Economics at your fingertips  

Mere-Possession Effects without Possession in Consumer Choice

Sankar Sen and Eric J Johnson

Journal of Consumer Research, 1997, vol. 24, issue 1, 105-17

Abstract: In this article we examine whether and why preferences for a good produced by its mere and arbitrary possession (i.e., a mere-possession effect) occurs even in the absence of actual possession. In two experiments, we demonstrate that merely possessing a coupon for a product, as opposed to the actual product, can increase consumers' preference for that option over its competitors' in real choices from meaningfully comparable choice sets. In addition, a characterization of the cognitive processes underlying this phenomenon, and its variation with individual perceptions of task meaningfulness, provides support for a loss-aversion account of consumers' possession-induced preferences for goods they do not actually possess. Copyright 1997 by the University of Chicago.

Date: 1997
References: Add references at CitEc
Citations: View citations in EconPapers (9) Track citations by RSS feed

Downloads: (external link) (application/pdf)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link:

Access Statistics for this article

More articles in Journal of Consumer Research from Oxford University Press
Bibliographic data for series maintained by Oxford University Press ().

Page updated 2021-06-15
Handle: RePEc:oup:jconrs:v:24:y:1997:i:1:p:105-17