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Consumer motivation and luxury consumption: Testing moderating effects

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  • Shao, Wei
  • Grace, Debra
  • Ross, Mitchell

Abstract

Despite the growth of luxury markets during the last decade, luxury brand management is facing tremendous changes and challenges. In previous research, the focus has largely been on the appeal of luxury brands to represent status and prestige. However, this study argues that luxury consumption is highly individualistic and is a means through which consumers pursue personal goals.

Suggested Citation

  • Shao, Wei & Grace, Debra & Ross, Mitchell, 2019. "Consumer motivation and luxury consumption: Testing moderating effects," Journal of Retailing and Consumer Services, Elsevier, vol. 46(C), pages 33-44.
    • Handle: RePEc:eee:joreco:v:46:y:2019:i:c:p:33-44
    DOI: 10.1016/j.jretconser.2018.10.003
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    Cited by:

    1. Wang, Zi & Yuan, Ruizhi & Luo, Jun & Liu, Martin J., 2022. "Redefining “masstige” luxury consumption in the post-COVID era," Journal of Business Research, Elsevier, vol. 143(C), pages 239-254.
    2. Srivastava, Abhinav & Mukherjee, Srabanti & Jebarajakirthy, Charles, 2020. "Aspirational consumption at the bottom of pyramid: A review of literature and future research directions," Journal of Business Research, Elsevier, vol. 110(C), pages 246-259.
    3. Rosenbaum, Mark S. & Ramirez, Germán Contreras & Campbell, Jeffrey & Klaus, Philipp, 2021. "The product is me: Hyper-personalized consumer goods as unconventional luxury," Journal of Business Research, Elsevier, vol. 129(C), pages 446-454.
    4. Mohamed Akli Achabou, 2021. "Is animal welfare a central issue for consumers of luxury goods?," Natural Resources Forum, Blackwell Publishing, vol. 45(1), pages 18-36, February.
    5. Jin, Ting & Prentice, Catherine & Shao, Wei, 2021. "Identifying antecedent conditions for luxury brand purchase," Journal of Retailing and Consumer Services, Elsevier, vol. 60(C).
    6. Nornajihah Nadia Hasbullah & Zuraidah Sulaiman & Adaviah Mas’od & Hanis Syuhada Ahmad Sugiran, 2022. "Drivers of Sustainable Apparel Purchase Intention: An Empirical Study of Malaysian Millennial Consumers," Sustainability, MDPI, vol. 14(4), pages 1-24, February.
    7. Ostovan, Nima & Khalili Nasr, Arash, 2022. "The manifestation of luxury value dimensions in brand engagement in self-concept," Journal of Retailing and Consumer Services, Elsevier, vol. 66(C).
    8. Kim, Dongyoup & Hyun, Hyowon & Park, Jungkun, 2020. "The effect of interior color on customers’ aesthetic perception, emotion, and behavior in the luxury service," Journal of Retailing and Consumer Services, Elsevier, vol. 57(C).
    9. Yanwen Ruan & Yingjiao Xu & Hanna Lee, 2022. "Consumer Motivations for Luxury Fashion Rental: A Second-Order Factor Analysis Approach," Sustainability, MDPI, vol. 14(12), pages 1-16, June.
    10. Salonen, Ville & Munnukka, Juha & Karjaluoto, Heikki, 2020. "The role of fundamental motivations in willingness-to-pay online," Journal of Retailing and Consumer Services, Elsevier, vol. 52(C).
    11. Shahid, Shadma & Adil, Mohd & Sadiq, Mohd & Dash, Ganesh, 2024. "Why do consumers consume masstige products? A cross-cultural investigation through the lens of self-determination theory," Journal of Retailing and Consumer Services, Elsevier, vol. 76(C).
    12. Sharma, Purva & Srivastava, Ankur & Sharma, Veenu & Singh, Nidhi & Nijjer, Shivinder, 2024. "Understanding consumer repurchase intentions towards luxury retail brands: Evidence from an emerging market," Journal of Retailing and Consumer Services, Elsevier, vol. 76(C).
    13. Shahid, Shadma & Paul, Justin, 2021. "Intrinsic motivation of luxury consumers in an emerging market," Journal of Retailing and Consumer Services, Elsevier, vol. 61(C).
    14. Cassia, Fabio & Magno, Francesca, 2024. "The value of self-determination theory in marketing studies: Insights from the application of PLS-SEM and NCA to anti-food waste apps," Journal of Business Research, Elsevier, vol. 172(C).
    15. Jebarajakirthy, Charles & Das, Manish, 2021. "Uniqueness and luxury: A moderated mediation approach," Journal of Retailing and Consumer Services, Elsevier, vol. 60(C).
    16. Aw, Eugene Cheng-Xi & Chuah, Stephanie Hui-Wen & Sabri, Mohamad Fazli & Kamal Basha, Norazlyn, 2021. "Go loud or go home? How power distance belief influences the effect of brand prominence on luxury goods purchase intention," Journal of Retailing and Consumer Services, Elsevier, vol. 58(C).
    17. Das, Manish & Habib, Mohshin & Saha, Victor & Jebarajakirthy, Charles, 2021. "Bandwagon vs snob luxuries: Targeting consumers based on uniqueness dominance," Journal of Retailing and Consumer Services, Elsevier, vol. 61(C).
    18. Jeet Dogra & Venkata Rohan Sharma Karri, 2020. "Assessment of Luxury Trains in India: A Case Study of Maharajas’ Express," Journal of Tourismology, Istanbul University, Faculty of Economics, vol. 6(2), pages 185-200, December.
    19. Amélia Maria Pinto Cunha Brandão & Hugo Eduardo Magalhães Barbedo, 2023. "Going (in)conspicuous: antecedents and moderators of luxury consumption," Journal of Marketing Analytics, Palgrave Macmillan, vol. 11(2), pages 202-218, June.
    20. 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).
    21. Bakir, Aysen & Gentina, Elodie & de Araújo Gil, Luciana, 2020. "What shapes adolescents’ attitudes toward luxury brands? The role of self-worth, self-construal, gender and national culture," Journal of Retailing and Consumer Services, Elsevier, vol. 57(C).
    22. Faheem Gul Gilal & Kanwal Chandani & Rukhsana Gul Gilal & Naeem Gul Gilal & Waseem Gul Gilal & Nisar Ahmed Channa, 2020. "Towards a new model for green consumer behaviour: A self‐determination theory perspective," Sustainable Development, John Wiley & Sons, Ltd., vol. 28(4), pages 711-722, July.
    23. Kim, Sanghee & Chang, Hyo Jung (Julie), 2023. "Mechanism of retail therapy during stressful life events: The psychological compensation of revenge consumption toward luxury brands," Journal of Retailing and Consumer Services, Elsevier, vol. 75(C).

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