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The ownership distance effect: the impact of traces left by previous owners on the evaluation of used goods

Jungkeun Kim ()
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Jungkeun Kim: Auckland University of Technology

Marketing Letters, 2017, vol. 28, issue 4, 591-605

Abstract: Abstract This article examines how salient traces left by previous owners on used goods influence product evaluations. Based on the concept of psychological ownership, we propose the ownership distance effect in the context of buying used goods. We argue that when there are salient traces left by previous owners on a used good, it will widen the ownership distance between the potential buyers and the product. As a consequence, buyers will tend to evaluate the product less positively. Four experimental studies were conducted, and the results support this prediction. Buyers preferred used goods with salient traces left by a previous owner less (studies 1 and 2) due to the ownership distance effect. In addition, perceived psychological ownership mediates the ownership distance effect (studies 2 and 4). However, this negative effect decreased when specific situations (e.g., free housecleaning service) lessened the ownership distance, or when people believed that a previous owner’s trace would benefit them in obtaining their consumption goal (studies 3 and 4). The analysis of actual transactions from also confirms this effect (study 5). We conclude with a discussion of the substantive theoretical and managerial implications of this research.

Keywords: Ownership distance effect; Psychological ownership; Contagion effect; Owner’s trace; Used goods (search for similar items in EconPapers)
Date: 2017
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