Individuals are motivated to consume brands that allow them to express their self-concept and signal a unique identity to others. However, consumers may not always be able to purchase these brands. Aspirational brands are currently unaffordable “dream brands” that an individual desires to purchase at some point in the future after reaching a higher status or income level. Through aspirational access, an emerging form of access-based consumption, consumers can now temporarily experience their ideal lifestyle for a membership fee. Researchers have begun to explore access-based consumption as an alternative to traditional ownership since consumers are increasingly choosing to access products and benefit from the use, rather than buying and owning them. Most research focuses on utilitarian access-based consumption, such as car sharing. Yet more consumers are using access-based services to facilitate an idealized lifestyle. In the past, these consumers would have to wait to acquire aspirational brands after saving up to purchase, but aspirational access now provides the benefits of these brands in the present allowing aspirational access-based consumers to forego the patience and work of saving long-term for the brand. Four studies are conducted to holistically explore the psychological consequences of aspirational access. Specifically, the following research questions are addressed by employing a multi-method approach in a series of four studies —What do owners of aspirational brands think about aspirational access-based services? How does aspirational access participation influence an accessor’s self- and brand-related perceptions? How can the outcomes of aspirational access be enhanced for accessors through brand curation? Can accessors temporarily using aspirational brands obtain the same level as self- and brand-related outcomes as owners? By exploring these questions, this research aims to understand the nature of aspirational brand consumption and the psychological consequences of accessing versus owning aspirational brands.

This dissertation examines how the inclusion of the social element in access-based consumption can influence affective and behavioral responses. The first essay builds upon the dimensions proposed by Bardhi and Eckhardt, who found that market mediation, anonymity, temporality, consumer involvement, type of accessed object and political consumerism are key dimensions on which to study access-based consumption. A reconceptualization of these dimensions is proposed in the current work to incorporate the social element. Foremost, a separation of renting and sharing based on the presence or absence of economic exchange is proposed. The implications for the remaining dimensions of anonymity, temporality, consumer participation, type of accessed object, political consumerism and governance are then discussed. Finally, key outcome variables of community, cooperation, loneliness and contagion are reviewed. In Essay 2, the guiding theory of social distance is used to empirically test the impact of the social element on evaluations of a rental service on the outcomes of satisfaction, attitude, disgust and community. In the rental context examined, users are interpersonally anonymous indicating that there is no relationship between the current user and other users. In addition, users must engage in extra-role behaviors because no intermediaries are present. In three experiments, it is shown that encounters with other users can lead to increased feelings of disgust and decreased satisfaction and attitude towards the rental service. Having information about other users, provided in the form of avatar images, can enhance feelings of community, as can certain types of communication between users. Given the benefits that emerge from feelings of community, Essay 3 explores factors that can enhance or detract from sense of community. Factors such as apathetic participation and similarity are considered. In addition, positive outcomes that emerge from feelings of community, such as sign-up likelihood and care behaviors, are measured. / 2015-04-17

Carsharing has been discussed as one of the most prominent examples of the sharing economy. The worldwide growth of services whereby consumers share access to cars rather than owning a car themselves could be a sustainable solution to environmental problems. However, first research indicates that consumers' environmental concerns play a minor role for using a carsharing compared to financial considerations. Moreover, prior research on B2C carsharing services may not be applicable to P2P services. The current research addresses this gap by investigating the role of sustainability in B2C and P2P carsharing from consumers' perspective. By applying quantitative as well as qualitative methods three studies show that consumers' image of carsharing is "greener" than owning a car and that environmental concerns play a role when consumers decide to use P2P service over B2C services. However, interviews with carsharing users indicate that the sustainable impact of carsharing is rather perceived as a positive side effect than a main argument for carsharing. This should be considered by policy makers and marketers when promoting carsharing because of sustainable benefits.

