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Theoretical Orientations and Practical Applications of Psychological Ownership pp 135–157Cite as

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

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Abstract

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.

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Authors and Affiliations

  1. New York Institute of Technology, New York, USA

    Colleen P. Kirk

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  1. Colleen P. Kirk
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Editors and Affiliations

  1. Department of Human Resource Management, University of Pretoria, Pretoria, South Africa

    Chantal Olckers

  2. Optentia Research Focus Area, North-West University, Vanderbijlpark, South Africa

    Llewellyn van Zyl

  3. Optentia Research Focus Area, School of Industrial Psychology and Human Resource Management, North-West University, Vanderbijlpark, South Africa

    Leoni van der Vaart

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Kirk, C.P. (2017). When Good Fences Make Good Customers: Exploring Psychological Ownership and Territoriality in Marketing. In: Olckers, C., van Zyl, L., van der Vaart, L. (eds) Theoretical Orientations and Practical Applications of Psychological Ownership. Springer, Cham. https://doi.org/10.1007/978-3-319-70247-6_8

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