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  1. "As if it were mine": imagery works by inducing psychological ownership

    Kamleitner, Bernadette; Silvia, Feuchtl
    Imagery appeals are a powerful instrument in a communicator's toolbox. Imagery allows evaluating an object prior to actual experience and to simulate object ownership. This paper investigates whether imagery and psychological ownership are systematically interlinked, thus making objects become "mine" through imagery. Across 2 studies, featuring 3 objects, 3 different types of advertisements, and based on more than 800 participants, this paper supports a conceptual model that suggests that an inherent link between imagery and psychological ownership drives a varied set of consumer responses. Implications for marketers aiming to capitalize on the effects of imagery processing are derived. (authors' abstract)
    (application/pdf) - 18-oct-2016

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