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The IKEA Effect. A Conceptual Replication

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  • Sarstedt, Marko
  • Neubert, Doreen
  • Barth, Kati

Abstract

We replicate and extend Nortonet al.'s (2012) and Mochon et al.'s (2012) studies on the IKEA effect, according to which consumers show a higher willingness-to-pay when they assemble products themselves. Our results support the robustness of the original effect and indicate that psychological ownership acts as a psychological mechanism that underlies the IKEA effect.

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  • Sarstedt, Marko & Neubert, Doreen & Barth, Kati, 2017. "The IKEA Effect. A Conceptual Replication," Journal of Marketing Behavior, now publishers, vol. 2(4), pages 307-312, April.
  • Handle: RePEc:now:jnljmb:107.00000039
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    File URL: http://dx.doi.org/10.1561/107.00000039
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