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Modeling links between the decision-making process and luxury brand attachment: An international comparison

Author

Listed:
  • Bruno Godey

    (Pôle Markets, Brands & Experiences - Rouen Business School - Rouen Business School, Pôle Customer, Retail and Supply Chain - Rouen Business School - Rouen Business School)

  • Daniele Pederzoli

    (Pôle Customer, Retail and Supply Chain - Rouen Business School - Rouen Business School, Pôle Markets, Brands & Experiences - Rouen Business School - Rouen Business School)

  • Gaetano Aiello

    (UniFI - Università degli Studi di Firenze = University of Florence = Université de Florence)

  • Raffaele Donvito

    (UniFI - Università degli Studi di Firenze = University of Florence = Université de Florence)

  • Priscilla Chan

    (MMU - Manchester Metropolitan University)

  • Junji Tsuchiya

    (Waseda University [Tokyo, Japan])

  • Irina Ivanovna Skorobogatykh

    (PRUE - Plekhanov Russian University of Economics [Moscow])

  • Bart Weitz

    (UF - University of Florida [Gainesville])

  • Hyunjoo Oh

    (UF - University of Florida [Gainesville])

  • Rahul Singh

    (BIMTECH - Birla Institute of Management Technology)

Abstract

This research aims to extend the analysis of the factors influencing consumer purchase of luxury goods. The effects of brand and country of origin (CoO) on the purchase decision are specifically considered. A total sample of 1103 respondents in seven countries (China, France, India, Italy, Japan, Russia, USA) is analyzed through a structured questionnaire administered online. The research tests the scales of decision-making and brand attachment through exploratory and confirmatory factor analysis. It also tests the causal model of relationships between decision-making and luxury brand attachment. The richness of this research is related to the intercultural analysis of the results obtained in seven countries. These results concern the differences and similarities in: (1) defining the concept of country of origin (country of design, country of manufacture/country of assembly); (2) the combined effects of factors, including brand, CoO, price, guarantee, design and advertising, in the purchasing decision for luxury brands; and (3) the links between decision-making and attachment of the consumer to the luxury brand. The results are interesting in terms of management recommendations for a company that wishes to expand internationally into one of the geographic areas covered by this study, since significant differences are observed.

Suggested Citation

  • Bruno Godey & Daniele Pederzoli & Gaetano Aiello & Raffaele Donvito & Priscilla Chan & Junji Tsuchiya & Irina Ivanovna Skorobogatykh & Bart Weitz & Hyunjoo Oh & Rahul Singh, 2013. "Modeling links between the decision-making process and luxury brand attachment: An international comparison," Post-Print hal-01078335, HAL.
    • Handle: RePEc:hal:journl:hal-01078335
    DOI: 10.1080/21639159.2013.818283
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    Cited by:

    1. Donvito, Raffaele & Aiello, Gaetano & Grazzini, Laura & Godey, Bruno & Pederzoli, Daniele & Wiedmann, Klaus-Peter & Halliburton, Chris & Chan, Priscilla & Tsuchiya, Junji & Skorobogatykh, Irina Ivanov, 2020. "Does personality congruence explain luxury brand attachment? The results of an international research study," Journal of Business Research, Elsevier, vol. 120(C), pages 462-472.
    2. Tonino Pencarelli & Viktória Ali Taha & Veronika Škerháková & Tomáš Valentiny & Richard Fedorko, 2019. "Luxury Products and Sustainability Issues from the Perspective of Young Italian Consumers," Sustainability, MDPI, vol. 12(1), pages 1-25, December.
    3. 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.

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