Publications
Publications
- October 2017
- Journal of Marketing Research (JMR)
'Be Careless with That!' Availability of Product Upgrades Increases Cavalier Behavior Toward Possessions
By: Silvia Bellezza, Joshua M. Ackerman and Francesca Gino
Abstract
Consumers are often faced with the opportunity to purchase a new, enhanced product, such as a new phone, even though the product they currently own is still fully functional. We propose that consumers act more recklessly with their current products when in the presence of appealing, though not yet attained, product upgrades (not just mere replacements). Carelessness toward currently owned products and product neglect stem from a desire to justify the attainment of upgrades without appearing wasteful. A series of studies with actual owners of a wide range of different goods (e.g., durable, consumable, functional, and hedonic products) and evidence from a real-word dataset of lost Apple iPhones demonstrate how the availability of product upgrades increases cavalier behavior toward possessions. Moreover, we show that product neglect in the presence of attractive upgrades can occur without deliberate intentions. Finally, we discuss the theoretical and managerial implications of these findings.
Keywords
Citation
Bellezza, Silvia, Joshua M. Ackerman, and Francesca Gino. "'Be Careless with That!' Availability of Product Upgrades Increases Cavalier Behavior Toward Possessions." Journal of Marketing Research (JMR) 54, no. 5 (October 2017): 768–784.