To Have and to Hold? Implications of Disposition Tendencies For Consumer Research

Kelly Haws, Texas A&M University
Rebecca W. Naylor, University of South Carolina
William O. Bearden, University of South Carolina
Robin Coulter, University of Connecticut
In the present research, we investigate individual differences in one’s tendency to retain or relinquish possessions. The disposition component of the consumption cycle is proposed to have important cyclical effects on acquisition decisions and preferences, consequently having important implications for theory, marketers, and public policy. As part of our investigation, we introduce a valid and reliable measure of disposition tendencies, called the DisT scale. This measure is then used in subsequent studies that demonstrate the important consequences that differences in disposition tendencies have on acquisition.
[ to cite ]:
Kelly Haws, Rebecca W. Naylor, William O. Bearden, and Robin Coulter (2008) ,"To Have and to Hold? Implications of Disposition Tendencies For Consumer Research", in NA - Advances in Consumer Research Volume 35, eds. Angela Y. Lee and Dilip Soman, Duluth, MN : Association for Consumer Research, Pages: 764-765.