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Measuring internalized versus externalized luxury consumption motivations and consumers’ segmentation

Author

Listed:
  • Gianluigi Guido

    (University of Salento)

  • Cesare Amatulli

    (University of Bari)

  • Alessandro M. Peluso

    (University of Salento)

  • Clarissa Matteis

    (University of Salento)

  • Luigi Piper

    (University of Salento)

  • Giovanni Pino

    (University of Chieti-Pescara)

Abstract

Luxury goods are typically marketed by global brands and are associated to excellence, exclusivity and premium pricing. However, consumers may buy and consume luxury goods because of internal and self-related motivations—e.g., individual style and quality—or of external and others-related motivations—e.g., status signaling and prestige. This research develops a measurement scale of such luxury consumption motivations, here called “internalized” and “externalized” motivations, thereby assessing which of them prevails. Moreover, by testing the scale, this research provides a segmentation of consumers based on the degree of correlation between their different motivations and some relevant constructs connected to them (i.e., Big Five personality traits, dark triad dimensions, negative values, and compulsive buying). Results show important differences in the antecedents of internalized and externalized luxury consumption acts. Implications for marketing theory and practice are discussed.

Suggested Citation

  • Gianluigi Guido & Cesare Amatulli & Alessandro M. Peluso & Clarissa Matteis & Luigi Piper & Giovanni Pino, 2020. "Measuring internalized versus externalized luxury consumption motivations and consumers’ segmentation," Italian Journal of Marketing, Springer, vol. 2020(1), pages 25-47, March.
    • Handle: RePEc:spr:ijmark:v:2020:y:2020:i:1:d:10.1007_s43039-020-00002-9
    DOI: 10.1007/s43039-020-00002-9
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    References listed on IDEAS

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    6. Anders Hauge Wien & Alessandro M. Peluso & Marco Pichierri & Luigi Piper & Gianluigi Guido, 2024. "Effects of the dark triad on word of mouth in the luxury context: the moderating role of opinion divergence," Italian Journal of Marketing, Springer, vol. 2024(3), pages 287-309, September.

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