Colleen P. Kirk

Colleen P. Kirk
New York Institute of Technology, New York, NY · School of Management

DPS

About

37
Publications
47,070
Reads
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1,422
Citations
Citations since 2017
17 Research Items
1327 Citations
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Introduction
My research centers around consumer behavior, especially in the areas of psychological ownership, emotions, and judgment and decision-making. Specific areas of interest include: exploring how and when consumers' feelings of ownership lead to territorial responses; understanding how consumers come to feel a sense of ownership of intangible digital technologies; narcissism in consumer behavior; and nonconscious processing and investor behavior.
Additional affiliations
August 2019 - present
New York Institute of Technology, New York, NY
Position
  • Professor (Associate)
August 2016 - August 2019
New York Institute of Technology
Position
  • Professor (Assistant)
January 2012 - July 2016
Mount Saint Mary College
Position
  • Professor

Publications

Publications (37)
Article
Full-text available
Psychological ownership, or the feeling that something is mine, has garnered growing attention in marketing. While previous works focuses on the positive aspects of psychological ownership, this research draws attention to the darker side of psychological ownership, territorial behavior. Results of five experimental studies demonstrate that when co...
Article
Full-text available
While a common narrative is that we are increasingly living in a “technology-mediated” world, a quick assessment of emerging digital technologies suggests that today’s standards will soon seem old-fashioned and quaint. For example, advances in circuitry, flexible displays, projection, and wearable computing promise to literally and figuratively wea...
Chapter
Full-text available
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 hum...
Article
Full-text available
Results of three experiments reveal that consumers place a higher economic valuation on dogs versus cats, as evidenced by willingness to pay more for life-saving surgery, medical expenses, and specialty pet products, as well as increased word-of-mouth about the pet. This effect is explained by consumers' enhanced psychological ownership of and resu...
Chapter
Full-text available
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 the...
Article
The Peer-to-Peer sector of the sharing economy relies on reputation systems through which consumers and providers review each other. Whereas prior research has examined the effects of reviews by consumers on providers and firms, this research examines, for the first time, a turn of the tables in which consumers are evaluated. Across a pilot and sev...
Article
We examine the role of narcissistic admiration and rivalry in consumers’ word of mouth about promotional games. We show that, although narcissistic admiration and rivalry are both positively associated with belief in good luck (Study 1), their associations with word of mouth in reference to a retailer diverge when consumers lose a chance-based prom...
Article
Full-text available
This research examines the effect of a contagion threat on consumers' social connectedness. Across two experiments, we show that when consumers are near others in public places during a pandemic (but not before or after), they psychologically distance themselves by perceiving lower social connectedness. This reduction in social connectedness is hig...
Article
Full-text available
How can consumers be encouraged to take better care of public goods? Across four studies, including two experiments in the field and three documenting actual behaviors, the authors demonstrate that increasing consumers' individual psychological ownership facilitates stewardship of public goods. This effect occurs because feelings of ownership incre...
Article
Full-text available
In this research, we document some of the many unusual consumer behavior patterns that came to dominate the early days of the COVID-19 pandemic. We offer insights based on theory to help explain and predict these behaviors and associated outcomes in order to inform future research and marketing practice. Taking an environmentally-imposed constraint...
Article
Full-text available
Psychological ownership, or the feeling that something is mine, has garnered growing attention in marketing. While previous work focuses on the positive aspects of psychological ownership, this research draws attention to the darker side of psychological ownership—territorial behavior. Results of five experimental studies demonstrate that when cons...
Chapter
Full-text available
The sharing economy has seen tremendous growth in the past decade. The existence of peer-to-peer exchanges is predicated on both the technology that brings buyers and sellers together and the rating and review process which builds a foundation of trust among strangers.
Chapter
Fundamental to CRM theory is the establishment of a relationship which becomes deeper and more meaningful over time and will result in customer loyalty and increased customer equity. What happens however, when a customer “in a relationship” is ready to make a purchase? Do they purchase from the firm who has invested in them over time or become sedu...
Article
Full-text available
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 increasi...
Conference Paper
Full-text available
Two-way communication capabilities in digital media enhance consumers' psychological ownership and valuation when their motivation is recreationally-oriented, but not task-oriented. High need for cognition and low social connectedness attenuate this effect.
Chapter
Full-text available
Iiro Jussila, Lappeenranta University of Technology, Finland, iiro.jussila@lut.fi
Chapter
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 res...
Chapter
Full-text available
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 an...
Chapter
New hardware platforms such as the Amazon Kindle™ and Apple’s iPad™ are providing new form factors for consuming information in digital form. In the same way that commerce has been transformed through the Internet, information consumption has seen two major transformations: the transformation of physical media from paper to computer screen as well...
Chapter
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.
Article
Full-text available
This research examines the impact of nonconscious goal activation on investors’ feelings of psychological ownership of their investment choices. An initial experiment finds that psychological ownership is greater when an investment choice is incongruent with a nonconsciously-activated financial goal. Consistent with the notion that psychological ow...
Article
Full-text available
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 multi-faceted role. Resolving discrepancies in the literature, we propose that authentic pride operates as an antecedent of psychological ownership, while hu...
Article
Full-text available
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...
Article
Full-text available
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...
Article
Full-text available
The efficient markets hypothesis suggests that the stock price of a firm reflects investor perceptions of the current and future earnings potential of all of its assets, both tangible and intangible. Brand value can be viewed as an intangible firm asset and research suggests brand value impacts stock prices. However, the effect of branding on consu...
Conference Paper
Full-text available
In the service-dominant logic literature, product customization is 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...
Article
Full-text available
With the advent of digital technologies, both academic researchers and marketing practitioners alike continually seek a richer understanding of the way information is produced and consumed. Against this backdrop, this study explores the relationship between interactivity, consumer satisfaction and adoption intention in the context of digital inform...
Conference Paper
Full-text available
In the same way that commerce has been transformed through the Internet, information consumption has recently seen two major transformations: the transformation of physical media from paper to computer screen, as well as the transformation of readers into computer users. To understand today's information consumer, we need to study their behavior no...
Article
Full-text available
Lynne Lambert was lost in thought as she made her way through the crowded New York City sidewalk. She had just left the offices of the Metropolitan Transit Authority (the “MTA”) where she had once again been awarded the license for use of New York City Subway Line graphics for her apparel business. Lynne had invested years of her life and her life...
Article
Full-text available
In early January, the management for Tropicana Pure Premium orange juice, a PepsiCo brand, introduced a new, updated package design. Tropicana market share had been declining, while that of Coca-Cola‟s Simply Orange premium juice brand was growing. With the removal of the classic “straw in the orange” graphic from the packaging, the intent was to b...
Article
Full-text available
This study finds that richly enhanced digital information products may be viewed by younger consumers as substantially innovative as compared with e-books, with marketing implications for practitioners. Richly enhanced digital information products may be able to command higher prices than e-books, and differences in consumer satisfaction, price per...

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