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Consumers and marketers often post photos of experiential consumption online. While prior research has studied how human presence in social media images impacts viewers' responses, the findings are mixed. The present research advances the current understanding by incorporating viewers' need for self-identity into their response model. Six studies, including an analysis of field data (14,725 Instagram photos by a top travel influencer) and five controlled experiments, find that the presence (vs. absence) of another human in the photo of an identity-relevant experience (e.g. a vacation, a wedding) can lower viewers' liking and preference for the venue (i.e. the vacation destination, the wedding venue) in the photo. This effect is mediated by viewers' feelings of others' ownership of the venue and moderated by the relevance of the experience to the viewer's self-identity as well as the distinctiveness of the human in the photo. This research is the first to investigate the impact of human presence in shared photos through the lens of psychological ownership and the identity-signaling function of ownership. The findings offer practical insights into when marketers should avoid human presence in advertisements and how to mitigate the negative impact of human presence in online photos. [ABSTRACT FROM AUTHOR]

Although people take care of their own possessions, they also engage in stewardship and take care of things they do not own. Here, we examined what young children infer when they observe stewardship behavior of an object. Through four experiments on predominantly middle-class Canadian children (total N = 350, 168 girls and 182 boys from a predominantly White and middle-class region), we found that children as young as 4 or 5 infer feelings of ownership from stewardship behaviors and distinguish between psychological and legal ownership. They also understand that psychological and legal ownership are independent as one can exist without the other, and children as young as 3 may link stewardship with welfare concerns. We also suggest that while stewardship has been shown to be a consequence of psychological ownership, it is also likely to be an antecedent. As future stewards of our resources, young children's understanding of the link between psychological ownership and stewardship links directly to sustainability concerns. We contribute theoretically both to the child development and psychological ownership literatures.

In today's advanced economies, consumers are constantly exposed to an increasing number of upgraded products. This research examines consumer response to a brand's launching of an upgraded product and identifies the consumer's ownership status of a previous version of the product as a key dimension that can influence their reaction. Contrary to common intuition, the research demonstrates that while the release of an upgraded product is received positively by nonowners of a previous version, this is not always the case for owners. The authors propose that owners respond unfavorably because the new upgrade increases perceived distance between the owners and the brand as the brand progresses forward with the enhanced products. That is, when the new product replaces an existing product the consumers own, consumers perceive that the brand is moving away from them. This negative effect of an upgrade is attenuated if the owners are provided with an extra source of connection to the brand. The authors investigate this phenomenon in five studies and discuss the implications of their findings. [ABSTRACT FROM AUTHOR]

Retail is rapidly evolving to construct virtual environments for consumers. Online product images, videos, and virtual reality (VR) interfaces enliven consumer experiences and are a source of product information. Because consumers are unable to physically touch products in these digital environments, this research examines vicarious touch, or the observation of a hand in physical contact with a product in a digital environment. Across eight studies, the authors use images, GIFs, and VR to show that vicarious touch affects consumers' psychological ownership and product valuation due to the active nature of product touch, which results in a felt sense of body ownership of the virtual hand. This is termed the "vicarious haptic effect." Results demonstrate that it is not enough to show a hand in an advertisement; the hand must be touching a product. The vicarious haptic effect is strongest for people who become highly stimulated by an immersive VR experience (i.e., measured via the elevation in heart rate). The vicarious haptic effect is attenuated if the viewed interaction does not represent a diagnostic hand movement. The authors discuss theoretical and managerial implications for digital product presentation to encourage feelings of product ownership and valuation. [ABSTRACT FROM AUTHOR]

How can consumers be encouraged to take better care of public goods? Across four studies, including two experiments in the field and three documenting actual behaviors, the authors demonstrate that increasing consumers' individual psychological ownership facilitates stewardship of public goods. This effect occurs because feelings of ownership increase consumers' perceived responsibility, which then leads to active behavior to care for the good. Evidence from a variety of contexts, including a public lake with kayakers, a state park with skiers, and a public walking path, suggests that increasing psychological ownership enhances both effortful stewardship, such as picking up trash from a lake, and financial stewardship, such as donating money. This work further demonstrates that the relationship between psychological ownership and resulting stewardship behavior is attenuated when there are cues, such as an attendance sign, which diffuse responsibility among many people. This work offers implications for consumers, practitioners, and policy makers with simple interventions that can encourage consumers to be better stewards of public goods. [ABSTRACT FROM AUTHOR]

