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The Influence of Initial Possession Level on Consumers' Adoption of a Collection Goal: A Tipping Point Effect
Journal article   Peer reviewed

The Influence of Initial Possession Level on Consumers' Adoption of a Collection Goal: A Tipping Point Effect

Leilei Gao, Yanliu Huang and Itamar Simonson
Journal of marketing, v 78(6), pp 143-156
01 Nov 2014
DOI: https://doi.org/10.1509/jm.13.0475
Featured in Collection :   UN Sustainable Development Goals @ Drexel

Abstract

Business Business & Economics Social Sciences
Previous research has typically treated collection as a top-down process and focused on its later stages. However, collections may start by accident and are often triggered by incidental, bottom-up factors. The authors propose that a small number of possessions (i.e., a few more than one) represent an unjustified and, thus, unstable possession level that prompts a status change. They examine the collection tipping point at which obtaining items belonging to a series (e.g., a couple of collectible Coke cans) often gives rise to a decision to start a collection. Consumers then seek additional items to fulfill their emerging goal. In six lab studies and one field study, the authors investigate the tipping point at which a collection "project" begins and explore the psychological processes underlying that tipping point. In addition, they discuss the theoretical and managerial implications of this research.

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22 Record Views
19 citations in Web of Science
21 citations in Scopus

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UN Sustainable Development Goals (SDGs)

This publication has contributed to the advancement of the following goals:

#3 Good Health and Well-Being

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Web of Science research areas
Business
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