[{"intvolume":"        39","user_id":"83781","type":"scientific_journal_article","doi":"10.1016/j.jbusres.2021.09.054","_id":"7517","place":"New York, NY","publication_status":"published","article_type":"original","isi":"1","quality_controlled":"1","publisher":"Elsevier","abstract":[{"text":"As a service innovation in the sharing economy, on-demand features (ODFs) allow customers to temporarily access additional features of a product they already own in return for a fee. Using ODFs, manufacturers can infuse existing product-centric business models with sharing economy and servitization principles, in order to generate recurring revenues. This article conceptualizes the novel phenomenon and delineates it from other concepts. Moreover, based on two experimental studies and drawing from fairness theory, first evidence is provided for how consumers react to key characteristics of ODFs, namely their tangibility and pricing structure. While intangible, software-based ODFs appear to find acceptance, consumers perceive on-demand access to tangible, hardware-based features as unfair, which explains their reduced purchase intent. Moreover, fairness perceptions and behavioral intentions are more positive towards ODFs that offer flat rate pricing compared to those that employ a pay-per-use pricing structure.","lang":"eng"}],"issue":"2","department":[{"_id":"DEP1521"}],"date_updated":"2025-06-26T13:29:56Z","date_created":"2022-04-13T10:44:43Z","publication":"Journal of Business Research","publication_identifier":{"issn":["0148-2963 "]},"language":[{"iso":"eng"}],"keyword":["Sharing economy","Service innovation","Access-based services","Fairness perception"],"citation":{"ama":"Schäfers T, Leban M, Vogt F. On-demand features: Consumer reactions to tangibility and pricing structure. <i>Journal of Business Research</i>. 2022;39(2):751-761. doi:<a href=\"https://doi.org/10.1016/j.jbusres.2021.09.054\">10.1016/j.jbusres.2021.09.054</a>","ieee":"T. Schäfers, M. Leban, and F. Vogt, “On-demand features: Consumer reactions to tangibility and pricing structure,” <i>Journal of Business Research</i>, vol. 39, no. 2, pp. 751–761, 2022, doi: <a href=\"https://doi.org/10.1016/j.jbusres.2021.09.054\">10.1016/j.jbusres.2021.09.054</a>.","van":"Schäfers T, Leban M, Vogt F. On-demand features: Consumer reactions to tangibility and pricing structure. Journal of Business Research. 2022;39(2):751–61.","ufg":"<b>Schäfers, Tobias/Leban, Marina/Vogt, Florian</b>: On-demand features: Consumer reactions to tangibility and pricing structure, in: <i>Journal of Business Research</i> 39 (2022), H. 2,  S. 751–761.","havard":"T. Schäfers, M. Leban, F. Vogt, On-demand features: Consumer reactions to tangibility and pricing structure, Journal of Business Research. 39 (2022) 751–761.","bjps":"<b>Schäfers T, Leban M and Vogt F</b> (2022) On-Demand Features: Consumer Reactions to Tangibility and Pricing Structure. <i>Journal of Business Research</i> <b>39</b>, 751–761.","mla":"Schäfers, Tobias, et al. “On-Demand Features: Consumer Reactions to Tangibility and Pricing Structure.” <i>Journal of Business Research</i>, vol. 39, no. 2, 2022, pp. 751–61, <a href=\"https://doi.org/10.1016/j.jbusres.2021.09.054\">https://doi.org/10.1016/j.jbusres.2021.09.054</a>.","apa":"Schäfers, T., Leban, M., &#38; Vogt, F. (2022). On-demand features: Consumer reactions to tangibility and pricing structure. <i>Journal of Business Research</i>, <i>39</i>(2), 751–761. <a href=\"https://doi.org/10.1016/j.jbusres.2021.09.054\">https://doi.org/10.1016/j.jbusres.2021.09.054</a>","chicago":"Schäfers, Tobias, Marina Leban, and Florian Vogt. “On-Demand Features: Consumer Reactions to Tangibility and Pricing Structure.” <i>Journal of Business Research</i> 39, no. 