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Engaging users in the sharing economy: Individual and collective psychological ownership as antecedents to actor engagement
Purpose: This conceptual study explicates the dynamic, interlinked relationship between two of the most popular theories in marketing today – psychological ownership (PO) and engagement. The study is set in the sharing economy (SE), where platform business success depends on high levels of engagement by users – both individuals and collectives. The study argues individual PO acts as the antecedent to engagement within a dyad of brand and user, and collective PO as the antecedent to collective engagement by communities of users.
Design/methodology/approach: This conceptual study synthesizes PO theory and engagement theory to produce a PO-Engagement Framework. We adopt a dual-level perspective encompassing individual- and group-level phenomena in the SE and employ examples from practice to illustrate our arguments.
Findings: PO acts as the antecedent to the positively valenced disposition and engagement activities of actors in the SE. Individual PO manifests as engagement within a dyad of brand and user. Outcomes include brand love and contributions to brand reputation and service offerings. Collective PO manifests as engagement within a community or collective. Outcomes include community-oriented peer-to-peer sharing for the benefit of others.
Originality/value: This study offers a dynamic framework of PO and engagement in the SE, the PO-Engagement Framework. We contribute to PO and engagement literatures in marketing by illustrating how a platform user’s attachment to targets in the SE motivates emergence of PO, and how different types of engagement manifest from different types of PO.
Publication titleJournal of Service Management
PublisherEmerald Publishing Limited
Place of publicationUnited Kingdom
Rights statementCopyright © 2021, Emerald Publishing Limited