IDEAS home Printed from https://ideas.repec.org/a/eee/jbrese/v142y2022icp875-885.html
   My bibliography  Save this article

Sharing luxury possessions in the age of digital experience economy: Consumption type and psychological entitlement

Author

Listed:
  • Kemper, Joya A.
  • Bai, Xue
  • Zhao, Fang
  • Chiew, Tung Moi
  • Septianto, Felix
  • Seo, Yuri

Abstract

With the advent of the digital experience economy, contemporary luxury brands have embraced social media as an important channel for improving brand perceptions and developing customer relationships. This is because encouraging consumers to share luxury purchases on social media offers a strategic value for luxury brands. The present research investigates the conditions under which consumers are more likely to share luxury (vs. non-luxury) purchases on social media. Across two experiments, we establish that luxury (vs. non-luxury) purchases are shared more when they are associated with material (vs. experiential) consumption, and among consumers with a high (vs. low) sense of entitlement. These findings make several theoretical and managerial contributions, providing avenues for future research on what consumers do with luxury brands on social media.

Suggested Citation

  • Kemper, Joya A. & Bai, Xue & Zhao, Fang & Chiew, Tung Moi & Septianto, Felix & Seo, Yuri, 2022. "Sharing luxury possessions in the age of digital experience economy: Consumption type and psychological entitlement," Journal of Business Research, Elsevier, vol. 142(C), pages 875-885.
    • Handle: RePEc:eee:jbrese:v:142:y:2022:i:c:p:875-885
    DOI: 10.1016/j.jbusres.2022.01.005
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0148296322000030
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jbusres.2022.01.005?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Morgan K. Ward & Darren W. Dahl, 2014. "Should the Devil Sell Prada? Retail Rejection Increases Aspiring Consumers' Desire for the Brand," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 41(3), pages 590-609.
    2. Bruno Godey & Aikaterini Manthiou & Daniele Pederzoli & Joonas Rokka & Gaetano Aiello & Raffaele Donvito & Rahul Singh, 2016. "Social media marketing efforts of luxury brands : Influence on brand equity and consumer behavior," Post-Print hal-02313434, HAL.
    3. Hanna Krasnova & Thomas Widjaja & Peter Buxmann & Helena Wenninger & Izak Benbasat, 2015. "Research Note—Why Following Friends Can Hurt You: An Exploratory Investigation of the Effects of Envy on Social Networking Sites among College-Age Users," Information Systems Research, INFORMS, vol. 26(3), pages 585-605, September.
    4. Leban, Marina & Seo, Yuri & Voyer, Benjamin G., 2020. "Transformational effects of social media lurking practices on luxury consumption," Journal of Business Research, Elsevier, vol. 116(C), pages 514-521.
    5. Dafna Goor & Nailya Ordabayeva & Anat Keinan & Sandrine Crener & Eileen Fischer & Linda L. Price & Pankaj Aggarwal, 2020. "The Impostor Syndrome from Luxury Consumption [Beyond Deserving More: Psychological Entitlement Also Predicts Negative Attitudes toward Personally Relevant Out-Groups]," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 46(6), pages 1031-1051.
    6. Gallo, Iñigo & Townsend, Claudia & Alegre, Inés, 2019. "Experiential product framing and its influence on the creation of consumer reviews," Journal of Business Research, Elsevier, vol. 98(C), pages 177-190.
    7. Jennifer Edson Escalas, 2007. "Self-Referencing and Persuasion: Narrative Transportation versus Analytical Elaboration," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 33(4), pages 421-429, December.
    8. Felix Septianto & Billy Sung & Yuri Seo & Nursafwah Tugiman, 2018. "Proud volunteers: the role of self- and vicarious-pride in promoting volunteering," Marketing Letters, Springer, vol. 29(4), pages 501-519, December.
    9. Koivisto, Elina & Mattila, Pekka, 2020. "Extending the luxury experience to social media – User-Generated Content co-creation in a branded event," Journal of Business Research, Elsevier, vol. 117(C), pages 570-578.
