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.
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.
Anne Wilson, Harvard Business School, USA
Shelle Santana, Harvard Business School, USA
Neeru Paharia, Georgetown University, USA
NA - Advances in Consumer Research Volume 46 | 2018
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