Give Me Something of Yours: the Downside of Digital (Vs. Physical) Exchanges
Consumers can digitally exchange many goods that could once only be shared in physical form. We show that giving and receiving digital (vs. physical) goods reduces consumers’ feelings of interpersonal closeness to those with whom they exchange these goods. We demonstrate that this effect is driven by psychological ownership perceptions.
Citation:
Anne Wilson, Shelle Santana, and Neeru Paharia (2018) ,"Give Me Something of Yours: the Downside of Digital (Vs. Physical) Exchanges", in NA - Advances in Consumer Research Volume 46, eds. Andrew Gershoff, Robert Kozinets, and Tiffany White, Duluth, MN : Association for Consumer Research, Pages: 28-32.
Authors
Anne Wilson, Harvard Business School, USA
Shelle Santana, Harvard Business School, USA
Neeru Paharia, Georgetown University, USA
Volume
NA - Advances in Consumer Research Volume 46 | 2018
Share Proceeding
Featured papers
See MoreFeatured
N7. Emotion Or Information? Effects Of Online Social Support On Customer Engagement
Chuang Wei, Tsinghua University
Maggie Wenjing Liu, Tsinghua University
Qichao Zhu, Tsinghua University
Featured
J12. The Influence of Pet-Ownership on Consumer Behavior
Lei Jia, Ohio State University, USA
Xiaojing Yang, University of Wisconsin - Milwaukee, USA
Yuwei Jiang, Hong Kong Polytechic University
Featured
Turning the Titanic: Creating Consumer-Centric Cultures and Improved Consumer Experience in Large, Established Health Care Systems
Gregory Carpenter, Northwestern University, USA
Beth Leavenworth DuFault, University at Albany
Ashlee Humphreys, Northwestern University - Medill, USA
Lez Ecima Trujillo Torres, University of Illinois at Chicago, USA