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Payment method and perceptions of ownership

Kamleitner, Bernadette and Erki, Berna (2013) Payment method and perceptions of ownership. Marketing Letters, 24 (1). pp. 57-69. ISSN 0923-0645

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Abstract

How consumers pay influences how they feel about a transaction. In particular, paying by card has been argued to have an effect on the perception of cost; making it less salient and painful. We propose and show that payment method also influences how consumers feel about the acquired good. Specifically we focus on effects of the payment method on psychological ownership, i.e. the perception of an object as "mine". We propose that cash payment results in stronger psychological ownership because it influences the extent of perceived investment in an object. We provide evidence for the proposed effect from field and laboratory settings. Results of a longitudinal exit-survey and an experiment show that cash payers report higher levels of immediate psychological ownership than card payers. However, this effect seems to depend on the meanings associated with a payment method. Asian students (who associate credit card payment with investment and debt) do not exhibit this effect. Moreover the initial boost in psychological ownership seems to be comparably shortlived. Whilst those paying in cash experience no further increase in psychological ownership over time, those paying by card do. (author's abstract)

Item Type: Article
Additional Information: To see the final version of this paper please visit the publisher's website: http://www.springer.com. Access to the published version may require a subscription.
Keywords: payment method / psychological ownership / credit card / attachment / behavioral intention
Divisions: Departments > Marketing > Marketing und KonsumentInnenforschung
Version of the Document: Draft
Variance from Published Version: Typographical
Depositing User: ePub Administrator
Date Deposited: 05 Apr 2013 12:46
Last Modified: 03 Oct 2014 04:21
Related URLs:
FIDES Link: https://bach.wu.ac.at/d/research/results/60814/
URI: http://epub.wu.ac.at/id/eprint/3843

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