Submitted by Otávio Teixeira (otavio.fbt@gmail.com) on 2017-01-10T11:10:14Z No. of bitstreams: 1 Dissertation_posbanca - Final version (ABNT).pdf: 1549661 bytes, checksum: df1ada47a2850696f358ba706aa2a434 (MD5) / Approved for entry into archive by ÁUREA CORRÊA DA FONSECA CORRÊA DA FONSECA (aurea.fonseca@fgv.br) on 2017-01-10T13:07:19Z (GMT) No. of bitstreams: 1 Dissertation_posbanca - Final version (ABNT).pdf: 1549661 bytes, checksum: df1ada47a2850696f358ba706aa2a434 (MD5) / Made available in DSpace on 2017-01-18T12:02:37Z (GMT). No. of bitstreams: 1 Dissertation_posbanca - Final version (ABNT).pdf: 1549661 bytes, checksum: df1ada47a2850696f358ba706aa2a434 (MD5) Previous issue date: 2016-12-15 / This study is about markets (supply and demand) based on sharing, a type of exchange that is going through an innovation process. In an access-based market, people diminish the traditional way of buying and selling the ownership of products and start (or increase) to buy and sell the access to these goods. Despite the well-known practice of sharing things, the internet not only changed this dynamic but also multiplied its adoption. Surprisingly, the relationship between people’s possible roles and their shared goods has not been explored in several academic perspectives. This article addresses part of these gaps, hypothesizing that people still carry on feelings of gains and losses when they are sharing as is commonly observed in situations in which they are buying or selling, enlarging previous researches. More than that, this study is attentive to the roles of people (consumer x provider) and intensity of sharing on willingness to share, checking the effort that each role makes to change (or not) the intensity of sharing and, mapping the main antecedents that determined the judgments of each role when about to share. Results suggest that the higher (or lower) the intensity of sharing, the higher is the providers’ (or consumers’) propensity to share; this because the psychological ownership manifests divergently between roles: providers value their assets more and the control over them, while consumers value their money and the privacy acquired with it. In this realm, five groups of antecedents represent 80% of all reasons for whether or not people engage in sharing. / Este estudo trata de mercados (na perspectiva de oferta e de demanda) baseados na partilha de bens, um tipo de comércio que está passando por um processo de inovação. Resultado das relações de partilha, o mercado baseado no acesso caracteriza-se pela diminuição da tradicional maneira de comprar e vender a propriedade de produtos e começo (ou aumento) da compra e venda do acesso a esses bens. Apesar do compartilhamento ser uma prática bem conhecida, a internet não só mudou a dinâmica como ela acontece como também multiplicou sua adoção. Surpreendentemente, análises dos possíveis papéis que as pessoas adotam e como esses papéis se relacionam com os itens compartilhados ainda não foram feitas em moldes acadêmicos. Este artigo cobre parte dessas lacunas, levantando a hipótese de que as pessoas continuam tendo sentimentos de ganhos e perdas quando estão compartilhando, o que é comumente observado em situações em que estão comprando ou vendendo. Mais do que isso, este estudo está atento às diferenças nos papéis das pessoas (consumidor x provedor) e às intensidades de compartilhamento e como isso interfere na propensão a compartilhar, verificando o esforço que cada papel faz para mudar (ou não) de condições distintas de intensidade da partilha e, mapeando os principais antecedentes que determinaram os julgamentos de cada papel quando inseridos em um processo de compartilhamento. Os resultados sugerem que quanto maior (menor) a intensidade da partilha, maior a propensão dos fornecedores (consumidores) a compartilhar; isso porque a propriedade psicológica se manifesta de forma distinta entre os papéis: os provedores estão ligados aos seus bens e ao controle sobre eles, enquanto os consumidores valorizam mais o dinheiro envolvido na troca e a privacidade como benefício adquirido com ele. Neste contexto, cinco grupos de antecedentes representam 80% de todas as razões para se inserir ou não de um processo de partilha.

Ownership-based consumption mode has been perceived as the normative ideal in how consumer-brand relationships are created. Today, Access-based consumption mode allows consumers to access brands among other consumers without needing to sole- or joint own them. Even though its popularity, there is a limited and quite unclear understanding of how Access-based consumption affects the consumer-brand relationship. The purpose of this study is to investigate to what extent an Access-based consumption mode creates a consumer-brand relationship, compared to an Ownership- based consumption mode in the context of car brands. In order to fulfill our purpose, both a quantitative and qualitative research method was conducted on members of carpools representing Access-based consumption mode, and car owners representing Ownership-based consumption. A theoretical framework Brand Relationship Quality, composed of six dimensions was used to understand the consumer-brand relationship. Our research shows consistently that Access-based consumption creates a weaker relationship between consumers and car brands in all dimensions of BRQ-model compared to Ownership-based consumption. One group of dimensions identified to relate to emotional attachment; Intimacy, Brand-Self Connection and Love/Passion, have relatively higher difference between the two consumption modes. Another group of dimensions related to values of functionality and practicality; Commitment, Brand Partner Quality and Interdependence, have less difference.

