Extending Generalizations About the Disposition of Meaningful Possessions to Buyers With a Shared Self
John Lastovicka, Arizona State University USA
Karen Fernandez, University of Auckland NZ
We extend Lastovicka and Fernandez’ (2005) naturalistic study of garage sales to an on-line setting, and offer prescriptions for both buyers and sellers of meaningful possessions. It has been argued that it is in buyers’best interests to appear uncommitted in their enthusiasm about products when negotiating with a seller. In contrast, our field research with on-line auction buyers suggests the opposite. In the case of a consumer disposing of a meaningful possession through selling—when a shared self is sensed between the buyer and the seller—our results show such disclosure is a benefit to the buyer.
[ to cite ]:
John Lastovicka and Karen Fernandez (2006) ,"Extending Generalizations About the Disposition of Meaningful Possessions to Buyers With a Shared Self", in AP - Asia-Pacific Advances in Consumer Research Volume 7, eds. Margaret Craig Lees, Teresa Davis, and Gary Gregory, Sydney, Australia : Association for Consumer Research, Pages: 105-107.