Individual Psychological Ownership: Concepts, Evidence, and Implications for Research in Marketing
Abstract
Psychological ownership has emerged as an important predictor of workplace motivations, attitudes, and behaviors. While components of psychological ownership theory have been recently adapted to marketing contexts as well, much remains to be done. With a more comprehensive application and use of psychological ownership theory in marketing, additional understanding and explanation could be provided for many of the key phenomena, such as customer satisfaction, loyalty, word-of-mouth, and willingness to pay. In this article, we focus on individual psychological ownership–associated concepts and evidence with implications for research in marketing. Our work offers multiple avenues for future research focused on, but not limited to, marketing contexts.
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People have a stronger feeling of psychological ownership regarding individual-specific information because they can be directly identified by such information, and thus it is truly 'their information'.
“In the context of personalized advertising, we argue that people have a stronger feeling of psychological ownership regarding individual-specific information because they can be directly identified by such information, and thus is truly 'their information'.”
From When is personalized advertising crossing personal boundaries? How type of information, data sharing, and personalized pricing influence consumer perceptions of personalized advertising (2021) · cites this paper as Jussila et al., 2015
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References 75 · Cited by 361
- Authors
- Jussila, I., Tarkiainen, A., Sarstedt, M., & Hair, J. F.
- Venue
- Journal of Marketing Theory and Practice
- Publisher
- Informa UK Limited
- Published
- 2015-03-25
- Volume
- 23
- Issue
- 2
- Pages
- 121-139
- ISSN
- 1069-6679 (ISSN-L)
- 1944-7175
- OpenAlex
- W1639275508
- Cited by
- 361
- References
- 75
- Citations by year
- 2026: 35 · 2025: 41 · 2024: 36 · 2023: 42 · 2022: 34 · 2021: 38 · 2020: 35 · 2019: 34 · 2018: 32 · 2017: 11 · 2016: 13 · 2015: 10
- FWCI
- 54.67
- Type
- journal article
- Language
- en
- Open access
- closed
- Locations
- The Journal of Marketing Theory and Practice (publishedVersion)
- DigitalCommons - Kennesaw State University (Kennesaw State University) (submittedVersion)
- NOVA (University of Newcastle Australia) (submittedVersion)
- The Journal of Marketing Theory and Practice
- Topics
- Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior in Brand Consumption and Identification
- Social Sciences › Business, Management and Accounting › Organizational Behavior and Human Resource Management › Customer Service Quality and Loyalty
- Social Sciences › Business, Management and Accounting › Organizational Behavior and Human Resource Management › Job Satisfaction and Organizational Behavior
- Keywords
- psychological ownership, ownership theory, customer satisfaction, customer loyalty, word of mouth, willingness to pay, consumer behavior
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