2 (2022): 751–61. <a href=\"https://doi.org/10.1016/j.jbusres.2021.09.054\">https://doi.org/10.1016/j.jbusres.2021.09.054</a>.","short":"T. Schäfers, M. Leban, F. Vogt, Journal of Business Research 39 (2022) 751–761.","chicago-de":"Schäfers, Tobias, Marina Leban und Florian Vogt. 2022. On-demand features: Consumer reactions to tangibility and pricing structure. <i>Journal of Business Research</i> 39, Nr. 2: 751–761. doi:<a href=\"https://doi.org/10.1016/j.jbusres.2021.09.054\">10.1016/j.jbusres.2021.09.054</a>, .","din1505-2-1":"<span style=\"font-variant:small-caps;\">Schäfers, Tobias</span> ; <span style=\"font-variant:small-caps;\">Leban, Marina</span> ; <span style=\"font-variant:small-caps;\">Vogt, Florian</span>: On-demand features: Consumer reactions to tangibility and pricing structure. In: <i>Journal of Business Research</i> Bd. 39. New York, NY, Elsevier (2022), Nr. 2, S. 751–761"},"volume":39,"title":"On-demand features: Consumer reactions to tangibility and pricing structure","page":"751-761","status":"public","external_id":{"isi":["000712590300014"]},"year":"2022","author":[{"orcid":"0000-0002-2533-335X","id":"77945","first_name":"Tobias","last_name":"Schäfers","full_name":"Schäfers, Tobias"},{"full_name":"Leban, Marina","first_name":"Marina","last_name":"Leban"},{"first_name":"Florian","last_name":"Vogt","full_name":"Vogt, Florian"}]},{"page":"2073-2088","status":"public","author":[{"orcid":"0000-0002-2533-335X","first_name":"Tobias","id":"77945","last_name":"Schäfers","full_name":"Schäfers, Tobias"},{"full_name":"Narayanamurthy, Gopalakrishnan","last_name":"Narayanamurthy","first_name":"Gopalakrishnan"},{"full_name":"Moser, Roger","first_name":"Roger","last_name":"Moser"},{"first_name":"Marina","full_name":"Leban, Marina","last_name":"Leban"}],"year":"2021","external_id":{"isi":["000672550800001"]},"volume":38,"citation":{"din1505-2-1":"<span style=\"font-variant:small-caps;\">Schäfers, Tobias</span> ; <span style=\"font-variant:small-caps;\">Narayanamurthy, Gopalakrishnan</span> ; <span style=\"font-variant:small-caps;\">Moser, Roger</span> ; <span style=\"font-variant:small-caps;\">Leban, Marina</span>: The sharing economy at the base of the economic pyramid: How access‐based services can help overcome ownership risks. In: <i>Psychology &#38; Marketing</i> Bd. 38. New York, NY, Wiley (2021), Nr. 11, S. 2073–2088","chicago-de":"Schäfers, Tobias, Gopalakrishnan Narayanamurthy, Roger Moser und Marina Leban. 2021. The sharing economy at the base of the economic pyramid: How access‐based services can help overcome ownership risks. <i>Psychology &#38; Marketing</i> 38, Nr. 11: 2073–2088. doi:<a href=\"https://doi.org/10.1002/mar.21541\">10.1002/mar.21541</a>, .","short":"T. Schäfers, G. Narayanamurthy, R. Moser, M. Leban, Psychology &#38; Marketing 38 (2021) 2073–2088.","chicago":"Schäfers, Tobias, Gopalakrishnan Narayanamurthy, Roger Moser, and Marina Leban. “The Sharing Economy at the Base of the Economic Pyramid: How Access‐based Services Can Help Overcome Ownership Risks.” <i>Psychology &#38; Marketing</i> 38, no. 11 (2021): 2073–88. <a href=\"https://doi.org/10.1002/mar.21541\">https://doi.org/10.1002/mar.21541</a>.","apa":"Schäfers, T., Narayanamurthy, G., Moser, R., &#38; Leban, M. (2021). The sharing economy at the base of the economic pyramid: How access‐based services can help overcome ownership risks. <i>Psychology &#38; Marketing</i>, <i>38</i>(11), 2073–2088. <a href=\"https://doi.org/10.1002/mar.21541\">https://doi.org/10.1002/mar.21541</a>","ufg":"<b>Schäfers, Tobias u. a.