 99%

Physical or digital media: the mediating role of psychological ownership

Stough

Graham

2023

JRIM

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PurposeAccess to media is more available now than ever before, both physically and digitally. This study was used to investigate the underlying personality traits that influence the decision to purchase either physical or digital books, and extend theory on access to art and provide a unique lens through which marketers can sell digital media.Design/methodology/approachStudy 1 is a field study in which data were collected from several comic book readers and collectors to look at the role that psychological ownership plays in influencing the likelihood of buying physical or digital comics. Specifically, study 1 includes consumers' need for uniqueness and tech savviness as potential influencers. Study 2 extends the findings of study into a new context and manipulates, rather than measures, the identity of the participants. Study 2 looks at the effects of turning a digital object into a non-fungible token (NFT).FindingsThis paper demonstrates that consumers who have a high consumer need for uniqueness (CNFU) are more likely to prefer physical media to digital media. Further, it is shown that preference for physical media leads, on average, to more purchases and that the consumer's psychological ownership mediates the effects of CNFU. In addition, this paper shows that higher degrees of tech savviness led to a preference for digital media. Finally, this paper shows that when consumers identify with a collector identity, turning a digital item into an NFT increases their preference for that object.Originality/valueThis work builds off recent research into physical and digital media and is one of the first to examine the specific personality types that prefer each.

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Exploring innovativeness, need for uniqueness and brand tiers in the sharing economy

Espinosa Sáez,

Delgado-Ballester,

Munuera Alemán

2024

SJME

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Purpose In a context where the sharing economy (SE) plays an important role in the transformation of today’s business landscape, profoundly changing the behavior of consumers and many established companies, some companies have begun to adapt to SE by incorporating its value propositions into their business models. Therefore, the purpose of this paper is to study the role of consumer innovativeness, brand levels and the need for uniqueness on the way to attitudes and intentions to participate in SE. Design/methodology/approach This study collected the data through an online user survey, achieving a total sample of 717. The data were first analyzed using structural equation modeling and then combined with the use of the PROCESS macro. Findings The findings provide empirical evidence of the antecedents of consumer innovativeness in a SE context and its role in explaining consumer attitudes and intentions to participate in non-ownership consumption. Furthermore, they also demonstrate that brand tiers and the need for uniqueness moderate the relationship between intentions and participation. Originality/value The results of this study contribute to the theoretical development of the SE by presenting the first conceptual model that considers including the brand tiers effect and connects it to two leading theories on consumer behavior (diffusion of innovations theory and uniqueness theory). In addition, the study’s findings provide valuable insights for sharing platforms and traditional companies that choose to participate in the collaborative economy.

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What was yours is (for now) mine: Prior user knowledge reduces product satisfaction but can improve experiential satisfaction in access‐based consumption

Cited by 3 publications

References 82 publications

Linking customer mindsets, brand engagement, and citizenship behavior: the moderating role of brand trust

Linking customer mindsets, brand engagement, and citizenship behavior: the moderating role of brand trust

Physical or digital media: the mediating role of psychological ownership

Exploring innovativeness, need for uniqueness and brand tiers in the sharing economy

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