Colleen P. Kirk

Entrepreneurial Passion as Mediator of the Self‐Efficacy to Persistence Relationship

What makes some entrepreneurs persist in their venture efforts while others quit? Self�?efficacy has robustly been found to drive persistence, yet recent work suggests that affect, in particular entrepreneurial passion, may also enhance persistence. We empirically examine the possibility that the long�?standing relationship between self�?efficacy and persistence might be mediated by entrepreneurial passion. Using data from 129 entrepreneurs, we find that the self�?efficacy to persistence relationship is mediated by passion for inventing and for founding but not by passion for developing firms. The passion of entrepreneurs appears to help explain the relationship between entrepreneurial self�?efficacy and sustained entrepreneurial action.

I'm Proud of It: Consumer Technology Appropriation and Psychological Ownership

In this conceptual paper, using the lens of self-design, we examine the relationship between consumer technology appropriation and psychological ownership, suggesting that pride plays a key and multifaceted role. Resolving discrepancies in the literature, we propose that authentic pride operates as an antecedent of psychological ownership, whereas hubristic pride strengthens the effect of psychological ownership on outcomes such as economic valuation and word-of-mouth. We further enrich the conceptualization by considering the moderating effects of the technology consumption context (public vs. private) as well as consumers’ perceptions of situation strength (strong vs. weak behavioral constraints).

How Do Digital Natives and Digital Immigrants Respond Differently to Interactivity Online?: A Model for Predicting Consumer Attitudes and Intentions to Use Digital Information Products

ABSTRACT The advertising industry has devoted substantial managerial focus on digital information and entertainment. Scholarly attention, however, has lagged. The current study examined the effects of perceived interactivity on attitude and intention to use a new product (adoption intention) in the context of digital information. In particular, the authors examined differences in response between younger “digital natives,” who were exposed to the Internet in childhood, and older “digital immigrants” exposed later in life. Results revealed that the control and communication dimensions of perceived interactivity lead to more positive attitudes and adoption intentions for digital natives but not always for digital immigrants.

Owning the birth experience: what factors influence women’s vaginal birth after caesarean decision?

Abstract Objective: Our quantitative analysis examined what factors influence pregnant women to choose a vaginal birth after a caesarean (VBAC). Background: There is growing concern over the high rates of caesarean section; much of the high rate is driven by repeat caesareans. A trial of labour after a previous caesarean is an option for many women increasingly supported by medical literature. Methods: Survey data from 173 pregnant women who had had only one birth by caesarean were analysed using a hierarchical binary logistic regression model. Results: Desire for the experience of a vaginal birth strongly predicted choice of VBAC; however, this relationship was dampened among women with a high (versus low) powerful others (e.g. doctors and nurses) locus of control. Prior reason for a caesarean section and practical factors also play a role. Conclusion: Women may be more likely to choose VBAC if they are encouraged to believe that they can help control the outcome, especially if their desire for a vaginal birth experience is high.

Consumer Psychological Ownership of Digital Technology

In this chapter, we present evidence that despite the intangible nature of digital technologies, consumers often come to feel psychological ownership of these technologies. Further, we find that digital technologies often facilitate the emergence of psychological ownership of non-digital targets. Digital affordances appear to play a key role in these processes. Digital affordances are characteristics of a digital technology object that facilitate users’ abilities to appropriate or engage with the technology (e.g., interactive design elements and interfaces) and can constrain or expand users’ opportunities for developing feelings of ownership for a digital target. Additionally, consumers’ motivational orientations and individual differences impact the extent to which they choose to leverage digital affordances and thus the extent to which affordances translate into feelings of ownership. We review research conducted in diverse digital contexts (e.g., websites, remixed content, virtual worlds, gaming, social media, virtual communities) and identify current implications for managers as well as future opportunities for researchers.

Interactivity and Psychological Ownership in Consumer Value Co-Creation

Product customization can be viewed as a way for consumers to create value for themselves (Vargo and Lusch 2004), and has been shown to impact consumers’ appraisal of value beyond simply increased preference fit (Franke, Schreier, and Kaiser 2010; Fuchs, Prandelli, and Schreier 2010). Extending this perspective to new media such as digital books and social media websites, product interactivity can be thought of as a means of customization as it allows consumers to modify their view and experience with a facility that is not possible in more static digital environments (Liu and Shrum 2002). Despite its intuitive appeal, little research has examined the question of whether or when interactivity-as-customization translates into greater value-in-use and thus greater willingness to pay (WTP).

When Good Fences Make Good Customers: Exploring Psychological Ownership and Territoriality in Marketing

In consumer behaviour research, psychological ownership has been shown to impact positive outcomes important to marketers. However, an area that has been little-explored in marketing is a more nuanced side of psychological ownership: the potential for territorial behaviour. While researchers have long understood territoriality as fundamental to human nature, the nature of territory has frequently been regarded as a physical place. Only recently have scholars begun to focus on a view of territory as a psychological space, in which psychological ownership plays a critical role, and a broader understanding of territoriality that accounts for individuals’ psychological possessions has important implications for marketers. This chapter helps to fill this gap by providing an overview of existing research related to psychological ownership and territoriality in marketing, as well as suggestions for future research for marketing scholars. Researchers are encouraged to take a view of territoriality that extends well beyond physical spaces to the boundaries of the extended self in order to shed light on the important contribution territoriality can make to understanding both consumers and marketers alike.

Interactivity: Does One Size Fit all?

The literature documenting the positive effect of perceived interactivity on consumer attitude is substantial; however differences in consumer response based on individual differences are less-studied. Interactivity takes a cognitive toll and as a result, the effect of perceived interactivity on consumer response may not always be positive. The results of a study based on a sample of 443 adults, purposively sampled for both younger “digital natives” and older “digital immigrants,” suggest that perceived interactivity in digital information products, such as digital books, leads to more positive attitudes and adoption intentions for digital natives but not for digital immigrants. This surprising result is explained by differences in the value these two groups place on active control and two-way communication, two facets of perceived interactivity. Given the importance of age as a segmenting variable, implications for practitioners are provided.

Empowering Digital Information Consumers: The Effects Of Self-Efficacy, Optimum Stimulation Level And Perceived Interactivity On Value In Use

Service-dominant logic suggests that consumers are always co-creators of value, and that consumer value is determined not only at the point of purchase of a good or service, but also as the product is used or consumed. Further, consumers’ own operant resources, such as their skills or motivations can help augment this value in use.