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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.

Suggested Citation

  • 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
    DOI: 10.1561/107.00000039
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    Cited by:

    1. Brunner, Fabian & Gamm, Fabian & Mill, Wladislaw, 2023. "MyPortfolio: The IKEA effect in financial investment decisions," Journal of Banking & Finance, Elsevier, vol. 154(C).
    2. Selay Sahan & Euan Phimister, 2023. "Repayment performance of joint‐liability microcredits: Metropolitan evidence on social capital and group names," Bulletin of Economic Research, Wiley Blackwell, vol. 75(2), pages 287-311, April.
    3. Quentin André & Ziv Carmon & Klaus Wertenbroch & Alia Crum & Douglas Frank & William Goldstein & Joel Huber & Leaf Boven & Bernd Weber & Haiyang Yang, 2018. "Consumer Choice and Autonomy in the Age of Artificial Intelligence and Big Data," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 5(1), pages 28-37, March.

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