    10. Wilson Bastos & Merrie Brucks, 2017. "How and Why Conversational Value Leads to Happiness for Experiential and Material Purchases," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 44(3), pages 598-612.
    11. Kim, Angella J. & Ko, Eunju, 2012. "Do social media marketing activities enhance customer equity? An empirical study of luxury fashion brand," Journal of Business Research, Elsevier, vol. 65(10), pages 1480-1486.
    12. Septianto, Felix & Ye, Sheng & Northey, Gavin, 2021. "The effectiveness of advertising images in promoting experiential offerings: An emotional response approach," Journal of Business Research, Elsevier, vol. 122(C), pages 344-352.
    13. Seo, Yuri & Buchanan-Oliver, Margo, 2019. "Constructing a typology of luxury brand consumption practices," Journal of Business Research, Elsevier, vol. 99(C), pages 414-421.
    14. Tynan, Caroline & McKechnie, Sally & Chhuon, Celine, 2010. "Co-creating value for luxury brands," Journal of Business Research, Elsevier, vol. 63(11), pages 1156-1163, November.
    15. Kaplan, Andreas M. & Haenlein, Michael, 2010. "Users of the world, unite! The challenges and opportunities of Social Media," Business Horizons, Elsevier, vol. 53(1), pages 59-68, January.
    16. Cristini, Hélène & Kauppinen-Räisänen, Hannele & Barthod-Prothade, Mireille & Woodside, Arch, 2017. "Toward a general theory of luxury: Advancing from workbench definitions and theoretical transformations," Journal of Business Research, Elsevier, vol. 70(C), pages 101-107.
    17. Krasnova, Hanna & Widjaja, Thomas & Buxmann, Peter & Wenninger, Helena & Benbasat, Izak, 2015. "Research Note—Why Following Friends Can Hurt You: An Exploratory Investigation of the Effects of Envy on Social Networking Sites among College-Age Users," Publications of Darmstadt Technical University, Institute for Business Studies (BWL) 73319, Darmstadt Technical University, Department of Business Administration, Economics and Law, Institute for Business Studies (BWL).
    18. Elodie Deprince & Angy Geerts, 2019. "Evidence On Expectations Of Luxury Vs Nonluxury Consumers On Facebook Luxury Brand Pages," Global Journal of Business Research, The Institute for Business and Finance Research, vol. 13(2), pages 81-94.
    19. Godey, Bruno & Manthiou, Aikaterini & Pederzoli, Daniele & Rokka, Joonas & Aiello, Gaetano & Donvito, Raffaele & Singh, Rahul, 2016. "Social media marketing efforts of luxury brands: Influence on brand equity and consumer behavior," Journal of Business Research, Elsevier, vol. 69(12), pages 5833-5841.
    20. Peter J. Buckley, 2010. "Foreign Direct Investment, China and the World Economy," Palgrave Macmillan Books, Palgrave Macmillan, number 978-0-230-24832-8, December.
    21. Peter J. Buckley & Jeremy Clegg & Hui Tan, 2010. "Cultural Awareness in Knowledge Transfer to China — The Role of Guanxi and Mianzi," Palgrave Macmillan Books, in: Foreign Direct Investment, China and the World Economy, chapter 8, pages 165-191, Palgrave Macmillan.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Boukis, Achilleas & Christodoulides, George & Semaan, Rania W. & Stathopoulou, Anastasia, 2024. "What drives consumers towards shared luxury services? A comparison of sequential versus simultaneous sharing," Journal of Business Research, Elsevier, vol. 177(C).
    2. Vieira, Kelmara Mendes & Matheis, Taiane Keila & Potrich, Ani Caroline Grigion & Puhle, Mayara de Carvalho & Bressan, Aureliano Angel & Klein, Leander Luiz, 2024. "Financial Freedom Perception Scale (FFPS): Construction and validation," Journal of Behavioral and Experimental Finance, Elsevier, vol. 41(C).
    3. Li, Fajin & Cheng-Xi Aw, Eugene & Wei-Han Tan, Garry & Cham, Tat-Huei & Ooi, Keng-Boon, 2022. "The Eureka moment in understanding luxury brand purchases! A non-linear fsQCA-ANN approach," Journal of Retailing and Consumer Services, Elsevier, vol. 68(C).