Previous research has highlighted the effects of receiving interpersonal touch on persuasion. In contrast, we examine initiating touch. Individuals instructed to touch engage in egocentric projection in which they project their own affective reaction onto their expectations for how the recipient will feel (i.e. empathic forecast), how they appear to the recipient (i.e. metaperception), and the evaluation of the interaction itself (i.e. interaction awkwardness). Touch initiators expect that recipients will feel worse with touch, express concern for how they, themselves, will be perceived, and think that interactions are more awkward. Interestingly, touch recipients do not evaluate these interactions more negatively and leave higher tips after having been touched; touch initiators do not expect this to be the case. As a result, instructed touch initiators (vs. volitional touch initiators) are less (more) likely to engage in subsequent interactions with customers, potentially undermining future service provided to customers. Across five studies, four of which involve actual dyadic interactions, we test the consequences of initiating touch with an inquiry into the effects of interpersonal touch on the initiator. We discuss theoretical and managerial implications. [ABSTRACT FROM AUTHOR]

A recent trend among universities shifts from traditional MBA programs to specialized MBA offerings. Specialized programs are believed to cultivate stronger relationships with students, which lead to stronger alumni relationships and increased donations. This research tests this empirically by examining relationship perceptions and donation behavior among alumni of both traditional and specialized MBA programs from a university. The findings suggest that graduates of specialized programs are more likely to perceive relationships with their MBA programs than their traditional program counterparts. These graduates are also more likely to donate to their universities and to direct their donations toward their specialized MBA programs. (Contains 1 table.)

Research on psychological ownership is prevalent in the consumer domain. This article details the theoretical core of psychological ownership, integrating research in consumer psychology and marketing. The underlying motivations behind psychological ownership are also considered as well as the antecedents and consequences of feeling ownership. This article discusses how consumers signal and infer a sense of ownership, acknowledging that the characteristics of the target of ownership vary greatly to include physical targets as well as those that are intangible. Research is discussed on the lifecycle of ownership considering the formation, perception, and eventual dissolution of psychological ownership. The authors note various avenues for future research in psychological ownership with the aim to spur research in consumer psychology and feelings of ownership. [ABSTRACT FROM AUTHOR]

To link to full-text access for this article, visit this link: http://dx.doi.org/10.1016/j.jbusres.2006.01.014 Byline: Joann Peck (a), Terry L. Childers (b) Keywords: Touch; Need for touch; Impulse purchase behavior Abstract: This research examines the influence of touch on impulse-purchasing behavior. We first replicate the Rook and Fisher [Rook DW, Fisher RJ. Normative influences on impulsive buying behavior. J Consum Res 1995;22:305-13.] studies about the moderating effect of the normative evaluation of impulse purchase on impulse-purchasing behavior. Extending the impulse-purchasing literature, we examine individual differences in touch and how they affect impulsive-buying behavior. Results from a field experiment suggest that both individual and environmental touch-related factors increase impulse purchasing. Author Affiliation: (a) University of Wisconsin-Madison, 3114 Grainger Hall, 975 University Avenue, Madison, WI 53706-1323, United States (b) University of Kentucky, United States Article History: Received 1 April 2005; Revised 1 November 2005; Accepted 1 January 2006

Despite growing attention to problems associated with girls' and women's viewing unrealistic portrayals of women in advertising, little research has identified positive consequences of presenting larger sized females in advertisements. The present research examined these positive effects and found that instructions that support the use of larger sized females in ads (relative to a more traditional instructional frame) heightened adolescent girls' ratings of the larger sized models' attractiveness, self-attractiveness, and self-esteem without changing girls' ratings of thinner sized models. General and valenced self-referencing (positive and negative self-thoughts while viewing the ads) were examined as potential mediators of the instructional effects on self-attractiveness and self-esteem. The findings provide evidence that girls' perceptions can be altered in a positive manner through media images of women.