Cette dissertation a pour but de comprendre l’appropriation par les consommateurs d’objets ou lieux qu’ils partagent. En nous basant sur les théories de l’appropriation, de la consommation par l’accès et du design, nous questionnons la définition, l’émergence et la valeur perçue de l’appropriation en accès. Nous explorons les contextes de l’autopartage et du coworking au travers de quatre articles. Nos résultats mettent l’emphase sur le rôle des objets matériels dans la mise en pratique de l’appropriation par les consommateurs. Nous définissons l’appropriation du consommateur dans le cadre de l’accès comme la création de significations (valeur de signe, valeur de lien, bien-être dans l’usage) grâce à un ensemble routiniers de pratiques entre les consommateurs et les éléments matériels de l’activité de consommation par l’accès. / This dissertation aims to understand consumer appropriation of objects and places shared with others. We draw from theories of appropriation, access-based consumption and design to question the definition, the value and the emergence of consumer appropriation in access. We explore the contexts of car sharing and coworking spaces through four research articles. Our findings highlight the role of material objects in the enactment of consumer appropriation practices. We define consumer appropriation as the creation of meanings (sign value, linking value, wellbeing in use) enacted through a routinized set of practices between the consumer and the material elements of the access-based activity.

Marketing research is lacking in the study of how SES influences consumption choices beyond access to purely economic resources, which merely represent purchasing power without explaining consumer preference. The first essay of this dissertation addresses this gap by examining an understudied social resource known as cultural capital—internalized knowledge, skills and behaviors reflecting cultural competence—that can influence the types of products consumers choose. The second essay examines low SES politically conservative consumers' desire to use consumption choices as signals to attain more status. Together, this dissertation extends our understanding of how SES influences consumer preferences for hedonic (vs. utilitarian) products, as well as their preference for product acquisition via access-based consumption (vs. ownership). Furthermore, the psychological processes underlying these effects and the conditions and personality differences moderating these effects are uncovered. Managerial and theoretical implications are provided.

Background: Fast furniture is a growing trend similar to fast fashion and fast food, implying that manufacturers produce large quantities of inexpensive furniture. At the same time, consumers use the furniture shorter and replace it more frequently. Fast furniture relies on high resource consumption, outsourced production, and furniture design that makes it necessary to replace it more often. This causes a decrease in quality and an increase in produced quantities. Most of the furniture worldwide is landfilled as it is not recyclable due to low-quality materials. One potential solution is implementing Circular Economic practices, including furniture rental as an alternative way of consumption. Consumer acceptance of this model is scarcely researched, but the formation of consumers' attitudes and intentions has been the subject of publications in other consumption contexts. The recent literature is reviewed, and a research framework was built based on the Theory of Reasoned Action and additional intrapersonal barriers and drivers. Purpose: This research aimed to explain the relationship between intrapersonal barriers and drivers with attitude and behavioral intention towards furniture rental. Further, it was aimed to show which furniture categories are most likely to be rented. Method: A quantitative approach deploying a self-administered online survey was chosen. 235 usable responses were gathered, which were analyzed using PLS-SEM to assess the hypothesized relationships. Conclusion: The findings show that the overall attitude towards furniture rental is positive. Trend orientation and perceived risk are the most influential antecedents of attitude and behavioral intention. Supporting the Theory of Reasoned Action, attitude is the strongest predictor of behavioral intention. Perceived sustainability value, perceived economic value, and materialism also significantly influence the intention to rent furniture. Familiarity with the Sharing Economy shows no significant influence. The study contributes to the existing literature on consumer intentions to use alternative consumption. A new research model was developed based on existing theory and literature. Managers can use the findings to alter, adapt, and build their furniture rental service offerings.

