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"As if it were mine": imagery works by inducing psychological ownership

Kamleitner, Bernadette and Silvia, Feuchtl (2015) "As if it were mine": imagery works by inducing psychological ownership. Journal of Marketing Theory and Practice, 23 (2). pp. 208-223. ISSN 1944-7175

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Abstract

Imagery appeals are a powerful instrument in a communicator's toolbox. Imagery allows evaluating an object prior to actual experience and to simulate object ownership. This paper investigates whether imagery and psychological ownership are systematically interlinked, thus making objects become "mine" through imagery. Across 2 studies, featuring 3 objects, 3 different types of advertisements, and based on more than 800 participants, this paper supports a conceptual model that suggests that an inherent link between imagery and psychological ownership drives a varied set of consumer responses. Implications for marketers aiming to capitalize on the effects of imagery processing are derived. (authors' abstract)

Item Type: Article
Additional Information: This is an Author's Original Manuscript (AOM) of an article published by Taylor & Francis in Journal of Marketing Theory and Practice on 25-03-15, available online: http://www.tandfonline.com/10.1080/10696679.2015.1002337.
Divisions: Departments > Marketing > Marketing und KonsumentInnenforschung
Version of the Document: Submitted
Variance from Published Version: Not applicable
Depositing User: Patrick Lerch
Date Deposited: 23 May 2016 11:58
Last Modified: 23 May 2016 11:58
Related URLs:
FIDES Link: https://bach.wu.ac.at/d/research/results/71757/
URI: http://epub.wu.ac.at/id/eprint/5048

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