Journal of Marketing Behavior > Vol 2 > Issue 4

The IKEA Effect. A Conceptual Replication

Marko Sarstedt, Otto von Guericke University Magdeburg, Germany and University of Newcastle, Australia, Doreen Neubert, Otto von Guericke University Magdeburg, Germany, Kati Barth, Otto von Guericke University Magdeburg, Germany,
Suggested Citation
Marko Sarstedt, Doreen Neubert and Kati Barth (2017), "The IKEA Effect. A Conceptual Replication", Journal of Marketing Behavior: Vol. 2: No. 4, pp 307-312.

Publication Date: 13 Apr 2017
© 2017 M. Sarstedt, D. Neubert, and. K. Barth
Behavioral decision making,  Individual decision making,  Product development,  Product innovation,  Consumer behavior


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In this article:
Summary of Results 
Discussion and Limitations 


We replicate and extend Norton et al.'s (2012) and Mochon et al.'s (2012) studies on the IKEA effect, according to which consumers show a higher willingness-to-pay when they assemble products themselves. Our results support the robustness of the original effect and indicate that psychological ownership acts as a psychological mechanism that underlies the IKEA effect.