</b>: The sharing economy at the base of the economic pyramid: How access‐based services can help overcome ownership risks, in: <i>Psychology &#38; Marketing</i> 38 (2021), H. 11,  S. 2073–2088.","havard":"T. Schäfers, G. Narayanamurthy, R. Moser, M. Leban, The sharing economy at the base of the economic pyramid: How access‐based services can help overcome ownership risks, Psychology &#38; Marketing. 38 (2021) 2073–2088.","bjps":"<b>Schäfers T <i>et al.</i></b> (2021) The Sharing Economy at the Base of the Economic Pyramid: How Access‐based Services Can Help Overcome Ownership Risks. <i>Psychology &#38; Marketing</i> <b>38</b>, 2073–2088.","mla":"Schäfers, Tobias, et al. “The Sharing Economy at the Base of the Economic Pyramid: How Access‐based Services Can Help Overcome Ownership Risks.” <i>Psychology &#38; Marketing</i>, vol. 38, no. 11, 2021, pp. 2073–88, <a href=\"https://doi.org/10.1002/mar.21541\">https://doi.org/10.1002/mar.21541</a>.","van":"Schäfers T, Narayanamurthy G, Moser R, Leban M. The sharing economy at the base of the economic pyramid: How access‐based services can help overcome ownership risks. Psychology &#38; Marketing. 2021;38(11):2073–88.","ieee":"T. Schäfers, G. Narayanamurthy, R. Moser, and M. Leban, “The sharing economy at the base of the economic pyramid: How access‐based services can help overcome ownership risks,” <i>Psychology &#38; Marketing</i>, vol. 38, no. 11, pp. 2073–2088, 2021, doi: <a href=\"https://doi.org/10.1002/mar.21541\">10.1002/mar.21541</a>.","ama":"Schäfers T, Narayanamurthy G, Moser R, Leban M. The sharing economy at the base of the economic pyramid: How access‐based services can help overcome ownership risks. <i>Psychology &#38; Marketing</i>. 2021;38(11):2073-2088. doi:<a href=\"https://doi.org/10.1002/mar.21541\">10.1002/mar.21541</a>"},"title":"The sharing economy at the base of the economic pyramid: How access‐based services can help overcome ownership risks","language":[{"iso":"eng"}],"keyword":["access-based services","base of the pyramid","risk perception theory","sharing economy"],"date_updated":"2025-06-26T13:23:58Z","date_created":"2022-04-13T10:45:02Z","publication_identifier":{"issn":["0742-6046"],"eissn":["1520-6793"]},"publication":"Psychology & Marketing","quality_controlled":"1","publisher":"Wiley","department":[{"_id":"DEP1521"}],"issue":"11","abstract":[{"lang":"eng","text":"The sharing economy provides short-term access to products without the risks associated with ownership. While extant research primarily examined it in the context of affluent consumer segments, the sharing economy may offer opportunities for consumers at the base of the economic pyramid, where ownership risks prevent access to products that could create societal benefits. Drawing from risk perception theory, we examine how access-based services, as an alternative to ownership, can mitigate perceived risk dimensions. An experimental study reveals that, in contrast to consumers with higher income, low-income consumers perceive access-based services to entail less financial risk, resulting in a greater inclination to access a good than to own it. In a second study, we explore these differences by comparing access with a risk mitigation strategy. We find that at the base of the pyramid, access is perceived to entail less financial risk than both ownership and ownership with a warranty. The results indicate the importance of the sharing economy for addressing the limited availability of resources for alleviating poverty. Based on our findings, we derive implications for consumers and service providers at the base of the pyramid, and discuss how the COVID-19 pandemic may be detrimental to the identified opportunities."}],"publication_status":"published","article_type":"original","isi":"1","place":"New York, NY","doi":"10.1002/mar.21541","_id":"7518","user_id":"83781","intvolume":"        38","type":"scientific_journal_article"}]