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 More

Featured

Linguistic Antecedents of Anthropomorphism

N. Alican Mecit, HEC Paris, France
tina m. lowrey, HEC Paris, France
L. J. Shrum, HEC Paris, France

Read More

Featured

Paying to Purchase a Conversation Topic

Hillary Wiener, University at Albany
Joshua Wiener, Oklahoma State University, USA

Read More

Featured

Meaningfulness in New Products: Conceptualization and Measurement

Maria Sääksjärvi, Delft University of Technology, The Netherlands
Katarina Hellén, Univeristy of Vaasa

Read More

Engage with Us

Becoming an Association for Consumer Research member is simple. Membership in ACR is relatively inexpensive, but brings significant benefits to its members.