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Choi, Dayeon & Seo, Yuri & Septianto, Felix & Ko, Eunju, 2022. "Luxury customization and self-authenticity: Implications for consumer wellbeing," Journal of Business Research, Elsevier, vol. 141(C), pages 243-252.
    2. Sharma, Amalesh & Soni, Mauli & Borah, Sourav Bikash & Haque, Tanjum, 2022. "From silos to synergies: A systematic review of luxury in marketing research," Journal of Business Research, Elsevier, vol. 139(C), pages 893-907.
    3. Leban, Marina & Seo, Yuri & Voyer, Benjamin G., 2020. "Transformational effects of social media lurking practices on luxury consumption," Journal of Business Research, Elsevier, vol. 116(C), pages 514-521.
    4. Mandler, Timo & Johnen, Marius & Gräve, Jan-Frederik, 2020. "Can’t help falling in love? How brand luxury generates positive consumer affect in social media," Journal of Business Research, Elsevier, vol. 120(C), pages 330-342.
    5. Pedro, Yael & Friedmann, Enav & Loureiro, Sandra Maria Correia, 2024. "High-end fashion as a social phenomenon: Exploring the perceptions of designers and consumers," Journal of Retailing and Consumer Services, Elsevier, vol. 79(C).
    6. Gurzki, Hannes & Woisetschläger, David M., 2017. "Mapping the luxury research landscape: A bibliometric citation analysis," Journal of Business Research, Elsevier, vol. 77(C), pages 147-166.
    7. Sheng, Jie, 2019. "Being Active in Online Communications: Firm Responsiveness and Customer Engagement Behaviour," Journal of Interactive Marketing, Elsevier, vol. 46(C), pages 40-51.
    8. Zollo, Lamberto & Filieri, Raffaele & Rialti, Riccardo & Yoon, Sukki, 2020. "Unpacking the relationship between social media marketing and brand equity: The mediating role of consumers’ benefits and experience," Journal of Business Research, Elsevier, vol. 117(C), pages 256-267.
    9. Khoirina Kencana Ningrum & Ratna Roostika, 2021. "The influence of social media marketing activities on consumer engagement and brand knowledge in the culinary business in Indonesia," International Journal of Research in Business and Social Science (2147-4478), Center for the Strategic Studies in Business and Finance, vol. 10(5), pages 34-45, July.
    10. Misirlis, Nikolaos & Vlachopoulou, Maro, 2018. "Social media metrics and analytics in marketing – S3M: A mapping literature review," International Journal of Information Management, Elsevier, vol. 38(1), pages 270-276.
    11. Chapman, Alexis & Dilmperi, Athina, 2022. "Luxury brand value co-creation with online brand communities in the service encounter," Journal of Business Research, Elsevier, vol. 144(C), pages 902-921.
    12. Mohammed Arshad Khan & Faisal Alhathal & Shahid Alam & Syed Mohd Minhaj, 2023. "Importance of Social Networking Sites and Determining Its Impact on Brand Image and Online Shopping: An Empirical Study," Sustainability, MDPI, vol. 15(6), pages 1-22, March.
    13. Holmqvist, Jonas & Wirtz, Jochen & Fritze, Martin P., 2020. "Luxury in the digital age: A multi-actor service encounter perspective," Journal of Business Research, Elsevier, vol. 121(C), pages 747-756.
    14. Park, Jungkun & Hyun, Hyowon & Thavisay, Toulany, 2021. "A study of antecedents and outcomes of social media WOM towards luxury brand purchase intention," Journal of Retailing and Consumer Services, Elsevier, vol. 58(C).
    15. Patria Laksamana, 2020. "I will Always Follow You: Exploring the Role of Customer Relationship in Social Media Marketing," International Review of Management and Marketing, Econjournals, vol. 10(3), pages 22-28.
    16. Shakeel ul Rehman & Rafia Gulzar & Wajeeha Aslam, 2022. "Developing the Integrated Marketing Communication (IMC) through Social Media (SM): The Modern Marketing Communication Approach," SAGE Open, , vol. 12(2), pages 21582440221, May.
    17. Bazi, Saleh & Filieri, Raffaele & Gorton, Matthew, 2020. "Customers’ motivation to engage with luxury brands on social media," Journal of Business Research, Elsevier, vol. 112(C), pages 223-235.
    18. Kuo, Ying-Feng & Chen, Fei-Lung, 2023. "The effect of interactivity of brands’ marketing activities on Facebook fan pages on continuous participation intentions: An S–O-R framework study," Journal of Retailing and Consumer Services, Elsevier, vol. 74(C).
    19. Bazi, Saleh & Filieri, Raffaele & Gorton, Matthew, 2023. "Social media content aesthetic quality and customer engagement: The mediating role of entertainment and impacts on brand love and loyalty," Journal of Business Research, Elsevier, vol. 160(C).
    20. Pejman Ebrahimi & Datis Khajeheian & Maria Fekete-Farkas, 2021. "A SEM-NCA Approach towards Social Networks Marketing: Evaluating Consumers’ Sustainable Purchase Behavior with the Moderating Role of Eco-Friendly Attitude," IJERPH, MDPI, vol. 18(24), pages 1-21, December.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jbrese:v:142:y:2022:i:c:p:875-885. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/jbusres .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.