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Digital transformation and possession attachment: examining the endowment effect for consumers' relationships with hedonic and utilitarian digital service technologies
File(s)
Author(s)
Fritze, Martin
Eisingerich, AB
Benkenstein, Martin
Type
Journal Article
Abstract
A significant body of research has examined the importance of material possession attachment and its influence on consumer behavior. Critical questions, however, remain with regard to the extent to which, and if at all, consumers form instantaneous possession attachment in electronic commerce. In this research, we conducted one quasi-experimental field study and one scenario-based online experiment to examine the endowment effect (EE) for digital services. The current findings demonstrate that consumers become instantaneously attached to and are reluctant to give up digital services once they have obtained them. Two main explanations of the EE in electronic commerce are investigated. Critically, the results show that the psychological processes underlying the effect differ between utilitarian and hedonic digital services. Proprietary feelings towards utilitarian digital services occur due to loss aversion, whereas proprietary feelings towards hedonic digital services reflect the consumer’s conscious self-relatedness to the digital service.
Date Issued
2019-06-01
Date Acceptance
2018-06-03
Citation
Electronic Commerce Research, 2019, 19 (2), pp.311-337
URI
DOI
ISSN
1389-5753
Publisher
Springer Verlag
Start Page
311
End Page
337
Journal / Book Title
Electronic Commerce Research
Volume
19
Issue
2
Copyright Statement
© Springer Science+Business Media, LLC, part of Springer Nature 2018. The final publication is available at Springer via https://link.springer.com/article/10.1007/s10660-018-9309-8
Subjects
Social Sciences
Business
Management
Business & Economics
Possession
Ownership
Loss aversion
Endowment effect
Digital consumption
Attachment
EDITORIAL SPECIAL-ISSUE
PSYCHOLOGICAL OWNERSHIP
LOSS AVERSION
SELF
COMMERCE
MATERIALISM
CUSTOMERS
MODEL
STATE
0806 Information Systems
1505 Marketing
Information Systems
Publication Status
Published
Date Publish Online
2018-06-11