Two groups were given IKEA boxes, with one group given fully-assembled versions, and the other given unassembled boxes, which they were told to put together. This second group were willing to pay much more for their box during the subsequent bidding process than those with pre-assembled boxes.
So we humans will pay more (and not less) for something that we’ve put labour into than for something bought ready-made. The study above looked at other scenarios, using origami and lego, and found the same results.
Interestingly, the research suggests that our efforts lead to increased valuation only when we successfully complete tasks. When participants built and then destroyed their creations, or failed to complete them, the IKEA effect dissipated.
By extension, consumers are also willing to pay a premium for products that they have customized to their idiosyncratic preferences (Franke and Piller 2004; Schreier 2006).
NEW Online Training
Understand and apply Behavioural Insights in one day