Background: Provide insights on the potential drivers of service loyalty in access-based services, especially when the consumers have the option to switch between owning a product or accessing a product through a service. By examining service loyalty in access-based services in the context of e-scooter sharing services, the researchers contribute to the service research field. Aim: Conceptualize service loyalty by considering the ownership dilemma in access-based services in micromobility. More specifically, the study aims to find what are potential drivers of service loyalty, what effects does ownership advantage have on service loyalty and what variables mediate the customer satisfaction – service loyalty relationship in said services. Methodology: A quantitative study, in which a survey method is chosen to gather empirical data. The survey was distributed as an online questionnaire via online platforms. In addition, an e-scooter sharing service company, Helbiz, shared the survey on their official Twitter and Facebook handles. A total of 249 responses was received. Findings: PLS-SEM was used as a statistical analysis tool to analyse the gathered data. Data suggests that customer satisfaction, service image, affective commitment and relative advantage are drivers of service loyalty in access-based services in micromobility. Furthermore, the effect of ownership advantage on service loyalty proved to be inconclusive as the result was not statistically significant. Finally, data indicates that service image, affective commitment and relative advantage mediate the customer satisfaction – service loyalty relationship.

The furniture industry is an integral part of the European economy and is now facing economic, environmental, and regulatory challenges. Within the European Union (EU), a large amount of furniture every year goes to incineration or landfill, with only 10% being recycled. One of the causes is the increased supply of low-quality furniture that is put on the market, causing increased consumption levels, resulting in an increasing amount of waste. Additionally, most of the climate impact occurs within the extraction of raw materials. From an environmental perspective, vast opportunities present themselves. Simultaneously, new stricter legislation demands decreased use of resources and climate impact, and the introduction of new circular economy guidelines forces companies to act. By adopting a circular approach in the organisation, companies can improve their resource usage and climate impact. However, the adoption itself demands new types of business models, which is a challenge for the corporates in the furniture industry to realize.  The furniture industry can be split into two sections, business to business (B2B) and business to consumer (B2C), where the first one has reached a bit further than the latter, regarding circularity. This can be explained, among other things, by knowledge gaps between the two sections and that Product-Service System (PSS) is more established for B2B. PSS integrates products and services to fulfil the customer’s needs, which is seen as an enabler for circular economy. The aim of this thesis is to explore the furniture industry within B2C in Sweden by identifying which circular business practices are offered today, as well as exploring the challenges and opportunities for furniture companies to implement more circular business practices. In addition, it examines which prerequisites are central to a more circular furniture industry. To achieve the purpose of this thesis, a qualitative approach has been used through a case study at a large Swedish B2C furniture company. Data has been collected through a literature study and an interview study where a total of 14 respondents have been interviewed. The interviewees consisted of both internal respondents at the case company as well as external parties consisting of experts and suppliers. In addition, a mapping consisting of a website study has been conducted to identify the current circular business practices that B2C furniture companies offer in Sweden today. The result indicates that linear business models are currently dominating in the furniture industry and that there is an extensive demand for low-priced furniture, which often lacks quality. Regarding circular business practices, there is a limited amount that is being offered on the market. Out of 40 companies considered, four offered two circular business practices, 18 companies offered one circular business practice and 18 companies offered none. The offers included furniture care guides, reconditioning services, furniture leasing, recycling guides and second-hand sales. The most central obstacles a circular furniture industry faces are the price aspect and the consumer attitude, where circular initiatives in many cases can be more expensive compared to buying new products. Cheap furniture has worse prerequisites for circularity due to the inadequate design and lack of spare parts. In addition, the hygiene aspect and logistical issues were found to be central barriers as well. On the other hand, one major opportunity for circular business practices is changes in consumer attitudes, which is changing with the coming generation due to an increasing interest in sustainability. Furthermore, there are upcoming directives and legal requirements as well as benefits consisting of increased profitability for companies in an early transition to a more circular business. The most essential prerequisites to enable a more circular furniture industry is enabling cooperation between actors and joint efforts to change current trends. It is thus clear that a change in the furniture industry is required, which requires actors to dare to change towards a more circular business.