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Volume 2, Issue 4
13 April 2017
Journal of Marketing Behavior Cover Image for Volume 2, Issue 4
Research Article| April 13 2017

The IKEA Effect. A Conceptual Replication

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Marko Sarstedt (corresponding author), Chair of Marketing, Otto-von-Guericke- University Magdeburg, Faculty of Economics and Management, Universitätsplatz 2, 39106 Magdeburg, Germany and Conjoint Professor, Newcastle Business School, Faculty of Business and Law, University of Newcastle, Australia; marko.sarstedt@ovgu.de. Doreen Neubert, Master of Science, Otto-von-Guericke-University Magdeburg Faculty of Economics and Management Universitätsplatz 2 39106 Magdeburg, Germany; doreen.neubert@ovgu.de. Kati Barth, Research Associate, Otto-von-Guericke-University Magdeburg Faculty of Economics and Management Universitätsplatz 2 39106 Magdeburg, Germany; kati.barth@ovgu.de.
Online ISSN: 2326-5698
Print ISSN: 2326-568X
© 2017 M. Sarstedt, D. Neubert, and. K. Barth
2017
M. Sarstedt, D. Neubert, and. K. Barth
Licensed re-use rights only
Journal of Marketing Behavior (2017) 2 (4): 307–312.
https://doi.org/10.1561/107.00000039

We replicate and extend Norton et 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.

© 2017 M. Sarstedt, D. Neubert, and. K. Barth
2017
M. Sarstedt, D. Neubert, and. K. Barth
Licensed re-use rights only
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